If you’ve ever walked into a networking event with the question “Who here can give me money?” quietly screaming in your head — this episode is for you.

In Episode 3 of The Awkward Handshake, Megan Eckman and Mary Williams take on one of the most loaded questions in business: how long it really takes to get paid through networking — and why trying to shortcut that timeline usually backfires.

This conversation dismantles the fantasy that deals are made in the room and reframes networking as what it actually is: the front end of a much longer relationship and decision-making process.

This episode covers:

Why networking rooms are not sales floors — and never were
The difference between leads, discovery calls, and actual sales
Why most people are trying to solve a business development problem in the wrong space
How many conversations it realistically takes before money changes hands
Why “hot,” “warm,” and “cold” leads still matter more than ever
How economic conditions quietly shape decision timelines
Why desperation is felt immediately — even when it’s unspoken
How treating people like walking ATMs destroys trust

You’ll also hear:

Why saying “yes” at an event often turns into a “no” later
How networking helps you read the economy in real time
Why follow-up is leadership, not pestering
How boundaries show up in emails, timing, and tone
Why some rooms feel exhausting — and others feel expansive
The difference between peacocking and actual traction

At its core, this episode makes one thing clear: networking isn’t about extracting value. It’s about building context, trust, and enough shared understanding for a real decision to happen later.

Keep in touch!

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