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!
Follow Megan Eckman
Follow Mary Williams
