Legendary contractor Larry Taylor says, “It’s always easier to sell from the boardroom than the boiler room.” This means the key to commercial sales is networking. Business is built on relationships and networking builds relationships. Here are nine ways you can network.

1. Local chambers commerce

The local chamber of commerce is the most obvious and many plumbing contractors join one. Why not join more than one? There are usually several chambers of commerce with some overlap. Some are geographic. Some are demographic. Join everyone you can. Meet everyone you can at every mixers.

2. Service clubs

Next to the chamber, the most obvious option is a service club. These are community service organizations that meet over breakfast or lunch weekly and perform community service projects and/or raise money for local charities. There are local service clubs as well as national clubs such as Rotary, Lion’s, Kiwanis, Optimist and Civitan. You can join more than one or encourage others in your company to join different clubs.

Service clubs are populated by community centers of influence. These are the people others ask when looking for business professionals. If you are the commercial plumber they know, you will get the referrals.

3. Leads clubs

Leads clubs are focused on making business introductions and opening doors. Typically, they are exclusive so there will not be another commercial plumber in the club. There are local clubs that you chamber of commerce can help you find as well as clubs with broader reach such as BNI, Le Tip, and Netweavers.

4. Community boards

Community boards range from civic boards to church building committees. Yes, the take time so you should be invested in the work. It should be something you believe in. During the course of your work, you will meet other business and government leaders. Make sure everyone knows what you do.

5. Alumni associations

If there is an applicable high school or college alumni association that you can join, do it. These are people who share a common experience with you that helps form bonds. If they are decision-makers for their companies, they will give you an opportunity. If they can make an introduction, they will do that.

6. Country clubs

If golf is your thing, join a country club. Member of country clubs are renowned for networking and giving business to each other.

7. Local associations

While you should join the local PHCC and/or ABC to support the trade, look for the associations your customers belong to and join them. This might be a local restaurant association, BOMA, NARI and others. When you join these organizations, as an associate member if not a full member, you are directly engaging prospective customers.

The sad truth is most plumbers suck at networking. If they loved this sort of thing, they would probably not be plumbers. Yet, networking is necessary.

8. LinkedIn

Of all of the social media sites, LinkedIn is the best for professionals. Join it and look for the local community groups. Follow local community leaders. It will result in leads.

9. Hire a networking associate

The sad truth is most plumbers suck at networking. If they loved this sort of thing, they would probably not be plumbers. Yet, networking is necessary. Solve this dilemma by hiring a networking associate (or business development manager) to identify networking opportunities and represent the company in these groups. Pay incentives based on the leads generated.

Networking does not work overnight. It takes time and effort, but the sooner you get started, the sooner you will get results. As you build a network, it becomes an asset that cannot be easily replicated by your competition. Your business close rates will rise and your marketing costs will drop.