Beyond Small Talk: Building Real Connections That Last

More than 25 PMA members came together on February 24 for a timely and practical conversation on one of the most essential — and often uncomfortable — parts of our industry: networking.

Led by Erica Dalessandro, Vice President of Sales at Lux Flooring Specialists, the session, Beyond Small Talk: Building Real Connections That Last, focused on how to move beyond surface-level conversations and build meaningful, lasting professional relationships.

Erica, a seasoned sales leader and relationship-builder, brought both strategy and real-world perspective to the discussion — along with plenty of practical takeaways that attendees can immediately apply at PMA events and beyond.

Networking Isn’t About Collecting Contacts

One of the central themes of the session was a shift in mindset: networking isn’t about handing out business cards or making quick transactions. Instead, Erica encouraged attendees to think in terms of “net weaving” — building a strong, interconnected web of relationships that benefits everyone involved.

The goal isn’t just to meet people. It’s to become someone who connects others, creates value, and shows up consistently.

The Power of Showing Up (Again and Again)

Erica emphasized that strong professional relationships aren’t built overnight. In fact, they’re built through repetition.

She introduced the concept of an organization’s “heartbeat” — the natural rhythm of events and touch points throughout the year — and encouraged members to align their participation accordingly.

Her 1–2–3 year ROI framework resonated with many attendees:

• Year 1: Learn the organization and show up consistently

• Year 2: Begin building recognition and familiarity

• Year 3: Trust is established — and opportunities follow

For those looking to accelerate that timeline, the advice was clear: get involved. Volunteer, join a committee, arrive early, or help at registration. Visibility builds familiarity, and familiarity builds trust.

Moving Beyond Small Talk

To help attendees navigate conversations more naturally, Erica shared a simple but effective framework: FORM.

• F – Family: Where are you from? What brought you here?

• O – Occupation: What do you do — and more importantly, how do you help people?

• R – Recreation: What do you enjoy outside of work?

• M – Motivation: What are you working toward right now?

This approach helps shift conversations from transactional to meaningful — and often leads to stronger, more memorable connections.

She also encouraged attendees to rethink how they answer the question, “What do you do?” Rather than sharing a generic title, she advised being specific about how you help others. Specificity, she noted, is what makes you memorable.

Small Actions That Make a Big Impact

Throughout the session, Erica shared practical strategies that can immediately elevate networking efforts:

• Arrive early to events and become a “safe” first connection for others entering the room

• Ask, “Who are you hoping to meet?” — and help make the introduction

• Follow up intentionally, not just once, but consistently over time

• Write notes on business cards to remember meaningful details and demonstrate care

• Focus on listening, rather than feeling pressure to “perform”

She also challenged a common habit: handing out business cards too quickly. Instead, she emphasized that connection should come before exchange.

Building Relationships That Last

Perhaps the most impactful takeaway from the session was a reminder that real networking is about generosity and consistency.

Whether it’s making an introduction, following up after an event, or simply showing up again and again, the small actions add up over time — and ultimately lead to stronger relationships, better collaboration, and long-term success.

For those who attended, the session offered both reassurance and a road map: networking doesn’t have to feel forced. With the right mindset and approach, it can become one of the most natural — and valuable — parts of your professional life.