Is there a formula for successful networking?

A few decades ago, I attended a breakout session at a BNI conference. The session was called “The Formula for Successful Networking.”. ” Well, as the founder of an organization, I absolutely had to watch this presentation to learn the formula for successful business networking.

The speaker began his presentation by writing a mathematical equation on a flipchart. He talked about “D” representing the average number of Dunbar relationships and “M” representing Metcalf’s law (also known as the squared connection effect). He went on to do a very complicated and confusing formula of calculating the square root of something and multiplying it by something, which seemed completely irrelevant to me.

He hesitated as he spoke to us. He put his fingertips to his lips and made his mouth shut and open during the presentation. It was uncomfortably obvious that he was confused and embarrassed by his own formula. Not only that, we were also very confused and perplexed by his formula. We all sat there feeling so ashamed of him.

That’s when he turned to the hundreds of people in the room, picked up a giant red felt marker, put a giant red “X” across the equation, and said to all of us: “Oh, forget about math. It’s all about relationships!”

The whole room burst into laughter at the same time. He was right. Business networking (when done right) is all about the relationships you build.

He went on to explain that there is no formula for success in business networking. The key is to foster professional relationships. There may not be a formula, but there are some principles that, if applied properly, can yield great results in networking.

Related: Are your networking efforts underperforming? Shake things up with these 5 strategies.

1. Make others know you, like you, and trust you

“Know, love, trust” — this is the process businesspeople need to follow in order to feel comfortable referring to others. I call this the VCP process. First, you need to increase your visibility in the community by attending networking events. And by building a solid reputation for doing good work, you establish credibility. That relationship can then lead to revenue through referrals. Don’t just attend networking events and make cold calls in person. Please access them to proceed with the VCP process.

2. Maintain consistent communication

Building and maintaining relationships requires what I call “touchpoints.” How often do you reach out and connect with people in your network? Check in regularly, share updates, and express a genuine interest in what others are doing. helps you stay connected. Benign neglect or relationships that disappear over time can dramatically weaken networks.

Having regular 1-2-1s with people, whether in person or online, can help you maintain relationships. In fact, a university study conducted in Europe by Beatriz Sparacino found that people who did his 1-2-1 four or more times a month were more likely to do it than those who did his 1-2-1 only once a month. In comparison, he found that he received twice as many referrals. Keeping open lines of communication, whether through face-to-face interactions, email, or social media, strengthens the bond between you and your network. Consistent communication keeps the connection strong even when there is no immediate opportunity, and allows the relationship to develop more naturally over time.

3. Refine your explanation of what you do

It definitely depends on your audience to explain what you do. Speaking a few words at a floor event is very different from giving a weekly 60-second presentation to a group like BNI. For example, if you have a one-sentence description of what you want to do for a large group, use a memory hook. One of the first stories I heard was from a dentist who raised his right hand and said, “I believe in teeth, whole teeth, and nothing but teeth.” In just a dozen words, he made sure everyone in the room remembered who he was and what he did.

On the other hand, if you have a little more time to talk and are part of a networking group where you talk weekly, you’ll need to do something quite counterintuitive. In other words, don’t describe your business in sweeping generalizations. Instead, be specific about her one aspect of the business. And then the next week there’s another aspect, and so on. One year in, you’ve taught me different ways to introduce yourself to the people you’re networking with. The goal of such groups is not to make sales, but to train salespeople to find referrals.

Related: 5 Ways to Network Your Path to Business Growth and Wealth

4. Create value with existing and potential referral partners

Successful networking isn’t just about what you get out of it. It’s also about what people can give and contribute. Creating value for others establishes a sense of reciprocity. This includes sharing insights, offering assistance, connecting individuals to relevant resources, and, of course, giving someone a valid introduction to your business. By contributing to the success of others, individuals strengthen ties within their networks and make themselves valuable assets.

Recently, I was doing a radio interview and talked with the host about creating value by asking the following questions of people you want to build professional relationships with: “How can I help you?” he said (live, on air), “That overused phrase, it’s useless!” I didn’t want to argue with him on the air, so I moved on. After the interview, I asked him who he was looking for to appear on the show. He gave me some names. I knew one of them very well. I told him that he is a good friend of mine and that I would be happy to introduce him. The host deeply appreciated my offer. That’s when I told him he could ask, “How can I help?” without using actual words. “Touch!” I said. And in the end, I accepted that it could work.

5. Building a diverse network is important

Networks are dense in nature. This is not a technical term, but unless you strive to create a broad and comprehensive network, networks do tend to cluster together. People tend to spend time with people who are similar to themselves. However, building relationships with individuals from different backgrounds, industries, ethnicities, ages, education, and experiences can help broaden our horizons and provide access to a wider range of opportunities (more on this in my article). (Explained in detail in the book) third paradigm). These people are the connectors that connect you with other people you would not normally meet. Embracing diversity in networking not only enriches our relationships, but also opens the door to countless possibilities for personal and professional growth.

The path to success in business networking is built on real relationships, not formulas. The laughter generated by the equation resonated with a shared understanding that human connections defy quantification through equations. A core message has emerged. Successful networking relies on meaningful interactions, not complex mathematical calculations.

If your network is a mile wide and an inch deep, you will never succeed. It needs to be wide and sometimes deep. So no matter how many people you have in your network or how deeply connected you are, the key is to take the time to build deep relationships with people who can help you, support you, and refer you. This emphasizes the importance of both breadth and depth of human connections. Simply amassing a vast network is not enough. Building deep relationships ensures ongoing support and referrals. In essence, the true formula for networking success lies in the art of building and nurturing authentic connections with others.

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