Ulrik Bo Larsen, CEO and founder of Falcon Social
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By Ulrik Bo Larsen
August 8, 2015

The Leadership Insider network is an online community where the most thoughtful and influential people in business contribute answers to timely questions about careers and leadership. Today’s answer to the question: What’s the best way to network? is written by Ulrik Bo Larsen, CEO and founder of Falcon Social.

In my opinion, networking can be a bit of a disingenuous process. People tend to want to network with you for what you can give them: introductions to the right people or organizations. That said, making the right connections is an important part of business and in a way, a necessary evil. My advice may sound counterculture, but I believe that when you take the right approach to networking you’ll stand out from the crowd and reap the benefits. Here are a few ways I like to think about networking:

Focus on what you can give
When you’re trying to make a meaningful connection with someone think about how you can help them with either their career or business. Tailor your elevator pitch to whom ever you’re speaking with. If you take the approach of solving their problem first, you’ll automatically build goodwill with someone who will be much more likely to return the favor. Remember: people enjoy helping those they can connect with on a personal level.

Only network with a select few people
I often see people at cocktail receptions or conferences running themselves ragged trying to meet everyone in the room. I like to take the opposite approach, meeting only a select few people, and building deeper relationships with them during the course of the evening. This approach allows you to know those handful of people on a more personal level, creating a genuine connection that’s bound to have a lasting impression. And you’re building a community of contacts who’ll remember you in the long haul.

See also: 5 common networking mistakes you’re making

Talk less, listen more
It’s normal to feel like you have to dominate a conversation and highlight all your key accomplishments when you meet someone for the first time; you want to make an good impression. That said, my recommendation is to ask smart questions and get the person you’re networking with to do more of the talking. Again, it’s important to fine-tune your elevator pitch to make it’s as relevant as possible to the individual opposite you, while also clearly articulating who you are. If someone feels heard, they’ll likely walk away from the conversation with a very positive memory of you. And lets be honest, everyone likes talking about themselves!

Follow-up in a timely manner
Following-up with the people you meet at your networking event is essential to building a lasting relationships. Make sure to reach out to your new contact via email or a hand-written note so that they know how to reach you. This step is often lost in the busyness of life, but it’s an important one as it’ll help solidify the new relationship you’ve recently made.

Read all answers to the Leadership Insider question: What’s the best way to network?

What a game of chess can teach you about networking by Shahrzad Rafati, founder and CEO of BroadbandTV.

Business cards aren’t outdated and 4 other networking tips by Tom Gimbel, CEO of the LaSalle Network.

How to work a room at an important networking event by Carol Leaman, CEO of Axonify.

The one question you have to ask everyone you network with by Clark Valberg, CEO of InVision.

3 signs you’re a serial meet-and-greet networker by Shadan Deleveaux, director of sales multicultural beauty division at L’Oréal USA.

Forget what you know about networking. Do this instead by Jim Yu, CEO of BrightEdge.

3 networking mistakes you don’t know you’re making by Dan Finnigan, CEO of Jobvite.

Why face-to-face networking will never go out of style by Kevin Chou, co-founder and CEO of Kabam.

How to effectively network (even if you dread it) by David DeWolf, president and CEO of 3Pillar Global.

The only thing you need to keep in mind when networking by William Craig, founder and president of WebpageFX.

Why social media alone won’t get you a job by Gary Vaynerchuk, co-founder and CEO of VaynerMedia.

NYSE President: I owe every job I’ve ever had to networking by Tom Farley, president of the NYSE.

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