The best way to be highly influential is to be human to everyone you meet. That’s the networking advice @chrisfralic has lived by ever since a pivotal introduction helped him launch a career in venture capital. Conventional wisdom encourages adding value to your conversations with new people — so they can walk away with a new idea, referral or intro. But he’s found that imparting energy to be even more important than sharing new information. In an all-time classic Review article, he offers these 7 rules for making memorable connections: 1/ Convey genuine appreciation. Actively project warmth and high energy. It’s been observed people like you when they feel liked by you. So, do you greet them in a way that sounds like you’re genuinely happy to see them? To make it clear you’re interested in the other person, think about what they know that you don’t. What do you actually want to learn in the interaction? Focus on that so that they can walk away knowing they added value too. 2/ Listen with intent. The focus you bring to asking specific questions about what’s being said in real time makes others feel heard. This is a big one. Being a good listener is about two things: 1) Demonstrating that you’ve heard exactly what was said by the other person, and 2) encouraging them to continue. 3/ Use humility markers. What you say and how you say it can put others at ease and replace nerves with positive energy — even in tough situations. “I have relationships that have lasted over a decade that started with me meeting a founding team and not investing,” says Fralic. “I’ll often start that conversation saying, ‘I’m wrong all the time and I very well may be here.’” Acknowledging your own fallibility and human imperfection can go a long way toward making yourself relatable. 4/ Offer unvarnished honesty. There are a lot of reasons why people don’t share what they truly think in professional situations. They don’t want to tarnish relationships or endure an uncomfortable exchange or risk being disliked. Even if you’re one of the ‘Hunted,’ it’s human nature to avoid these experiences. You can differentiate yourself by being as honest as you can. Just remember to root your honesty in what will actually have utility for the other party. This will set a good tone for all future conversations. 5/ Blue-sky brainstorm. Maybe you can’t provide what someone is looking for. But, if you can change the angle or way they’re thinking about something by openly brainstorming with them, you make them feel like they got something special and unexpected. It’s key that you’re brainstorming with them, not for them. 6/ End every meeting or conversation with the feeling and optimism you’d like to have at the start of your next conversation with the person. “Assume you’re going to run into everyone again — it usually happens either by plan or happenstance,” says Fralic. “There are no closed connections. The world is too small.” 7/ Don't fake it till you make it. It may be common wisdom for finding confidence, but it has some negative byproducts. Namely, Fralic has seen it used to justify winging it in important meetings. Faking it in this context doesn’t mean bluffing your way through interactions that make you feel insecure or intimidated. That leads to bad decision making.