The Networking Rule Nobody Talks About

⏳ Read Time: Less than 4 min.

I’m super excited to welcome you back to The Winning Edge—your weekly toolkit for mastering high-impact communication, building leadership presence, and creating relationships that truly matter.

Let me ask you something: Have you ever left a networking event with a stack of business cards... and zero real connections?

This week, I’m sharing a bold new approach to networking—one that flips the script from “working the room” to “earning trust fast.”
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This Week’s Insights

✅ The Third-Degree Principle – A 3-level question technique that builds deeper connections fast
✅ The Follow-Up Advantage – Why your real network is built after the handshake
✅ The Conversational Shift – Swap "What do you do?" for this engaging alternative
✅ AI Wingman – Use ChatGPT to write follow-ups that feel personal (and save you time)
✅ Quick Credibility Move – One old-school tool that makes you unforgettable

THE MAIN EVENT
🎤 The Networking Rule Nobody Talks About

Most people approach networking like a game of quantity: “Meet as many people as possible, make a great impression, move on.”

But here’s the truth: Great networkers don’t collect contacts—they create connections.

And the most effective way to do that?

The “Third-Degree Principle”

This isn’t about awkward small talk or pitching yourself. It’s about asking one question three levels deep.

Let’s break it down:

1️⃣ Level 1 – “What do you do?” (Basic, surface-level)
2️⃣ Level 2 – “What do you enjoy most about it?” (More engaging)
3️⃣ Level 3 – “Why is that meaningful to you?” (Boom. Connection unlocked.)

When you ask questions that move past the obvious, you show genuine curiosity—and that makes you memorable.

QUICK HITTERS: Fast Wins for the Week

💡 Tip of the Week: Don’t ask “What do you do?” Instead try:
👉 “What’s a recent project you’re excited about?”
It’s more engaging and reveals what actually matters to the person.

📊 Stat of the Week: According to Harvard research, conversational depth—not frequency—predicts stronger relationships. One great question beats ten shallow chats.

🎭 Power Move: Follow up within 48 hours of meeting someone. Reference something specific they said—it shows you were listening, not just networking.

📖 Recommended Read: "The Like Switch" by Jack Schafer – A former FBI agent’s playbook on how to build rapport fast (even with total strangers).

WEEKLY DEEP DIVE
Forget “Working the Room.” Try “Owning the Follow-Up.”

We’ve all been told networking is about visibility—“Get out there,” “Meet more people,” “Work the room.” But if you want to actually build a network that works, the magic doesn’t happen during the handshake. It happens after.

Top performers don’t rely on charm alone. They win by mastering one underrated skill: intentional follow-up.

Here’s how to take your relationship-building from forgettable to formidable:

🔥 Step 1: Anchor the Conversation
Right after you meet someone, write down 1–2 personal details they mentioned. It could be a challenge they’re facing, a goal, or even a hobby.

➡️ Why it works: It helps you build connection on mutual context, not just titles and job functions.

🔥 Step 2: Add Micro-Value
In your follow-up, share something relevant:

• A podcast on the topic they mentioned

• An introduction to someone in your network

• A simple message: “Saw this and thought of you.”

➡️ Why it works: Value doesn’t need to be huge—it needs to be timely and thoughtful.

🔥 Step 3: Systematize the Serendipity
Great connectors don’t rely on memory—they build systems.

Use tools like Clay, Dex, or even a simple Google Sheet to track names, notes, and follow-ups.

Block 30 minutes weekly to review and reconnect with 2–3 people.

➡️ Pro Tip: Add a “network ping” calendar reminder every 90 days for your top contacts. That light touchpoint? It’s the difference between a warm lead and a cold list.

Bonus Insight: Want to be instantly more likable and respected? Here’s the simplest networking hack I’ve ever used:
📝 Send a handwritten thank-you note after a meaningful conversation or collaboration. 
It’s old-school, high-touch, and in the digital age—it stops people in their tracks.

💬 Final Thought: The strongest networks aren’t built on transactions—they’re built on touchpoints. And while most people focus on first impressions, winners focus on lasting ones.

AI TIP OF THE WEEK

Use ChatGPT to write follow-up messages that stand out.

Prompt it with:
💬 “I met someone at a leadership event who works in SaaS sales and mentioned they’re struggling to motivate their remote team. Help me write a short, warm follow-up that shows I listened and offers a helpful resource.”

Boom—tailored message, professional tone, human warmth. AI as your networking wingman.

WINNING WITH AI: The Future of Sales Proposals and Presentations

AI isn’t just for tech geeks or big corporations—it’s transforming how we sell, present, and communicate. The best sales teams are already using AI to:
✅ Generate compelling, tailored proposals in minutes (not hours).
✅ Turn data into engaging, visual stories that capture attention.
✅ Automate tedious tasks so they can focus on closing deals instead.

This isn’t the future—it’s happening right now.

Get your copy of my ebook here!

ACTION STEPS & COMMUNITY QUESTION

Try the Third-Degree Principle in your next conversation. Ask a question three levels deep and see what opens up.

👉 Have a favorite relationship-building move that always works for you? Hit reply and share—I might feature it next week!

P.S.
Next week, we’re diving into Presentation Mastery—and I’ll reveal a rare technique used by TED speakers to imprint your message in people’s minds like a movie scene. You won’t want to miss it.

Keep building your edge—one conversation at a time.

YOUR OPINION MATTERS!

If you have more feedback or just want to get in touch, respond to this email, and we’ll get back to you!

Thanks for reading!

Until next week!

Mary Beth