Does it surprise you that even seasoned individuals go to networking events focusing on volume in meeting as many people as they can? Is this what you are doing? Most people do this with an idea that they will eventually run into the right people to get sales or referrals. Those who practice this way long enough, however, finally understand that this is not an especially effective mindset.

Networking is not the same as selling. Networking isn’t just a numbers game — although numbers do have a role in this process. The best mindset when approaching networking is to create real value for the people you are looking to network with. Making this paradigm flip will help you to connect to the perspective of other people who are also networking. If you can become a significant person to another individual because you offer a value and have generated goodwill, the odds improve considerably that this person will now feel a need to reciprocate due in part to the natural connectivity wired into human nature.

To bolster both the quality and quantity of your referrals, ask yourself these four questions:

1. How much value have I brought to my network?

To truly add value to your network, you need to continue to stay involved. Send informational articles or refer trusted advisors to your contacts on a regular basis. By doing so, you stay in the game rather than on the bleachers.

2. How easy have I made it for others to reciprocate to me?

If you are not easy to reach, your efforts can come to a halt. For example, including your telephone number on your LinkedIn profile page, providing people with brief introduction copy they can use when they have a referral for you and using a Refer.com card are all ways in which you can keep your name and purpose top of mind.