Convert Your Network Into Networth

We often hear the phrase “Naam mein kya rakha hai?” (What’s in a name?). But in networking, the answer is: everything. A name is not just a word; it’s a bridge that connects us to others and signals respect. Whether you’re chatting with a chaiwala at a roadside tapri or addressing a CEO in a high-stakes boardroom, remembering and using someone’s name is a small act with outsized impact. Names are gateways to connection. They hold immense significance, representing identity, history, and belonging. In networking, names are powerful tools that unlock trust, create rapport, and leave lasting impressions.

The Neuroscience of Names

For professionals, this insight is a game-changer. Using someone’s name doesn’t just capture their attention - it conveys attentiveness and respect. It makes interactions more personal and leaves a lasting impression.

Psychologists call it the “cocktail party effect”, the way our brains perk up when we hear our name, even in a crowded, noisy room. This phenomenon occurs because hearing your name activates the brain’s superior temporal cortex, creating an almost involuntary reaction. Neuroscience reveals that names are deeply personal; they trigger self-referential thinking, making people feel recognised and valued. I’ve seen this in action countless times. At conferences, addressing attendees by name makes conversations memorable. At events, recalling a client’s name years later surprises them in the best way possible, showing that they’re more than just a transaction. Recognising names creates familiarity, which builds trust. And trust is one of the most valuable currencies in networking.

Titles, Names, and the Power of Address

Names gain even greater importance when paired with titles. Early in my career, I hosted a formal dinner for the Prime Minister of Nepal. As I referred to him as “Honourable Prime Minister,” a member of his staff quietly corrected me: the appropriate title was “Right Honourable Prime Minister.” That simple adjustment underscored how much weight titles carry, especially in formal and cultural settings.

Titles signify respect, authority, and recognition of achievements. Misusing or omitting them, whether deliberately or by accident, can create friction or even disrespect. In the military, for example, calling a Brigadier a Colonel overlooks years of service and accomplishment. Similarly, in daily interactions, observing and using someone’s name, whether it’s a colleague, a server at a restaurant, or a security guard, elevates the exchange. Addressing a server by name or thanking a sweeper by acknowledging their name tag reflects thoughtfulness and leaves a positive impression.

These small gestures, whether addressing someone formally or informally, demonstrate that you see and value them as individuals.

Remembering Names: The Science and Strategies

It’s easy to forget names because names are abstract; they lack the sensory anchors our brains need to recall them easily. This is known as the “Baker/baker paradox.”