I grew my business to 7 figures after leaving Meta and Google. Here’s the coffee chat formula that helped.

Getty Images; Chelsea Jia Feng/BI

Andrew Yeung, a former Google and Meta lead, goes on coffee chats three to five times a week.This free strategy has helped him 100x his network and grow a 7-figure business.He writes that effective coffee chats involve preparation, clear goals, and thoughtful follow-ups.

Successful networking doesn’t just mean sending LinkedIn messages, attending conferences, and handing out business cards. You have to build 1:1 relationships too.

I spent a few years as a product lead at Google and a business operations lead at Meta before leaving to build a 7-figure business and invest in over 20 early-stage companies.

There’s one tool I’ve relied on in the past decade to 100x my network. It’s a tool that all successful professionals and entrepreneurs across every industry have used. It’s simple, widely accessible, and free — yet the majority of people don’t take advantage of it. Enter: The coffee chat.

Most of my business partnerships, clients, and — dare I say — friendships started with a coffee chat.

I’ve incorporated the regular coffee chat habit into my routine three to five times a week for the past seven years. It’s the single leverage point that has helped me build my career, and now I’m sharing my formula so others can do the same.

1. Start with the end in mind

Before heading into a conversation with someone, I always ask myself: “What is my goal outcome?”. Is it to learn about a specific topic, get feedback on an existing idea, or pitch them on a new venture?

Once I have clarity, I use my goal outcome to shape three discussion topics or broad questions for the conversation. For example, I recently had coffee with a prominent entrepreneur. I went in with the following goals:

Learn about his background and founding journey.Understand his perspective on the current investment landscape for social products.Ask him to speak at my upcoming conference.

Three is the sweet spot because it’s easy enough to remember but not overly structured to the point where the conversation becomes rehearsed and inorganic.

2. Do your homework

Spend at least an hour researching the person who you plan to have coffee with. If they’re more private, a simple Google search and LinkedIn feed review will do. If they’re more public (e.g. a prominent author), opt to listen to old podcasts that they’ve spoken in, watch their YouTube videos, and review their website to get a sense of who they are and what they’re working on.

Come up with a few specific questions that you believe nobody has asked in the past.

3. Modify your ask accordingly

In my experience, it’s easiest to get someone to agree to a 15-to 20-minute phone call, followed by a Zoom meeting (usually 30 minutes) before in-person coffee.

The more prominent or high-profile the person you want to meet is, the harder it will be to meet with them in person.

Modify your ask based on your potential relationship with the person. You might only get a 15-minute phone call with the CTO of a billion-dollar company versus a bike ride with your new colleague at the company.

4. Listen to learn, not to respond

Come prepared to learn, but don’t over-program your coffee chat. Avoid putting the other person in the hot seat by barraging them with questions about their past. Instead, keep it organic and start with broad, open-ended questions that allow the conversation to flow.

While you should have an agenda in mind, let their answers to previous questions steer the conversation naturally. Don’t make it seem like an awkward job interview.

5. Save your ask for later unless it adds value

If you have an ask (e.g. looking for a job referral, selling your service, asking for investment), save it for after your conversation unless it comes up naturally or if it was the intention of your original conversation.

Adding in an ask sneakily might throw them off and derail the conversation. They might think you’re just schmoozing them.

Feel free to ask: “How can I help?” but only if you mean it. This gives you an opportunity to be helpful and follow up with something valuable. In building relationships, I follow the rule of: Give, Give, Give, Ask. Give thrice before you ask once.

6. Bring a gift

Gift-giving, when done right, can be a powerful way to build new relationships.

I don’t mean bringing flowers (yikes) or buying them a new Rolex, but instead, a metaphorical gift that has business value. Research the person you want to meet and bring them new ideas to solve their problem.

I recently had coffee with an exited entrepreneur who sold his company for nine figures and was building a new startup in a different space I was familiar with. I prepared five ideas that I believed could improve his branding and product strategy, and he was elated. The next day, he offered to fly me to another city to have dinner with him and the team.

7. Follow-up

In most cases, the follow-up is where the action happens. Take notes during the conversation with a pen and paper (in some environments, using a phone or laptop might come across as rude). Follow up within 48 hours of meeting them with a thank-you note and a summary of the next steps. They’ll appreciate your punctuality and organization.

From the last hundred coffee chats I’ve had, less than five people have done this. Doing this automatically puts you in the 95th percentile of people I’ve met with.

Put it into action

Remember, a coffee chat is often just the start of your relationship. Though it’s limited to what you can accomplish in 30 to 60 minutes, it can open the door for more opportunities and conversations down the road.

Try this:

Create a list of 10 interesting people you want to meet this month.Reach out to them with a template.Aim to meet three of them — and use this formula.

Finally, if you’re fortunate enough to be in a position where a lot of people are asking for your time, consider giving back. Twenty minutes of your time could inspire someone to make a positive, life-changing decision that would’ve never otherwise happened.

Andrew Yeung is a former Meta and Google employee who now throws tech parties through Andrew’s Mixers, runs a tech events company at Fibe, and invests at Next Wave NYC.