How much would you pay to get into a room with the right people in Japan? ¥10,000 or more? In a market where relationships still outrank resumes and cold emails often go unopened, attending curated networking events is less a luxury and more a necessary business function.

But why pay at all?

With countless free events on platforms like Lu.ma or Meetup, you might wonder why pay for access at all. 

Let’s think of networking like fishing: if you cast a wide net, you’ll catch many fish, but probably nothing rare or exceptional. But if you use bait targeting a specific species, you catch exactly what you want.

When entering Japan, many businesses start with broad, free meetups to build awareness. But once they know who they need, shift to more curated, targeted opportunities with a pricetag to meet key contacts.

Potential networks to explore

• Membership clubs (e.g., Tokyo American Club, Roppongi Hills Club)
• Niche business salons on Peatix or DMM Lounge
• Accelerators like Antler or JETRO program
• Business in Japan Network
• Your country’s Chamber of Commerce
• Mastermind groups and executive breakfasts

Leverage your network

According to LinkedIn’s State of Sales: APAC 2022 report, deals initiated through referrals or recommendations close at an average rate of 28%. Essentially, the people you know get you the deal. It’s important to make sure you’re putting your money into building a high-value network. Before attending, review the event guest list and identify mutual contacts. Reach out beforehand for introductions or name-drop them during conversations to warm up your approach.

The maths of networking

• Networking event fee: ¥30,000
• Travel (e.g., round-trip Shinkansen Osaka–Tokyo): ¥28,000
• Follow-up coffees/lunches: ¥2,000 per meeting

= Total estimated cost: ¥60,000

Potential Revenue*

• Average deal size: ¥3 million
• Current close rate (cold outreach): 10%
• Expected close rate in curated room with warm introductions: 25%
• The lift (25 % minus 10 %) is 15 percentage points.

So, if a typical deal is worth ¥3 million and you now have an extra 15 % chance of winning that deal, use the formula 0.15 × ¥3 million = ¥450,000.

From every lead you get from a curated, warm introduction, you stand to earn an extra ¥450,000 on average compared to cold leads.

If that happens, one new client or contract from the paid networking event can pay for the expenditures many times over. 

Maximizing your ROI

We’ve identified the potential value and ROI, so let’s talk about your pre-game. How you are going to get the most out of the experience? Firstly, research the people who will be in the room and practice your networking and pitching skills. Aim for three to five high-quality contacts and understand the Japanese business card etiquette. 

Remember that LinkedIn is second to Facebook when it comes to networking in Japan. So, if needed, prep an additional Facebook profile. Your new clients do not need to see your drunk university pictures. 

Paid networking in Japan isn’t just about bowing or shaking hands, it’s a game of numbers. Your investment in the right event can pay back triple fold. At the very least, it will open the door and start the conversations.

It’s about making long‑term, trust‑building investments in the right relationships. Ones that will last a long time and dramatically raise your odds of closing high‑value deals. When done right, the return on your investment can be game-changing.

Want more information about sales in Japan? Check out our new Youtube video. 

Need guidance for business cards in Japan? We’ve got you covered with our article: How to Make the Perfect Japanese Business Card 

*Note: The deal size (¥3 million) and close‑rate increase (10 % → 25 %) are illustrative examples, not industry averages. Swap in your own numbers, or verified benchmarks for your sector, to calculate a personalized ROI.