Killer
Networking Questions
by David
C. Miller
You’re at a networking function such as a
business card exchange or an expo. What is your strategy to
maximize the effectiveness of the even for your business?
Specifically, when you approach a person to speak to, what should you
say? The key mistake people make is to present their elevator
pitch to as many people as possible. While there may be a time
and a place for this, the most successful networkers focus all their
attention on the person they are talking to. If you know nothing
else about networking, know this: you must give first to get later.
Go to the networking event seeking to help others and the rewards will
flow back to you.
How do you do this? Here are five
killer networking questions that will turn your business to gold.
After introduce yourself (just your name) and get the other person’s
name, weave these five questions into your conversation:
- “What do you do?”
This question is totally appropriate and expected and you
really want to know this anyway. This person could turn out to be
one of two very important people to you: either a future client or a
future referral source (studies have shown the every individual knows
at least 200 people). You will probably then be asked what you
do. Let them know, but keep it short (focused on the benefits you
offer) and low-key for now. You are going to now ask questions
about themselves and what they do. That’s what they are most
interested in anyway – not what you do.
- “How did you get started in your business?”
This question elicits a person for their story. People
love to talk about themselves and their story - it makes them feel good
when you are interested in them. This question is probably rarely asked
of them so they will be enthusiastic about answering it.
- “What do you enjoy most about what you do?”
This is a very positive question and will result in positive
feelings as they answer it. They will associate these positive
feelings with you. Unlike sales, where you are trying to identify
the “pain” the prospect has, you want to do the opposite in
networking. You want them to feel good about themselves and what
they do while they are talking with you.
Then you want to ask this key killer question:
- “How can I know someone I’m talking to
would be a good prospect for you?”
By asking this question you are doing a couple of
things. First, you are distinguishing yourself from most people
at the function who are asking (either explicitly or implicitly), “Can
you help me?” and handing each person ten of their business
cards. Instead, you are making a powerful statement: “I want to
invest in you and your business. I want to know how I can help
you.”
Second, you are asking for this person for specific
guidance on how to bring them new business. This will make an
enormous impression!
- “Can I have your card?”
It is more important for you to have this person’s card than
for him or her to have yours. If they ask you for your card, then
give it to them. Most cards you hand out will end up in “no man’s
land.” With their card, you have a way to maintain contact and
follow up. In fact, send them a note the next day reinforcing your
desire to refer business to them.
There is plenty to know about effective networking.
Asking these five simple questions and coming from the place of helping
rather than selling will put you miles ahead of the networking pack.
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Adapted from and interview conducted by Robert Middleton of
Action Plan Marketing with Bob Burg of Burg Communications.