Networking Questions for the Tongue-Tied Soul

Going to networking events is tough. It's really awkward to walk into an association meeting, trade show or after-hours event when you don't know a soul who is there. Everyone else seems to be engaged in discussions with long-lost buddies and there you stand, desperately looking around for even one friendly face.

While some of you may blossom in situations like this, for many of us it's a real effort to be there. Perhaps torture would be a better word. But if your prospective customers are in attendance, being a wallflower just isn't going to do it. You have to face into your fears and initiate a conversation.

My friend Bob Burg, author of the bestselling book Endless Referrals, recommends these questions to establish great rapport with someone you've just met:

• How did you get your start in the ___ business?
  People like to be the movie of the week in someone else's mind. Let them share their story with you while you actively listen.
  
  
• What do you enjoy most about your professions?
  This question elicits a positive response and good feelings.

• What separates you and your company from the competition?
  This question gives them permission to brag about their business.
  

• What advice would you give someone just starting in this business?
  This question makes them feel superior and allows them to do some mentoring.
  
  
• What one thing would you do with your business if you knew that you could not fail?
  This question allows your friend to fantasize and they will be thankful that you cared enough to ask.
  
  
• What significant changes have you seen take place in your profession through the years?
  Asking people who are a little bit more mature in years can be perfect because it allows them to reminisce about the good old days.
  
  
• What do you see as the coming trends in the ___ business?
  This is a speculation question and positions them as an expert in their industry, which makes them feel important.
  
  
• What was the strangest or funniest incident you've experienced in your business?
  People love to share war stories, but don't usually get a chance to tell anyone about their experiences.

• What ways have you found to be the most effective for promoting your business?
  This question, again, elicits a positive reaction and also gives you an opportunity to see how they think.
  
  
• What one sentence would you like people to use in describing the way you do business?
  You are allowing them to give themselves a compliment. Who doesn't like compliments?

According to Bob, the one key question that sets you apart from everyone else is, "How can I know if someone I'm talking to would be a good prospect for you?" He says to ask it ONLY after you've been talking for awhile and established some rapport.

You'll never have enough time to ask all of them; two to three are more than enough to get a conversation going. Now you can say goodbye to your tongue-tied problem forever.

For more info on networking, check out Bob's website.

Comments

[Dan Markovitz]

The one question I always ask is, "How can I help you build your
business?" The response is invariably surprise, pleasure, and a
measure of respect.

[Matthew Cornell]

Thanks for the fabulous list of questions!

[Nick Rice]

All of these questions are great because it gets the other person talking. Too many people like to talk about themselves or their business. Listening is the most powerful tool in sales. Networking events are great, just don't expect a person to sign a huge contract over shrimp cocktail. It takes a few interactions to build up enough credibility to get the big business. Start small. Just meet a few people, follow up and build friendships. Sales will follow.

[Andrew]

Great set of questions. Lots of "YOUS" = Lots of good. The whole you-first-me-second attitude rocks. When you're passionate about serving the other person, you're being being the best salesperson you can be -- as cheesy as that may sound.

[Corissa Roberts]

I agree that getting the other individual to do the talking is key. People love to talk about their accomplishments and when you let them, they will inevitably appreciate and remember you. A few things to remember are to not interrupt them and try to act interested in their answers! I am just getting started in the marketing world and find many of your posts of great help and encouragement.