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My 10 Favourite Business Networking Questions
Joe Gregory
Have you ever been unsure about what to SAY in a networking situation? If you have then you were right to be unsure because it would have been better to know what to ASK instead.
I remember, over a decade ago now, preparing to leave the office to attend my first networking event as a self-employed business owner. Cabal Group (Cabal as we were then) was little more than a couple of computers and some business cards at the time, and my experience up until this point had been gained sitting behind a desk (writing and designing things) not being out there talking about them. I was really worked up... I'd written down key points I wanted to get across and I was keen to make sure people knew what we did.
I told Debbie Jenkins [my business partner] about my trepidation and she simply said...
"The only thing YOU need to do is to ask them all about THEIR business and what THEY do?"
This seemed alien to me and so I questioned the logic, she continued...
"People, in general, like to hear the sound of their own voice. So if you listen well they'll trust you and if you ask the right questions, you'll uncover all the clues you'll need to decide if you have something to offer them or their contacts."
I've followed this advice since (refining a few things along the way) and have always been pleasantly surprised by the results. What's even more interesting is, that it requires less energy, waste and preparation doing it this way!
So if silence is a great conversation skill then what questions should you be asking to create the right situation for perfecting it? Below are some questions that I've found work well with a few reasons why...
1. WHAT DO YOU ENJOY MOST ABOUT YOUR JOB?
If you want people to be positive and switched on, then this one will help to keep them talking. You also generate good feelings and a positive response which can be associated memorably with you...
2. HOW DID YOU GET STARTED IN YOUR LINE OF WORK?
Most people love to tell their life story, especially when they are successful. I'm sure you want to make a positive impression on successful people right? What's more, if you're really listening, you'll be likely to learn a thing or two at the same time.
3. WHAT SEPARATES YOUR BUSINESS FROM THE COMPETITION?
Most people aren't naturally comfortable being seen as a bragger but strangely most of us love to brag! Give them permission and they'll love you for it!
4. WHAT'S CHANGED IN YOUR INDUSTRY OVER THE LAST FEW YEARS AND WHAT DO YOU SEE IN THE FUTURE?
Let the person you are talking to feel experienced and knowledgeable. After all, we all know more about something than the people we meet. You'll also be likely to gain an insight on their potential challenges from their observations and speculations too. This information comes in useful for the follow up.
5. WHAT DO YOU WANT TO ACHIEVE NEXT?
This one enables the other person to dream a little bit and it presupposes that you already see them as an achiever with goals. It also uncovers clues about how you could help them get there.
6. WHAT'S ONE OF THE FUNNIEST THINGS YOU'VE EXPERIENCED IN YOUR BUSINESS/LIFE?
A funny and memorable story! What else needs to be said? They'll think you're humorous and witty even though they did all the talking!
7. HOW WOULD YOU LIKE TO BE DESCRIBED BY THE PEOPLE YOU WORK WITH?
Here's another opportunity for them to compliment themselves, but more importantly it will uncover exactly what you should use when introducing them to people who they may be able to work with.
8. WHAT'S THE MOST SUCCESSFUL AND SATISFYING WAY YOU WIN BUSINESS?
Uncover a bit about their processes, this will help you to identify how you could help them and gives you positive references to come back to when you follow up later.
9. WHAT'S YOUR IDEAL TYPE OF CLIENT/CUSTOMER?
This will help you to pass leads their way and make referrals that they'll value. It also implicitly tells them that you'll look out for them, this encourages reciprocation in some cases, but at the very least shows them how you like to network.
10. WHAT DO YOU DO FOR FUN?
This one is my favourite. It gets people in a good frame of mind and opens up conversations beyond just business. It's a great way to find clues about common interests and also puts people at their ease.
Obviously, I'm not suggesting you just fire these questions off like an interrogation and just asking these questions alone won't really make much of a difference (and would be kind of shallow) if you don't actually care about the answers.
So, you need to approach this style of networking with a real commitment to listening and learning about the people you deal with. The follow up is where you begin to move the relationship towards something mutually beneficial, so what I've covered here is the first contact. And, who's to say that it shouldn't be you who starts the ball rolling by looking out for the people you meet and know?
Some other things to bear in mind...
Nobody likes being cross-examined. So be sure to 'disclose' information about yourself where appropriate. Get talking about, football, golf, holidays or kids or whatever makes you happy. Reveal a little bit about yourself first and you'll probably find some common ground emerges there too.
A big proportion of your communication is non-verbal and people will make judgements about you based largely upon your appearance. By focusing on the image that you want to project, you can influence the outcome of your communication. Consider the impact that you are having with the clothes you wear and deliver your questions with a genuine sense of curiosity.
Joe Gregory
May 2008 |
