Which ones will you use?
Few people know just what to say in networking situations to keep a conversation going. So here are the ten best questions you can ask someone when you’re networking.
One of the most powerful ways to raise your visibility, enhance your profile and therefore build your reputation is by networking. Great networking is like a jigsaw. It’s not about one thing done really well to give you fantastic results. It’s about lots of small things compounded for confident, productive and effective networking.
One of those pieces – quote a big piece in fact – is around the questions you ask. I came up with this formula for turning relationships into profits some years ago:
Great Questions = Great Conversations = Great Relationships = Great Opportunities = Great Business!
Trouble is, most people tend to talk more than they listen, hog and hijack conversations so it’s all about them, and fail to really take an interest in those around them. Whether it’s through arrogance (there are one or two selfish people around) or ignorance (there are one or two people that simply don’t know how to have a proper networking conversation), you could be failing to make the impact you need to when you’re networking.
So would it help you to arm yourself with ten killer networking questions that will:
- Give you real insight into people?
- Allow you to control and direct a conversation?
- Ensure you’re talking to the right people in the right way?
- Increase the likelihood you’ll both benefit from the conversation?
- Make you more referrable?
- Make it easy for you to refer and connect them?
- Discover the kind of relationship you want with them?
As a result of years of teaching and writing about networking, plus all the conversations I’ve had with great networkers (like Ecademy founder Thomas Power), here are the ten best questions you can ask to guarantee you get maximum advantage from almost any networking conversation:
1. Have you come a long way?
Variation: Have you travelled far?
This simple, easy opener is a no-brainer to answer and puts people at ease instantly. It breaks ice and builds rapport. Plus, they know the answer. Try it and see how instantly you make a connection with people!
2. What brought you to this event?
Variation 1: How did you come to be here at _____?
Variation 2: So who invited you to this networking event?
This is a good early question and gives you some context and purpose for their presence. It might also throw up mutual acquaintances and a similar person who invited you. best of all, it’s a great question to put somebody at ease because it’s not too hard to answer!
3. How do you find this whole networking thing?
Variation: Do you do a lot of networking like this?
Another great early question to help you ascertain how comfortable they are, how much networking they do and whether they’re just like you!
4. Do you know many people here?
This gives you valuable insight into how well connected they are and who else they might introduce you to at that event. You also get lots of conversational starters by talking about the other people in the room. It’s likely too that you have mutual connectioins, building rapport between you both. Finally, it also gives you a valuable means of exit when you part to chat to someone they’ve pointed out and you’ve admitted you’d love to meet. You might even get an introduction!
5. What’s your particular area of expertise?
Variation: What’s your area of specialty?
Normally you’d ask the ‘what do you do?’ question. But this one is better! This cuts through the generality of their job title or position, and gets to the heart of what they are really good at as an individual. It reveals their expert knowledge and experience, and makes them feel good sharing it at the same time. The answer to this can also help you to refer them and even use their services.
6. What’s the biggest project you’re working on at the moment?
Variation: What’s the best thing you’re working on right now?
This hits hard at what’s hot, what’s now and what’s happening as you speak! It tells you what’s taking up room in their diary and space in their brain. It tells you what’s on their mind and where they might be hurting or challenged. It also gives them a chance to rave about the great stuff they’re doing.
7. How many people do you work with?
Sure, you want to know how big they are, what they’re turnover is and how much of a prospect they are. But you can’t ask that outright! Instead, this question gives you a feel for their working environment and the size of their business.
8. What kind of people could I introduce you to that would help you grow your business?
Variation1: How would I know if someone I come across would be a good introduction for you?
Variation 2: If I come across someone who needs what you do, how would I know if they were a good fit for you?
These are killer questions on a number of levels. First, they are challenging and they make people think. Even if people can’t answer them, they’ll be impressed that you’ve asked such an insightful and through-provoking question. Second, you’re offering to help. People like that. Even if you never refer or introduce from this moment on, they’ll remember you made the effort and asked the question!
9. How do you differentiate from your competition?
Variation 1: What do you do differently or better than your rivals?
Variation 2: Why might someone choose you over your competitors?
This brilliant question gets them to think about and articulate their value proposition. What’s their competitive edge? If they can come up with an answer, you can perhaps help them with referrals and introductions. If they can’t, they’ll remember you for asking such a tough question and hopefully want to make amends by helping you.
10. How do you feel about getting together next week for a coffee – it would be great to learn a bit more about your business and see if we can help each other?
Variation: Why don’t I give you a call next week to fix up a coffee? There could be a few ways we could work together, and it would help me to explore what you’re looking for as I might be able to introduce you to a few people.
What a great finish to your conversation! You’ve planted the flag in the top of the mountain by openly saying you like them, you’ve made a connection and you’d like to know them more. You’re asking permission to follow up. And how easy is it going to be to make that call – you’ve already positioned the cup of coffee. It’s just a question of setting a date. This is what you network for!
© Rob Brown 2009. All Rights Reserved. Rob Brown is one of the UK’s leading authorities on business networking and referrals. A franchise owner with global training organisation The Referral Institute, Rob is an inspirational conference speaker and author of over 40 publications, including Amazon best-seller How To Build Your Reputation. Go to www.rob-brown.com for your free 60 page copy of ‘The 13 Commandments of Turning Relationships Into Profits‘, or get in touch on (44) 115 846 21227 or [email protected] for details of his motivational presentations, business winning programmes and relationship-building resources.