How to start a networking conversation

September 17, 2007 by
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Networking is meeting people, finding out what you can do for them (while looking for ways they can help you), and taking the first steps toward establishing a mutually beneficial relationship.

How do you start a conversation with a stranger? And what do you do after you’ve started? The best way to start a conversation with someone you don’t know is to either

  • Pay them a compliment, or
  • Ask them a question.

You can compliment their clothing, something you overheard them say, or something you have learned about them from someone else.

You can ask them questions about what time a certain speaker comes on, directions to the restroom, or if they are having a good time.

In other words, just about anything will do.

Once you are talking, your objective is to find out as much as possible about (a) what they want (their goals, objectives) and (b) what they want to avoid or prevent (their problems). (Your objective is NOT to tell them about yourself; that comes later).

You learn this information by asking questions.

Remember the acronym, "F.O.R.M." It stands for "Family," "Occupation," "Recreation," and "Motivation." These are key areas in everyone’s life.

Look for areas where you can provide solutions, information, and advice, make introductions, give referrals, and otherwise help them solve their problems and achieve their goals. This is the first (and best) step you can take toward building a long-term relationship.

You also want to learn

  • What they do and for whom they do it
  • Who they know
  • What groups they belong to
  • What publications they read
  • What marketing they do

Eventually, you’ll be able to use this information to gain access to other people and opportunities.

In a networking opportunity, everyone has value. They may not be the one who ultimately hires you or gives you referrals, but they can lead you to people who do. They can provide you with information you can use to your benefit. They can open doors and point you in the right direction.

Don’t pre-judge anyone. Start a conversation, learn as much as you can and see where it takes you.

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Filed Under: Networking Tagged With: , , ,

How to build your prospect list: just ask three questions

August 31, 2007 by
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This Labor Day weekend, many will attend parties and meet new people. Social (or business) gatherings are an opportunity to expand your network of contacts, all of whom could be potential clients or referral sources.

If you have something planned this Labor Day weekend, before you go, I know you’ll check your wallet or purse, making sure you have plenty of business cards on hand. But if you’re like most people, the opportunity to connect with new people will come and go. You will neither pass out cards nor collect any.

You’ll meet people and politely discuss sports or the weather or how tasty the hamburgers are, but you won’t get their contact information and they won’t get yours.

But you don’t have to squander this opportunity. All you have to do is ask three simple questions:

First, introduce yourself and ask for their name. "I’m David, what’s your name."

Easy enough. Now you know their name and they know yours. Use their name a few times so you don’t forget it three seconds later, as we so often do.

Second, ask them what they do. 

You can first ask how they know the host or how they are otherwise connected with the event, but then ask them what they do for a living.

"So, what do you do?"

Also easy.

Ask a follow up question or two and let them tell you all about what they do. When they are done, most people will ask you what YOU do. On the rare occasion when they don’t, just go on to the third question.

Third, ask for their card. "Do you have a card?"

When they give you their card, give them yours.

Voila, instant contact.

If they don’t have a card with them (and many won’t, especially at a social function), give them one of yours and ask them to write their information on the back.

"Write your contact information here." At least get their email address or web site.

It will help if you offer them a reason you are asking. If appropriate, tell them you might run into someone who could use their products or services. Or, simply tell them you would like to stay in touch.

Any reason will do.

Your objective at any social or business function is not to pass out your card (although that’s good, too), it is to find out something about the people you meet and capture their contact information so you can stay in touch with them.

To accomplish that, all you need to do is ask three simple questions.

Have a great weekend!

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Filed Under: Business cards, List building, Networking Tagged With: , , , , , ,
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