🔟 Ten Questions To Ask To Get The Most Of Your Networking Opportunities 👍
Nearly every person we encounter is a networking opportunity! You never know who is in their sphere of influence that you may know or know you. The following are questions that are those used by the networking expert, Bob Burg. They are designed to not only help build rapport with your networking prospect but also make them feel good and they will enjoy answering.
“All things being equal, people will do business with, and refer business to
those people they know, like and trust.” ~ Bob Burg ~
Remember these questions are designed to build rapport. You won’t have time to ask more than 2-3 of them in any one conversation. Asking more than that will seem like an interrogation.
- How did you get your start in the _____ business?”
People like to talk about themselves. This is a question that elicits a good positive feeling. Let them share their story while you actively listen.
- What do you enjoy most about your profession?
This question will also bring about a good positive feeling and it should get the positive response you are seeking.
- What separates you and your company from the competition?
We are told not to brag about our accomplishments. You are now giving permission for them to let it all out.
- What advice would you give someone just starting in the _____ business?
This is the mentor question. Don’t we all feel that our answer matters? Give you networking prospect a chance to feel like a mentor by asking this question.
- What one thing would you do with your business if you knew you could not fail?
This is the fantasize question. Your prospect will appreciate the fact you cared enough to ask. And notice they will take a few moments to really think about this before answering.
- What significant changes have you seen take place in your profession through the years?
This is a good question to ask of someone older than you in years. They’ve gone through technology changes such as fax to internet etc. Especially coming from a time when service really seemed to matter.
- What do you see as the coming trends in the widget business?
This is the speculator question. You will make them feel good about themselves when asking this question. It also give this person a chance to speculate and share their knowledge with you – to be the expert.
- Describe the strangest or funniest incident you’ve experienced in your business?
This gives someone the opportunity to share their “in the trenches story”. We all have a story to share when we began in business. Something that may have been embarrassing and not funny then, but is now.
- What ways have you found to be the most effective for promoting your business?
Do not ask this of someone in the advertising business. It’s a probing question and will be perceived as such. It’s a good question however to find out about how your prospect thinks.
- What one sentence would you like people to use in describing the way you do business?
They will always stop and think before answering this. You are asking a question that quite possibly has not been asked by even the people most closet to them.
The One “Key” Question That Will Set You Apart From Everyone Else…
How can I know if someone I’m speaking to is a good prospect for you?
This question is key in the process of getting this person to feel they know you, likes you and trusts you. It must be asked with sincerity and only after some rapport has been made. You are probably the only person they have met who has asked this question and probably the only one who has asked it during a first conversation together.
Relationships are an essential part of sales. Using these questions will start the process of making long lasting friendships that will dramatically affect your bottom line as well as theirs.