and Get the Right Answers!

The best way to start a conversation, carry a conversation, or learn from a conversation is to ask questions.  Lots of them! You don’t want to come across like you’re conducting an interview, but you do want to appear interested.  Hopefully you are!

But what should you ask? Will you come across as nosy? Pushy? Or just naturally curious? If you are naturally interested, you will become naturally interesting. And those you meet will become interested about you too.

It makes a lot of sense to be prepared with questions you plan on asking others as you meet them and network. What are some questions would you ask?

How do you approach someone at a networking event?  How do you start a conversation?

The key to approaching someone at a networking event is knowing that your intention is to make a friend and learn something about them – their work, their goals, their interests. (Script 8-10 questions ahead of time with this in mind.)  If you’re genuine and ask good questions they may return the favor and ask similar questions about you.  That’s how it works.  If in doing so you can explore how you can help one another (referrals, intros to centers of influence, important information) that’s a good thing.  If you can build a relationship with them over time while continuing to explore helping one another, that’s a great thing.

Networking is much more than shaking hands and giving out business cards.  Networking or referral based marketing (often called word of mouth) is a strategy that should be used on a regular basis to build quality relationships and enable you to give and receive trusted information.  Over time, business contacts, leads, and referrals may result.

You may have found out the hard way that there is no magic pill.  I did! And there are very few college level (or adult education) courses on networking available.  Do you remember it being offered as an elective in your college? Or as part of your MBA program? How about as part of your sales training? I think it should be offered in college to help students land internships and jobs — but it isn’t.  In fact, as an adjunct instructor (award winning mind you) at Rutgers University, I incorporate networking as part of my public speaking curriculum.  Funny how it’s the one aspect of the class that’s repeatedly mentioned on the end of the term evaluations.

The best way to get better at networking (or any skill for that matter) is practice.  Practicing the  “how to’s”. Reading about networking isn’t networking, only networking is networking! Talking about networking isn’t networking…you get the point.  The same goes for golf, tennis, martial arts, public speaking, or any skill you’re looking to improve.  Practice, baby!

I think you mean qualified “prospects” not “clients”.  Unfortunately, there’s not one magical place where they’re all hanging out waiting to meet and give us business.  Imagine if there was?  This comes down to your target market and ideal client.  So who are your ideal prospects?  Where do they hang out?  The more specific your target market and ideal prospect, the easier it is to find them.  So if you like working with construction companies, you might want to get involved in a professional association in the construction industry like the Construction Specifications Institute (CSI).  Get involved and follow the advice in the question above and you may find that magical place!