Effective networkers build credibility by helping others. Here’s how it starts.
At a recent seminar at the Institute of Directors for the company directors’ network I presented networking tips and my theory about networking strategy. A poll conducted before the event helped research the main concerns of business owners and professionals when they wanted to network effectively. The results of the poll were intriguing especially when you select different ways to filter them. Take a look here – you have to vote before you can see the results. If you can’t wait read on.
The most popular question in the poll was “How do I effectively work a room?” followed by “How do I network in social settings?”
In this article I’ll highlight 5 questions that you can ask comfortably in any setting. You’ll be pleased to know the 5 simple and friendly “open” questions actually help you help others. If you network with that intention you will get the opportunity to help yourself. I’ve kept the questions dead simple so you can add your own personal style.
- Obvious I know yet a simple “Hi, what is your name?” is a lot friendlier than leaning forward, craning your neck and trying to read a name from a badge. Apart from the fact it’s not a good look it also helps you pronounce their name right if you get the chance to introduce them to someone else. That will help you develop rapport.
- “What is it that you do?” This helps you open a conversation and if you don’t fully understand the answer, help them out by explaining that you would like to know more. If they’re not making themselves clear, they may thank you for letting them know that.
- “How do you do that?” I love this question. It’s a really great way to change the conversation from being standard networking information gathering into something more sociable. Hopefully, this will allow the person you’ve just met to think about their answer rather than answering blithely. You should now have their attention.
- “Why are you here?” Not everyone that goes networking is trying to generate leads. Some are looking for opportunities to develop specific aspects of themselves or their business, others are looking for a new position, charities network to find donors or sponsors. Education establishments sometimes look for expertise or speakers. The list is endless so never assume.
- “Who would you like to be introduced to?” Overall, you’re trying to BE NICE and if you find ways of helping others I promise you they will try and find ways to help you. Making useful introductions is one of the most powerful tools of the effective networker. Helping two people at once enables you to quickly move through the gears of visibility and credibility, then swiftly into profitability.
Don’t get too mechanical with these questions. Add your own flavour and make them yours!
If you can’t find a way to help just say so, a polite way to do this is detailed in the next paragraph. If you’re concerned you may be missing opportunities to help or find the people you need to meet, our workshops may be of benefit.
One of the Managing Directors that attended the seminar told me he wanted to know how to deal with a particularly rude 20 min sales pitch. My advice is to offer them your hand and say something like, “It’s been lovely to meet you, thanks for the information, now we should probably meet some new people – after all we are networking.” But don’t wait 20 minutes – you are there to make connections and you can’t do that if you’re trapped with one person. Yet there’s no need to be offensive. Be friendly, even if they weren’t. They may have been nervous or a first timer.
An unanswered question in networking is “If everyone is selling how do I get what I need?”. This is often a question I’m asked in confidence – which is why it’s probably unanswered. The solution is to limit yourself to 5 minutes with each new person unless there’s a win/win situation. All of our business networking tips are designed to help you help others. Yet if you can’t help them using the tips in our previous articles it’s time to move on.
This question opens up a can of worms about the reasons why people feel the need to sell at events and why it is dangerous. Next week we will discover when working a room or networking in social settings will be detrimental to you and the business you represent. The week after I’ll explain why some people feel the need to sell to everyone they meet which is always a concern for me when people tell me they want to work a room. I’m always worried that “work” may actually mean “sell to”.
Wrap up; Ask open questions when you meet new people – at least try variations of those detailed above. Help others first, help yourself by making sure you know the answers if you are asked questions like these. Take notes to ensure an effective start to the all important follow up. With practice you can do this in 5 minutes and meet 12 new people every hour. If you can’t help them say so. If you can you should follow up EFFECTIVELY.
Top Tip: When you’re trying to find ways to help others, add a specific into a question. E.g. “How can I help you get what you came to this event for?” or “would you like to know more about events like this?” When you’re comfortable you can create your own variations – the more creative you are the less you have to persuade people that you are different.
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