The Savvy Entrepreneur

So far we’ve examined:

1. why using questions is an effective method to connect, network and build lasting relationships, and
2. points to remember when asking questions.

Today I’ll share with you questions I use when meeting a key person for the first time (usually, but not exclusively, at an organized networking event).

The situation is: All present have given their 30-second introduction. During these group introductions, I’ll take note of people I specifically want to meet. Here are some questions you may hear me ask:

• “I was intrigued by your introduction. (I’ll sometimes add “You said you specialize in XYZ.“) Would you tell me a little more about what you do?” or “what your company does?” This is a great way to start off. It shows you were paying attention to their introduction and you’re interested in what they do (you’re not just approaching people randomly to hand out your card).
• “Who is a good referral for you?” This is a key question and shows your interest in their business. It helps to establish yourself as a resource and shows you’re not there to try to sell them anything.
• “What sort of people were you hoping to connect with today?” This is a key question for the same reasons as above. Pay close attention to the types of contacts that are important to their business. The point is for you to say, “I know exactly the person you’re looking for! May I arrange an introduction?“
• “Where have you found the best place to meet prospective clients?” “How do you find most of your clients?” Use this question if you’re speaking with a competitor or someone who shares your target market. You can also use this question to find new networking venues. This question is particularly useful for me, since I help small business owners get more clients. I can determine where their challenges are and, I’ll often offer a tip or resource.
• “Have you done business with anyone here?” Use this question if you’re new to the group, if you’re looking to expand your own connections within the group, to establish common ground (Have you done business with the same company? If so, as a client or service provider?), and to discover what their networking goals are.

You want to get just enough information to build on. Your goal is to lay the groundwork for future exchanges. It also gives you a feel for them as a person — Do your personalities mesh? Are they interested in building a relationship with you? What type of relationship would serve you both the best? How can you assist them further?

Finally, I’ll discuss with you the importance of building a list of questions to ask once you’ve connected with a key person.

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