Questioning at networking events to build relationships and get results
A woman walks into a crowded networking event that’s buzzing with energy. She looks around in amazement at all of the people engaging in conversation and wonders, what are they all talking about? After about five minutes of standing around and watching nervously, she decides to get involved in the action.
How does she comfortably get into the mix at this event? What questions should she ask people? How could she make a personal and meaningful impact on the people she speaks with?
While there are many options regarding the approach to overcoming networking issues, the focus of this article will be on building rapport through asking good questions. For the newer networker, this article may be enlightening, while for the more experienced, more of a refresher. Regardless, it is important to go back to the basics when you’re networking. We have developed a simple acronym to remember the best topics to discuss during networking events. It is always a good idea to pick up the B-I-L-L in developing new relationships.
B-I-L-L stands for business, interests, loved ones and life purpose. These are some of the best and most appropriate topics to begin a conversation at an event. After approaching someone and finding out his name, begin the conversation by asking questions about his business.
Here are some questions to ask and how his answers might help you in building a stronger relationship or uncover some opportunities to help him.
Business:
·“Tell me, what type of business are you in?”
o This is a good starter question anytime.
·“How did you get into this line of work?”
o Understanding one’s background is a great way to hear about a person’s history. Is your history similar? If so, build a natural affinity around it.
·“What do you enjoy most about your business?”
o Again, you’re searching for commonalities with your new made friend.
·“What are some of the issues a business like yours typically has?”
o This is one of the best questions to ask to uncover a possible problem that you might be able to address. As you may know, helping others is the cornerstone of effective networking.
Interests:
·“When you’re not busy building your business, what do you do for fun?”
o People just love to talk about their interests and hobbies. Whether it’s fishing or golf, it doesn’t matter. Let them talk about it and remember to ask some good follow up questions.
·“You look really healthy, what do you do to stay in shape?”
o Trying to uncover one’s source of fitness is a great way to build rapport. People who are in shape typically have some type of program or activity that they are really proud of and want to share. Complimenting your new friend isn’t a bad way to build rapport either.
·“Interesting background, where did you go to school?”
o U of I or Harvard? Share fraternity memories or discuss alumni stories. It’s always fun to talk about our alma mater or degree majors.
Loved Ones:
·“Are you from the area?”
o This is a good lead into family-oriented answers
·“I noticed you’re married, any children?”
o This can be a sensitive question, so be observant before asking. Is there a ring? What age is this person? Try to find the natural affinity here. For example, if he mentions that he has been married 25 years and you only for 2, you may want to ask for his secrets on how to keep a marriage strong for so many years.
o If there are children to talk about, have at it. This is one of the best ways to bond with someone new.
·“Where do your kids go to school?”
o College or kindergarten? Whatever educational level their kids are, it’s easy to find commonalties here.
Life Purpose:
· “When you’re not busy networking, what are you most passionate about?"
o Most people have something that they are truly passionate about. It may be their favorite charity, brilliant children or the Chicago Bulls. If you can get them talking about their one true passion, the relationship is building every second.
Networking and building rapport is a lot like peeling an onion. You must begin with the outer layers before getting to the middle. Asking some light questions and then digging a little deeper will allow you an insider’s look at your new associate’s life. Understanding people better and listening to their stories are two of the best ways to build new relationships. It’s no wonder that a person’s favorite word is their own name and favorite subject is themselves.