Lesson 2 - Mastery in Networking Conversations

A wise man once said, that if you don't have anything to say, then it is better to say nothing.

A wiser man once said, that if you don't have anything good to say, then it is better to shut it than say something that might cause offense or hurt to another person.

Well, the networking expert says that, if you are in business, then you better get good at mastering networking conversations.

Today, we will examine some simple networking questions which you can engage when speaking to someone you have just met, either in a networking environment, or even if you were introduced by a common friend.

These are all open ended questions, which means that these questions require the other person to provide responses that are beyond a 'yes', 'no', 'maybe.' He will need to answer them in some detail.

Then you can learn more about the person.

Here are some basic ones:

• How did you get started in the ........ business?
• What do you enjoy most about your profession/line of work/business?
• What separates you from your competitors? What is the most basic element in your business that separates you from your competitor?
• What are the new trends in your industry in the next 2 years?
• What has been an effective method in promoting your business?
• What one thing would you do with your business if you knew that you could not fail?

Well there you have it.

Gain complete mastery in networking question. Use it like a pro.

A word of advise: a good networker has two ears and one mouth, so it is essential to listen with eye contact when the other person is speaking.

Lesson 1: It's all about the other person

We will begin our first lesson in this series by understanding clearer, what is the objective of networking.

There are many objectives in networking, and here I have listed some fundamental objectives:

1. To get to know the other person for the purpose of connecting the person to achievement of his goals.
2. To increase your contact base for the purpose of connecting other people within your current network.

There are many objectives to networking, in fact the list can be limitless. Books in the subject of networking will also help you to list various objectives.

All of the objectives are correct. You can also add your own objectives as well, and they are all correct as well.

Where I am coming from is that from the very beginning, let's have our mind clear that: whatever the objectives are, for a start, it's always about the other person.

Let's start with the exchange of business cards.

In every networking meeting I attend, lots of business cards are exchanged. Well and good.

I only take an exception when the business cards are exchanged for the sake of exchanging them.

Always, I explain to all my colleagues that when exchanging business cards, spend a few moments to ask about the other person's business. Engage in some conversation, such as: When did you start your business? Are you the sole-owner? What are your solutions offered? Who is a target client for you? How would I know if someone I am speaking to later today could be a prospect for you?

Engage in conversations. Listen, listen and listen. Engage and ask powerful questions. The ability to have networking conversations is essential. And that will be one of the emphasis I will be focusing on.

Then exchange cards. I also recommend that when giving out your own card, it is polite to ask: 'May I give you my card?' The answer will always be yes! And this is important.

Because the other person wanted your card and consented to you giving one to her, then likely, she will appreciate the connection made.

If there's an opportunity to conduct some business together, then ask for consent to follow-up.

So, let's sum up the first base: It's always about the other person.

Watch this space...

Lots of networking tips and insights for effective results!