Small Business Today Magazine APR 2015 POSSIBLE MISSIONS | Page 32

EDITORIAL FEATURE

effective networking Questions
BY GAIL STOLZENBURG

N

etworking is the single most effective
strategy used in building your business.
So when you are at one of the networking
events, what do you say when you meet
someone for the first time?  Most people will tell
you to have a good ‘elevator pitch’.  Dale Carnegie’s advice was to spend 70 percent of the time
listening and the other 30 percent asking questions.   Show a genuine interest.   A great communication technique is a term called ‘focused
attention’.  First, make sure the person is willing
to talk with you.  If not, go on to the next person.
We have all heard the acronym FORM – family, occupation, recreation, and mission (or
money).  When we start asking those questions,
people sense you are following a script.   Consider asking these open ended questions, and
remember, the sweetest sound to someone
is their name so use it often and at least five
times.  Besides, it will help you remember it for
the next time you meet.
Everyone asks, “What do you do?”  Next, include their name and ask, “(Their name goes
here)”, “How did you get involved in your business?”, “How long have you been in that business?”, “What did you do before?”, “What do
you like best about what you do?”, “What is
your biggest challenge?”, and “Where else do
you network?”.
Those questions show that you have a sincere interest in their business and allow you to
ask more probing questiong like, “What advice
would you give to someone starting in your
business?”, “What is one thing you could do
today that would make a major difference in
your success?”, “What significant changes have
you seen in the industy?”,  “What trends do you
see coming?”, and “What is your unique selling
proposition?”.

30 SMALL BUSINESS TODAY MAGAZINE [ APRIL 2015 ]

if you have determined there are ways
you can help each other, set up a time
for coffee or lunch by asking,
“it sounds like we have a lot in common.
Then you can get more into their personal life
with, “What do you do when you have nonworking time?”, “Is you family involved with those activities?”, “Where did go to school?”, and “Have
you lived in Houston all y