With the ever-changing and ever-challenging business environment that exists today, we need to capitalize on every opportunity to make a contact and start building a relationship.  Relationships develop and build trust, you will then get the sale or client signed up as the relationship progresses because you are creating a safe and trusting, genuine environment for a need to be generated.  Networking is the perfect way to do this but it will only work if you work the network – meet, ask questions, follow up, be out there!

Why ask questions?  Questions help you learn about the other person, the one you just met.  Building a relationship is about asking questions and finding out the ‘story’ that lies within your new acquaintance.  If you read Mark Sanborn’s “Encore Effect”, you will see that story is powerful.  It helps us connect as people, build trust and develop that relationship that we are all looking to have.  You can hear the story of others and listen to how they have come to be who they are.  At the end, you may even be able to share how your story can influence their own.

Here are questions that you can use when networking to help learn to story of others:

1. How did you get into your business?  What made this the choice for you? (actually 1 question, 2 ways to phrase it!)
2. What made you join this networking group? This can lead to many more questions about the group activity, referral processes etc.
3. On which market are you focused this month?  This can lead to more questions about their niche, how they market, perhaps you have something in common here.
4. How do you describe your product or service?  This can lead to questions about competition and branding.
5. What methods do you find most successful in promoting your business?  This could lead to questions and discussion about different tactics.

Asking questions like this show genuine interest.  You have the opportunity to share and learn from each other.  You are investing time in this one individual instead of trying to be the one who collects the most business cards at the event.

Be advised, you do not need to ask every question, but choose 2 or 3 to have ready to go at all times.  This way you are prepared, you have information to use when you follow up the next day and you have details you can refer to as you continue to build your relationship.

Take your time when networking, it is not a race.  Do you preparation ahead of time and after the event is over, reflect on your process, what you accomplished and what you may want to do differently next time.  Write it down.  That way, you can review your notes before your next event.  Remember, it’s the story – their story, not yours that is important.