Ten essential questions to ask when networking leading to maximum results!Calgary Entrepreneur Meetup GroupPresented by: Stuart R. CrawfordBulletproof InfoTech

Before we start - ExerciseFind some one in the room you don’t knowIntroduce yourselfExchange cardsAfter a minute sit downWhat did you noticeWhat did you enjoyWho was the other person you met

If you are networking correctly, the other person will never notice you are networking!

Why these questions?Networking is never about youNetworking is always about the other personQuestions are the successful networkers most valuable ammunitionThe person who asks questions controls the conversationGreat salespeople never push, they LEAD!

All things being equalPeople will do business with those they:KnowLikeTrust

Know

Like

Trust

Where and when do you network?You network everywhere Lunch clubsLineup at the grocery storeSchool outingsCity transitOpportunities present themselves constantly. Are you ready to receive them?

Lunch clubs

Lineup at the grocery store

School outings

City transit

How to network effectively?Simply introduce yourselfNon aggressive handshakeSay your name “only”Ask the other person “What they do for a living”?If asked what you do, say it briefly and immediately go back to questionsThis is EXTREMELY IMPORTANTInvest 99.9% of the conversation on the other personDo not talk about yourself and your business

Avoid Firehosing!!!If the person says“I could use your services during the introduction”Stop!!!!Remember “Know You, Like You, Trust You”Go back to learning more about the other person

Get them talkingOpen Ended QuestionsAvoid questions that have Yes or No answersStretchBob Burg’s 10 Feel Good QuestionsNot probingNot sales relatedFriendly and fun to answerUse as needed

Question 1How did you get started in the “widget” business?People like to be the movie of the weekLet them share their storyPay close attention

Question 2What do you enjoy most about your profession?Elicits a good, positive feelingThe person you are talking to is now on a roll

Question 3What separates you and your company from the competition?This is the permission to brag questionLet it all hang out

Question 4 What advice would you give to someone just starting out in the “widget” business?This is the mentoring questionAllow the other person to feel like a mentor

Question 5What one thing would you do in your business if you could not fail?Allow the other person to fantasizeThey will care enough that you askedIt may take some time for them to answer, allow this to happen

Allow the other person to fantasize

They will care enough that you asked

It may take some time for them to answer, allow this to happen

Question 6What significant changes have you seen take place in your profession through the years?Ideal for people with experienceAllows them to reflect on their business life

Ideal for people with experience

Allows them to reflect on their business life

Question 7What do you see as coming trends in the “widget” business?This is the speculator questionAllows the other person to be the expertDo you ever notice that those who speculate on TV, radio or Internet are usually important, hot shot types….Allow the other person to be the expert and hot shot in your eyes

This is the speculator question

Allows the other person to be the expert

Do you ever notice that those who speculate on TV, radio or Internet are usually important, hot shot types….

Allow the other person to be the expert and hot shot in your eyes

Question 8Describe the strangest or funniest incident you’ve experienced in your business?This allows the other person to tell their “war stories”Normally they never have the opportunity to share these…now you are their captive audience

This allows the other person to tell their “war stories”

Normally they never have the opportunity to share these…now you are their captive audience

Question 9What ways have you found to be the most effective for promoting your business?Highlights the positive in the other persons mindHighlights the way they thinkDon’t use this question with advertisers or marketing professionals, comes across as probing.

Highlights the positive in the other persons mind

Highlights the way they think

Don’t use this question with advertisers or marketing professionals, comes across as probing.

Question 10What one sentence would you like others to use in describing the way you do business?The ultimate complimentNo one ever asks this oneYou are one step closer to “like”

The ultimate compliment

No one ever asks this one

You are one step closer to “like”

It’s not what you ask. It’s how you ask!You will only normally have time to ask two or three of these questionsDon’t interrogate the other person, ask in a caring and concerned mannerUse “extender” questionsReally or tell me moreUse the “echo” techniqueRepeat back the last few wordsExample “we needed to expand” – you “needed to expand”

The Question!!!!That separates the Pros from the Amateurs.Just by asking, you immediately separate you from the right of the packThose who are not here tonightYou are more concerned about their welfare and their successDon’t ask this question to earlyARE YOU READY!

Here it is…How can I know if someone I am speaking to is a good prospect for you?

Why these questionsNo one likes the person who just hands out business cardsNo one cares about yours polished sales pitchWhen you ask these questions you:Give the feeling that their success mattersPeople want to be around youMakes you more attractiveYour Goal is to allow the other person to know you, like you and then trust you!

The law of compensationIn a free-enterprise based economy, the amount of money you make is directly proportional to the number of people you serve.Your Goal – Tap into the other persons 250 person “circle of trust”. Networking is never about selling to the other person!

Recap…People do business with others that they? ______, ______ and ______.Networking is _____ about you and _____ about the other person.The pro question, ________________.

Essential ReadingBob BurgJohn David MannThe Go-GiverBob BurgEndless ReferralsAvailable now online at www.stuartcrawford.com

Thank YouStuart R. CrawfordBulletproof InfoTech403.206.2233stuart.crawford@bulletproofIT.caWeb: http://www.bulletproofIT.caBlog: http://www.stuartcrawford.com