Calgary Entrepreneur Meetup
Group
Presented by:
Stuart R. Crawford
Bulletproof InfoTech
Ten essential questions to
ask whe...
• Find some one in the room you don’t
know
• Introduce yourself
• Exchange cards
• After a minute sit down
• What did you ...
• Networking is never about you
• Networking is always about the other
person
• Questions are the successful networkers
mo...
• People will do business with those they:
Know
Like
Trust
• You network everywhere
Lunch clubs
Lineup at the grocery store
School outings
City transit
• Opportunities present t...
• Simply introduce yourself
– Non aggressive handshake
– Say your name “only”
– Ask the other person “What they do for a
l...
• If the person says
– “I could use your services during the introduction”
• Stop!!!!
– Remember “Know You, Like You, Trus...
• Open Ended Questions
• Avoid questions that have Yes or No
answers
• Stretch
• Bob Burg’s 10 Feel Good Questions
– Not p...
• How did you get started in the “widget”
business?
– People like to be the movie of the week
– Let them share their story...
• What do you enjoy most about your
profession?
– Elicits a good, positive feeling
– The person you are talking to is now ...
• What separates you and your company
from the competition?
– This is the permission to brag question
– Let it all hang out
• What advice would you give to someone
just starting out in the “widget” business?
– This is the mentoring question
– All...
• What one thing would you do
in your business if you could
not fail?
Allow the other person to
fantasize
They will care...
What significant changes have
you seen take place in your
profession through the years?
Ideal for people with experience
...
• What do you see as coming trends in the
“widget” business?
This is the speculator question
Allows the other person to ...
• Describe the strangest or funniest
incident you’ve experienced in your
business?
o This allows the other person to tell ...
• What ways have you found to be the
most effective for promoting your
business?
 Highlights the positive in the other pe...
• What one sentence would you like others
to use in describing the way you do
business?
The ultimate compliment
No one e...
• You will only normally have time to ask two or
three of these questions
• Don’t interrogate the other person, ask in a
c...
• That separates the Pros from the
Amateurs.
– Just by asking, you immediately separate
you from the right of the pack
– T...
How can I know if
someone I am
speaking to is a
good prospect for
you?
• No one likes the person who just hands
out business cards
• No one cares about yours polished sales
pitch
• When you ask...
In a free-enterprise based economy, the
amount of money you make is directly
proportional to the number of people
you serv...
1. People do business with others that
they? ______, ______ and ______.
2. Networking is _____ about you and
_____ about t...
Bob Burg
John David Mann
The Go-Giver
Bob Burg
Endless Referrals
Available now online at www.stuartcrawford.com
Stuart R. Crawford
Bulletproof InfoTech
403.206.2233
stuart.crawford@bulletproofIT.ca
Web: http://www.bulletproofIT.ca
Blo...
10 Essential Questions For Networking
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10 Essential Questions For Networking

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Stuart Crawford from Bulletproof InfoTech in Calgary presented to the Calgary Entrepreneur Meetup group on why it matters to network effectively and why we need to change the way we network in Calgary.

Check out Stuart's firm Bulletproof InfoTech at http://www.bulletproofIT.ca and his blog at http://stuart.calgarybloggers.ca

Published in: Business, Education, Technology
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10 Essential Questions For Networking

  1. 1. Calgary Entrepreneur Meetup Group Presented by: Stuart R. Crawford Bulletproof InfoTech Ten essential questions to ask when networking leading to maximum results!
  2. 2. • Find some one in the room you don’t know • Introduce yourself • Exchange cards • After a minute sit down • What did you notice • What did you enjoy • Who was the other person you met
  3. 3. • Networking is never about you • Networking is always about the other person • Questions are the successful networkers most valuable ammunition • The person who asks questions controls the conversation • Great salespeople never push, they LEAD!
  4. 4. • People will do business with those they: Know Like Trust
  5. 5. • You network everywhere Lunch clubs Lineup at the grocery store School outings City transit • Opportunities present themselves constantly. Are you ready to receive them?
  6. 6. • Simply introduce yourself – Non aggressive handshake – Say 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 questions • This is EXTREMELY IMPORTANT – Invest 99.9% of the conversation on the other person – Do not talk about yourself and your business
  7. 7. • 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
  8. 8. • Open Ended Questions • Avoid questions that have Yes or No answers • Stretch • Bob Burg’s 10 Feel Good Questions – Not probing – Not sales related – Friendly and fun to answer – Use as needed
  9. 9. • How did you get started in the “widget” business? – People like to be the movie of the week – Let them share their story – Pay close attention
  10. 10. • What do you enjoy most about your profession? – Elicits a good, positive feeling – The person you are talking to is now on a roll
  11. 11. • What separates you and your company from the competition? – This is the permission to brag question – Let it all hang out
  12. 12. • What advice would you give to someone just starting out in the “widget” business? – This is the mentoring question – Allow the other person to feel like a mentor
  13. 13. • What one thing would you do in your business if you could not fail? 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
  14. 14. What significant changes have you seen take place in your profession through the years? Ideal for people with experience Allows them to reflect on their business life
  15. 15. • What do you see as coming trends in the “widget” business? 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
  16. 16. • Describe the strangest or funniest incident you’ve experienced in your business? o This allows the other person to tell their “war stories” o Normally they never have the opportunity to share these…now you are their captive audience
  17. 17. • What ways have you found to be the most effective for promoting your business?  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.
  18. 18. • What one sentence would you like others to use in describing the way you do business? The ultimate compliment No one ever asks this one You are one step closer to “like”
  19. 19. • You will only normally have time to ask two or three of these questions • Don’t interrogate the other person, ask in a caring and concerned manner • Use “extender” questions – Really or tell me more • Use the “echo” technique – Repeat back the last few words • Example “we needed to expand” – you “needed to expand”
  20. 20. • That separates the Pros from the Amateurs. – Just by asking, you immediately separate you from the right of the pack – Those who are not here tonight – You are more concerned about their welfare and their success – Don’t ask this question to early • ARE YOU READY!
  21. 21. How can I know if someone I am speaking to is a good prospect for you?
  22. 22. • No one likes the person who just hands out business cards • No one cares about yours polished sales pitch • When you ask these questions you: – Give the feeling that their success matters – People want to be around you – Makes you more attractive Your Goal is to allow the other person to know you, like you and then trust you!
  23. 23. In 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!
  24. 24. 1. People do business with others that they? ______, ______ and ______. 2. Networking is _____ about you and _____ about the other person. 3. The pro question, ________________.
  25. 25. Bob Burg John David Mann The Go-Giver Bob Burg Endless Referrals Available now online at www.stuartcrawford.com
  26. 26. Stuart R. Crawford Bulletproof InfoTech 403.206.2233 stuart.crawford@bulletproofIT.ca Web: http://www.bulletproofIT.ca Blog: http://www.stuartcrawford.com

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