When you meet someone at a networking function, the temptation is to share all your latest new products and services. That’s the wrong move. What’s much more effective is to ask a series of questions that get them talking about themselves, such as:
1. How did you get into that line of work?
2. What do you like best about it?
3. What changes have you seen in your industry?
4. Please describe your ideal client…
5. What advice would you give to someone entering this field?
6. What do you see as upcoming trends in your industry?
These questions are suggested by my friend, author Bob Burg in his book Endless Referrals. If you spend your focus on the other person, learning as much as you can about them, referring them to others, introducing them to others, you are adding value first, and becoming much more memorable than any other people “selling” at those events.
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