It is easy to go along to a networking event and gravitate to the people you already know. It feels safe and if you’re unsure of how to develop a conversation it is a lot less intimidating. It is also NOT the reason you are there. You are there to make new contacts and develop your network.
When it comes to making a connection in networking events, don't try to say something strikingly intelligent. Your words may be forgotten, but how you make people feel will be remembered.
I don’t know how many networking events I’ve attended, hundreds, and I’ve met some fascinating people. However, there are times when I feel disinclined to make the effort with more small talk. When I feel like this, I remind myself that the person I'm meeting has the potential to be my next big client or a newfound friend. If those thoughts don't shift my attitude, I just remind myself that the person I'm talking with deserves my respect and that dose it.
The real key to great conversations is to relax. Let the conversation flow naturally. That's easiest to do when you're fully engaged and genuinely interested in the conversation and the person with whom you are talking.
Here are a few useful Questions that can help get the conversation flowing:
"What’s your connection to the event?" This question can uncover mutual contacts and usually leads to a more robust answer than if you asked the typical
"Have you been to this event before?"
"How did you come to be in your line of work?" For some, the path to where they are today can be quite an interesting story. Having a chance to revisit their story to success can leave helpful clues along the way as to who they are and what makes them tick.
"What separates you and your firm from the competition?" This is a great ego boost and gives an opportunity to develop the conversation along the line of
"What is your biggest challenge in business?"
A question that draws out their personallity and can lead to more intersting conversatiosn is
"What do you enjoy most about your profession?"
Don’t make it all shop talk as this can turn into an interigration or come over as a prelude to a sell.
"What’s keeping you busy when you’re not at events like this or at work?" This question gives the encouragement necessary for the person to share their passions and outside interests. It is an excellent way to add some enthusiasm into a conversation that has hit a lull, especially if they would prefer to be doing anything else than networking.
"Are you working with any charities?" This question makes it easy to launch into a deeper connection. If they’re not involved with a chairty, they often share reasons why not and this is usually revealing. If they are doing something of value they will be more than happy to share it with you.
Effective networking involves listening, not telling. So, ask people about their business instead of telling them about yours. Remember you are not there to sell but to establish enough common ground for there to be another conversation. Above all enjoy it!
