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Business Success Center
Most people feel overwhelmed
at the prospect of walking into a room full of strangers. How
can you get comfortable enough to “work the room” and
make a good lasting impression? There are so many uncertainties
- Will everyone there know each other? Who will you talk to?
What will you say?
Before you talk yourself out of going – take a deep breath. Start off
by adopting a positive attitude. Instead of looking at the event as a painfully
unpleasant experience - see it as an opportunity to have fun, meet some interesting
people, and cultivate new relationships to help your business grow.
Next, remember that preparation is the key. Take sometime to develop a good
self-introduction and practice! Be able to explain in ten seconds what your
business does and why anyone should care. Write it down and say it to the mirror,
your dog, and your spouse until it becomes natural. Hold a question and answer
session with a willing spouse or friend to further increase your comfort level.
Small talk can become big business!
As Brian Hilliard, author of Networking Like a Pro!, points out, most people
think that a great conversationalist does a lot of talking. On the contrary,
good conversation involves a lot of listening. If you concentrate on listening,
then ask a good follow-up question based on information you just heard – you
have just created a great lasting impression.
Not sure about what great questions to ask? Bob Burg, author of Endless Referrals,
offers his top ten questions to help you get to know potential referrers and
create the perfect lasting impression. Tailor the below questions to suit your
style and situation.
1. How did you get your start in the widget business? (People like to talk
about themselves and feel important.)
2. What do you enjoy about your profession? (This is a warm and fuzzy question
and sets a more intimate tone.)
3. What separates you and your company from the competition? (This question
gives them permission to brag about themselves and their company.)
4. What advice would you give to someone just starting in the widget business?
(This question allows them to feel like an expert and do some mentoring.)
5. What one thing would you do with your business if you knew you could not
fail? (This question allows them to fantasize, and they will be impressed that
you cared enough to ask.)
6. What significant changes have you seen take place in your profession throughout
the years? (Perfect question to reminisce about the old days.)
7. What do you see as the coming trends in the widget business? (This question
allows them to show their expertise and feel important.)
8. What was the strangest or funniest incident you’ve experienced in
your business? (Who doesn’t like to share war stories?)
9. What ways have you found to be the most effective for promoting your business?
(This question gives some insight into their thought process and shares their
successes.)
10. What one sentence would you like people to use in describing the way you
do business? (Who doesn’t like an invitation to give themselves a compliment?)
It’s amazing what you’ll learn when you listen. And, don’t
worry, you’ll get your chance to talk. Successful networking is all about
cultivating relationships and creating lasting impressions. Listening and asking
questions opens the door of opportunity!
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