Networking HQ BLOG with Larry James

Monday, April 1, 2013

Are You Asking the Right Questions to Get the Results You Desire?

Filed under: Ask Better Questions,Networking,Qualifying Questions — Larry James @ 7:00 am
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Bob Burg, Guest Author

Develop profitable, win/win relationships with practically every new person you meet – whether one-on-one or in a social or networking setting.


Good-QuestionsAsk questions. Specifically, “feel-good” questions. These are questions designed to put your conversation partner at ease, and begin the rapport-building process. These are not intrusive, invasive, or in anyway resembling those of the stereotypical salesperson. Feel-good questions are simply questions that make your new prospect/potential referral-source feel good; about themselves, about the conversation, and about you. Vital, because “all things being equal, people will do business with, and refer business to, those people they know, like and trust.” Asking feel-good questions is the first step to accomplishing that goal.

“How did you get started in the ‘widget’ business?” ~ I call this the “Movie-of-the-Week” question because most people love the opportunity to “tell their story” to someone. This, in a world where most people don’t care enough to want to know their story.

“What do you enjoy most about what you do?” ~ Again, you are giving them something very positive to associate with you and your conversation. You are making them feel special, important.

You’ve begun to establish a nice rapport with your new prospect. You are focusing on him or her, as opposed to you and your awesome product, as most salespeople do. He or she is starting to feel good about you and has enjoyed answering your first two “Feel-good” questions.

“Pat, how can I know if someone I speaking with would be a good prospect for you?” ~ This is the “One key question.”

Here, you’ve continued to establish yourself as being different from all others they meet who are in business, who only seem to want to know, “How can you help me.” Also, since you are asking for help in identifying their prospects, she will gladly supply you with an answer. And the fact is, nothing builds trust and credibility with a prospect than actually referring business to them whenever possible.

GivingBIZcardYour conversation has ended and you never even mentioned your products or services. Good, since your relationship with this new prospect may not be far enough along for him or her to be receptive to this. (At other times it’s very advisable to bring it up.) That’s fine. Hopefully, you’ve gotten your prospect’s business card. Now you are in the position to follow up correctly and systematically in order to nurture this new relationship.

Whenever meeting new people, the above questions will help you to very quickly build your prospect list with high-quality people. And, in a manner that is fun and without stress. You’ll never again feel the “discomfort” in the pit of your stomach, knowing that you have to nervously and clumsily approach someone you don’t want to approach, and whom you can just sense, does not want to be approached.

Know this: the typical person knows about 250 people. Thus, every time you meet one new person, and develop a relationship based on the fact that he or she now feels as though they “know you, like you and trust you” you’ve actually just increased your personal prospect list a potential 250 people, every single time. Do this often enough and before long, you’ll cultivate a network of endless referrals.

BONUS Article: NEVER Start a Networking Conversation With, “What do you do?”
Are You Asking the “Right” Questions?


Copyright © 2013 – Bob Burg. Bob Burg is author of “Endless Referrals: Network Your Everyday Contacts Into Sales” and “Winning Without Intimidation: How to Master the Art of Positive Persuasion,” both with over 100,000 copies sold. His newest booklet is “The Successs Formula.” He also publishes a free weekly eZINE newsletter. Visit Bob’s BLOG.


netHQLarry James is a Professional Speaker, Author and Networking Coach. He presents networking seminars nationally and “Networking” coaching by telephone or one-on-one. Something NEW about Networking is posted on this Networking BLOG every 4th day! Visit Larry’s Networking Website at: “Networking HQ!”

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  1. […] Articles: Are You Asking the Right Questions to Get the Results You Desire? NEVER Start a Networking Conversation With, “What do you do?” No Pressure […]

    Pingback by Are You Asking the “Right” Questions? | Networking HQ BLOG with Larry James — Tuesday, June 30, 2015 @ 7:32 am | Reply

  2. […] 5. People don’t recall meeting you when you call them. You aren’t remembered because you are not memorable when you tell people about you. The only way to be memorable is to be different. Like everyone else, you concentrate on telling everyone you meet about you and your company and fail to ask any questions. […]

    Pingback by Five Warning Signs That Your Networking is NOT Working! | Networking HQ BLOG with Larry James — Friday, May 30, 2014 @ 7:39 am | Reply

  3. Have you ever thought about publishing an e-book or guest authoring on other sites? I have a blog centered on the same information you discuss and would love to have you share some stories/information.

    I know my visitors would appreciate your work. If you’re even remotely interested, feel free to send me an e-mail.

    Comment by — Saturday, June 1, 2013 @ 12:43 am | Reply

  4. Outstanding story once again! Thanks.

    Comment by Tommy Prepotente — Tuesday, April 9, 2013 @ 9:13 pm | Reply

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