Networking HQ BLOG with Larry James

Tuesday, June 30, 2015

Are You Asking the “Right” Questions?

Wes Hopper, Guest Author

“In today’s world of persuasion, being able to ask the right questions is more important than producing the right answers. Unfortunately most of our training has the opposite emphasis. They teach us how to answer questions, but not how to ask the right ones.” – Daniel Pink

NET-RightQuestionsToday’s quote comes from an excellent book on sales, but the insight is valuable in many areas of our lives. After all, unless you’re a hermit you have to interact with people, and understanding the psychology of persuasion will help you a lot!

First, let’s get something clear. Persuasion is not the ability to con people into doing or buying something they don’t really want or need. Persuasion is the ability to ethically inform people of the value, to them, of what you’re suggesting, so that they can receive the value of whatever that is.

Questions are a big help in this process, because they allow you to discover if the product, service or idea will really be of value to them. If not, then you can look for another solution, or allow them to move on. They will appreciate that, and so will you.

You can ask questions like, “What is the problem or need that this will solve? How has this made things more difficult? What solutions have you tried already?” You can use this approach in your family as will as your work, because these kinds of issues are pretty universal.

One of the least understood benefits, though, is that by asking questions you are empowering the other person. You are allowing them to be unique, and that makes you, in many cases, the only person that has ever really listened to them.

And, believe me, people people really want to be listened to!

BONUS 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 Networking

WesHopperPICCopyright © 2015 – Wes Hopper. Wes Hopper is the author of Daily Gratitude which is written for those people who want to make a living while making a difference in the world. Daily Gratitude covers purpose, vision and goals, mental toughness, spirituality, persistence, and what to do when you don’t know what to do. Subscribe to the Daily Gratitude newsletter, a short 30 second read which comes every weekday. To get your FREE copy of “The Astonishing Power of Gratitude,” click here and fill out the form. Follow Wes on Facebook!

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Larry 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!”

the-archives2Click for Archives! ~ commentSubscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: CelebrateLove.com, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com and CelebrateIntimateWeddings.com

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

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Wednesday, May 13, 2015

No Pressure Networking

Mindy J. Selinger, Guest Author

When you take the pressure of “selling” out of the networking equation you will notice that conversations will flow easier.

Relax. Networking is about meeting new people and learning what is unique about them in a business sense.

NET-NoPressureMuch of the fear about attending large networking events comes from the unknown… not knowing what to talk about. No more random conversations for you.

Seek out the person standing alone and strike up conversations. Be the rescuer or forlorn networkers. You know their pain. You may find a gem of a connection you would have never met because they were not in the middle of the action.

You are about to learn a few pre-qualifying questions. Questions are a combination of four simple questions that are used to determine if the stranger could be a PowerPartner for you (someone with whom you like and trust; and to mutually have each other’s back). These questions support the non-sales, information-gathering strategy everyone needs to know. It’s time to get a much broader intention when you enter a networking event; that of building alliances, and gathering information, plus the strategies to carry out that intention.

1. What business are you in? What does your company do? What line of work are you in? Many times the answers to these questions will give you a clue to additional partnership possibilities.

2. The second piece of information you need to know is where they fit in the company, so you may ask: “What is your position with the company?”, or “Is this your own business?”

3. You are in the middle of a great conversation, but most importantly, you know exactly where you’re going with your questions, and the next one is the most important one: “What is your target market?” or “What type of client do you work with?” Hopefully, the clients they describe are your clients too.

4. This question continues to zero in on the perfect PowerPartner: “How long have you been with your company?” If the question to this question is, “I just started with them last week,” that person may have little clout, and very few contacts. Not so fast… It could be they’re very well connected, having moved to their present job after a long association elsewhere. They could still be a good connection. The point is: Do not jump to conclusions, keep digging.

Larry’s NOTE: I’ve written numerous articles stating that business networking is about building relationships. These 4 questions will get you started, however, it often takes months to build the kind of relationships that are worthwhile and long-term. Keep the conversation going – if you see a possible relationship, follow up with an offer to get together to learn more about each others businesses and how you can best help each other. Make your connections count! Follow up! Please don’t be too busy to follow up! There can be no relationship without effective follow up.

There now… that should better prepare you to jump into the deep end of the pool when you network at a large networking event!

BONUS Articles: “How Can I Help You?”
10 (+ 2) Networking Questions That Work Every Time
32 (Actually) Interesting Networking Questions You Could Ask Instead
Working a Room If You’re SHY – No Pills Required
Do You Fade Into the Wall?
Out-of-Meeting Follow Up

Copyright © 2015 – Mindy J. Selinger. Mindy is the author of, “Face-to-Face Networking Skills,” and has been actively involved in business networking on many levels since starting her first business in 1991. More info: www.FacetoFaceNetworkingBook.com.

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netHQLarry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! 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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Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
Follow Larry’s “Authors & Speakers” BLOG at: http://www.AuthorsandSpeakerNetwork.wordpress.com/
Visit Larry James on LinkedIn
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Monday, March 2, 2015

Never Say “No” to the Other Guy

Harvey Mackay, Guest Author

Okay, so you do need a big favor.

NetHarveyMackayDon’t presume that someone within [or out] of reach of your network would automatically say no. If they’re able to do it worth asking for, then don’t be afraid. Ask.

Use common sense. It’s one thing to make a pest of yourself or to overreach. It’s quite another to be afraid to reach out help when you really need it.

I suppose if I were asked whether it’s better to err on the side of caution or incaution. I’d say, if the stakes are high, I’d risk the “begging” factor and go for it.

The worst thing they can say is still no, but at least you didn’t say it for them.

BONUS Article: Ask For What You Want!
Are You Asking the Right Questions to Get the Results You Desire?

MackayCopyright © 2015 – Harvey Mackay. Adapted from the book, “Dig Your Well Before You’re Thirsty: The Only Networking Book You’ll Ever Need” by Harvey Mackay. His books are among the top 15 inspirational business books of all time, according to the New York Times. In total, Harvey’s books have sold 10 million copies worldwide, been translated into 37 languages and sold in 80 countries.Harvey is a nationally syndicated columnist for United Feature Syndicate, whose weekly articles appear in 52 newspapers around the country, including the Chicago Sun Times, Rocky Mountain News, Orange County Register, Minneapolis Star Tribune and Arizona Republic. Visit Harvey’s Website!

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netHQLarry James presents networking seminars nationally and offers Networking coaching; one-on-one or for your Networking Group! Invite Larry James to speak to your group! His latest book is, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! 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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Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s Relationship Tweets at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
Follow Larry’s “Authors & Speakers” BLOG at: http://www.AuthorsandSpeakerNetwork.wordpress.com/
Visit Larry James on LinkedIn
Follow Larry’s Networking Pinterest Page @ https://www.pinterest.com/larryjames2012/networking-blog

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
Tags: ,

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.

How?

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?

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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.

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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!”

Subscribe to “Networking HQ BLOG with Larry James” and receive a fresh networking article or tip every 4th day by e-mail. Click on the “Email Subscription” link on the right under the “search” box. You can unsubscribe anytime!

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
Follow Larry’s “Authors & Speakers” BLOG at: http://www.AuthorsandSpeakerNetwork.wordpress.com/

Tuesday, November 20, 2012

NEVER Start a Networking Conversation With, “What do you do?”

Typically most people you meet at a networking event, will start their conversation with the question “so what do you do?” The problem with this question is it suggests that all you are not interested in them as a person, just whether their business will be helpful to you or not. Good questions should be asked because of sincere interest not because the answers will provide a mini needs assessment. Treat everyone with respect.

WhatDoYouDoIf you work for a corporate company and are tired of people coming up to you at networking events and trying to “sell” to you, ditch your name badge with the company details. Have your own name badge made, so that people know your name. Most will ask to know more about you.

“You find and connect with people when your eyes meet theirs. You make a connection with your eyes, smile and approach with confidence. And then you kick things off with a question. A starter or introductory question needs to be open ended so that the other person is given a wide berth in which to answer. To put their own spin on things. Everyone likes to give their ideas and opinions. The question also needs to be genuine.” ~ Tim Tyrell-Smith

I use questions to determine my level of interest in them, in their business and whether they are someone I may want to get to know better. The key to effective business networking is to find people where there is a mutual interest to meet again. It’s important to be genuinely interested in and curious about their answers. I look for something I might have in common with them, and ask a related question.

Engage them with your questions. Learn to ask a more creative, open-ended questions to get a conversation going and enrich your experience with them. Stay away from questions that might bring a negative response, like, “So, how is your business?” or “Has your business changed over the past year?” I usually introduce myself, offer a handshake (holding my cold drink in my left hand) and say, “Hi. My name is Larry James, what’s yours?” Then I ask another question.

“The key to networking success is being a good conversationalist and showing genuine interest in another’s business and knowing when to talk about your own.” ~ Jack Fraenkel

conversationstartersHere are a few conversation starters that may work for you:

• Hi. My name is Larry James. What’s yours? (Use your name 😉 )
• What inspired them to come to the event?
• If I were to find you a lead, what sort of person would I be looking for? OR…
• Who would be a good referral for you? OR…
• How may I help you?
• Have you been to this event before? OR…
• What inspired you to come to this event?
• Is this your first time to this event?
• Are you looking to connect with anyone special today? (If you know someone, make an introduction)
• What part of the city do you live? OR…
• Where are you based?
• How did you happen to get into your line of work? OR…
• Why did you choose your current profession?
• What do you most enjoy about what you do?
• What brought you here today?
• Where do you get your ideas for networking? OR…
• Have you discovered any good networking blogs lately? OR…
• Can you recommend any resources on business networking?
• How have you benefited from being here this evening?
• What’s the most challenging aspect about the position you’re currently in?
• What would you like to be most remembered for at your current company and why?
• Compliments are always good as long as they are sincere. “I really like your necklace.” or “I love your business logo. Tell me about it.”
• If you attended the event with someone say, “Have you met Sally Jones? She is one of the top Realtors® in the Greater Phoenix area.”
• May as well chat since we’re in line for the registration. (As a question)
• Do you know of other networking groups that might be good for me to know about?
• If they are talking with someone you know ask, “How do you know James?”

Always be prepared to answer the question “What do you do?” Your response should be just a few seconds long, should not include any technical jargon, and should either invite the person you are speaking with to ask you more questions or end with a question to them.

Never discount someone as unimportant. You need to be someone who is identified as respectful and polite at all times, and to everyone. However, sometimes you will meet people who you do not want to meet again. For example, they show no interest in you whatsoever or maybe show too much interest in trying to sell you something rather than get to know you. Know when to end a conversation. Politely excuse yourself from the conversation before it begins to die down. Read the bonus articles below.

Larry’s NOTE: A special “Thank you” to Heather Townsend, The Efficiency Coach for inspiring this article!

BONUS Articles: Exit Strategies From Networking Bores!
“I’m going to freshen my drink,” and Other Little White Lies
22 Ways To Network Like A Pro

netHQ

Copyright © 2012 – Larry James. Adapted from Larry’s latest book, Ten Commitments of Networking: Creative Ways to Maximize Your Personal Connections! Larry James is a Professional Speaker, Author and 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!”

Subscribe to “Networking HQ BLOG with Larry James” and receive a fresh networking article or tip every 4th day by e-mail. Click on the “Email Subscription” link on the right under the “search” box. You can unsubscribe anytime!

Subscribe to Larry’s FREE monthly “LoveNotes for Lovers” eZINE. Contact: Larry James, P.O. Box 12695, Scottsdale, AZ 85267-2695. – CelebrateLove.com

NOTE: All articles and networking tips listed in this BLOG – written by Larry James – are available for reprint in magazines, periodicals, newsletters, newspapers, eZINEs, on the Internet or on your own Website. Click here for details.

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Add Larry James as a “friend” to your Facebook page: http://www.Facebook.com/larry.james
Follow Larry’s “once daily” Relationship Tweet at: http://www.Twitter.com/larryjames
Follow Larry’s “Relationship BLOG” at: http://CelebrateLove.wordpress.com/
Follow Larry’s “Wedding BLOG” at: http://CelebrateIntimateWeddings.wordpress.com
Follow Larry’s “Authors & Speakers” BLOG at: http://www.AuthorsandSpeakerNetwork.wordpress.com/

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