Simple ways to make a
lasting impression
The following is an excerpt
from Networking Like a Pro!
Question. Generally
speaking, during most conversations people like to
talk more about: a) Themselves, or b) Other people.
Answer, (a) Themselves.
Question. Generally
speaking, during most conversations people: a) Tend
to talk more than they listen, or b) Tend to listen
more than they talk.
Answer, (a) Tend
to talk more than they listen.
Extra credit. If
at networking events you're listening while they're
talking, and then you ask a good follow-up question
based on the information you just heard, you're going
to be less or more likely to stand out in their minds?
Answer, more likely.
And if we know
that networking is less about meeting new people
than having them remember you after the fact, then
keeping these techniques in mind is a great first
step in helping you stand out from the crowd.
So how do get someone
to remember you from the other ten people he met that
very same night?
Well, one great communication
technique is a term called Focused Attention, and this
is one of my favorites when it comes to effective listening
skills.
Another great way
to stand out from the crowd is to ask the "right" questions
of people when you're talking to them.
What are some examples
of the "right" questions you ask? Let's take a look
at a few of my favorites.
So where else
do you normally network?
Amy Windham, a sales and
marketing colleague of mine here in Atlanta, first brought
this one to my attention and it's an absolute gem.
Not only does it help break
the ice during that sometimes-awkward period just after you've
introduced yourself, but it also gives you a chance to talk
about something you both know a little bit about.
Another reason I like
this question so much is that it gives you the opportunity
to make an "instant connection" with that other person.
How?
By providing valuable
information they might not have had before. And as we
all know, one of the keys to creating a solid business
contact is to first make a connection with that individual.
As an example of this,
I was at a networking event one morning when I asked
the person where else he normally networked.
He told me that as
a matter of fact, he didn't know of too many other places
around town because he just moved to the area.
Well that was music
to my ears, because as a person who's lived in Atlanta
for almost five years, I like consider myself somewhat
of an expert when it comes to local networking events.
So I gave him the names
of a couple of groups off the top of my head, and I mentioned
that I would shoot him an email when I thought of some
more.
Well let me tell you
something, you could almost see the relief in his eyes.
He was genuinely grateful that I was helping him out
with that information.
And that's what I mean
when I talk about creating a connection with someone,
and developing a solid business contact. And let me ask
you something, if that were you, would you remember me
after that event?
You bet.
So what do you like
best about what you do?
This is another good
question I like to ask early on in the conversation because
in my opinion it's a little "fresher" approach to the
old, "So what do you do?" Everyone's been asked that
one before, and this question here gives you another
option for getting that same information.
One caveat though:
About 40% of the time I ask this question, people turn
it right around and ask me the same thing. So don't say
I didn't warn you.
Oh I see. So what
got you started in that direction?
This is a great question
to ask during the latter stages of the conversation,
and of the three questions we've talked about, this will
usually elicit the longest response.
And that's good too, because
now we're getting ready to wind down our conversation, but
not before we get a chance to learn a little bit about what
motivates this person, and he go to where he is today.
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