Dale Carnegie shared, showing a genuine interest in the person you are speaking to can help forge the relationship. By taking an interest in the person, you will gain information, which can be powerful in moving the relationship forward. These details can be helpful in determining if you want to schedule an additional meeting with them.
In conjunction with this commandment, there is a technique referred to as “mirroring” that you may want to employ. With “mirroring”, you ask a question and listen to the answer. Hopefully, you will be asked the same question in return. Essentially, if you were to ask someone “Who is your ideal client?” you would significantly increase the odds of them asking you the same question in return.
A few examples of questions you could ask when networking are:
- Who is your ideal client?
- What professions pass you frequent referrals?
- When did you get into business?
- Where else do you network?
- Why do you do what you do?
- How are you different than your competition?
If you are asking questions, and not getting them asked back, that person may not be interested in learning more about your business and it may be time to leave the conversation, politely. (We will explore how to leave the conversation in Commandment #8)
Check out Commandment #4, and the previous of the 10 Commandments of Networking a Mixer.