Networking is meeting people, finding out what you can do for them (while looking for ways they can help you), and taking the first steps toward establishing a mutually beneficial relationship.
How do you start a conversation with a stranger? And what do you do after you’ve started? The best way to start a conversation with someone you don’t know is to either
- Pay them a compliment, or
- Ask them a question.
You can compliment their clothing, something you overheard them say, or something you have learned about them from someone else.
You can ask them questions about what time a certain speaker comes on, directions to the restroom, or if they are having a good time.
In other words, just about anything will do.
Once you are talking, your objective is to find out as much as possible about (a) what they want (their goals, objectives) and (b) what they want to avoid or prevent (their problems). (Your objective is NOT to tell them about yourself; that comes later).
You learn this information by asking questions.
Remember the acronym, "F.O.R.M." It stands for "Family," "Occupation," "Recreation," and "Motivation." These are key areas in everyone’s life.
Look for areas where you can provide solutions, information, and advice, make introductions, give referrals, and otherwise help them solve their problems and achieve their goals. This is the first (and best) step you can take toward building a long-term relationship.
You also want to learn
- What they do and for whom they do it
- Who they know
- What groups they belong to
- What publications they read
- What marketing they do
Eventually, you’ll be able to use this information to gain access to other people and opportunities.
In a networking opportunity, everyone has value. They may not be the one who ultimately hires you or gives you referrals, but they can lead you to people who do. They can provide you with information you can use to your benefit. They can open doors and point you in the right direction.
Don’t pre-judge anyone. Start a conversation, learn as much as you can and see where it takes you.
