June
2003 ********************************************
IN THIS ISSUE
Welcome
Starting the Conversation
News
and Announcements
Contact Information
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WELCOME:
As
we move into summer it crosses my mind that there
are many upcoming opportunities to build relationships
that may lead to business and opportunity – 4th of July
picnics, ballgame tailgate parties, office picnics, family
vacations, etc. These social events should not be
overlooked, both as places to meet new people, as well
as an opportunity to further relationships with those
already in your network.
Take
advantage of the somewhat slower pace of summer
to nurture existing relationships and start new ones.
Remember, our goal is to provide value to each and
every person we meet. The rewards – both direct and
indirect – are immeasurable!
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STARTING
THE CONVERSATION
I
am often asked for ideas on how to start a conversation
with someone one meets at a networking event or other
function. They know there must be a better way than
just sticking out your hand and saying, “Hi. What do you
do?” They are right. There is a better way. Remember the
Power Networking concept? The one that has you attending
events feeling like a host, with a mission to put people
together for their mutual benefit? Well, once you are wearing
your Power Networking hat, you no longer feel like you have
to sell yourself. You know your goal is to meet people and
begin to build relationships and under this type of thinking
starting a conversation with a stranger becomes painless!
So,
what types of questions do you ask people with whom
you wish to strike up a conversation? The best type of
questions are open-ended, designed to get the other person
to share information about themselves and their business.
Here are some examples of open-ended questions to ask:
“How
did you get started in this business?”
“What
do you love most about your work?”
“How
would I know if I were talking to someone who
would be an ideal client for you?”
“What’s
the most notable trend in your industry?”
“How
has the economy affected your business?”
“What’s
the most interesting book you’ve read in the
last three months?”
Do
you see how these questions lend themselves nicely
to beginning a conversation with someone? Try one the
next time you go to a networking event and watch how
the conversation begins to flow! Remember to actively
listen to the person’s response to your question and to
follow-up with additional open-ended questions, such
as “Can you tell me more about that?” Or, “Can
you
give me an example?” The beauty of this approach to
conversation is that you don’t need to worry about what
you are going to say. The pressure is off. The other
person will be doing 85% of the talking and we all know
how people like to talk about themselves. They will think
you are a great conversationalist! Be sure, however, to
pay attention to the responses to your questions and to
think about how and where you might fit in with this person.
Can you help them solve a need? Do you know someone
else who might be a good person for them to meet?
Focusing
on asking questions which are meant to build
the relationship is so much easier than trying to sell
someone. I urge you to try some of these questions the
next time you attend a networking or social event.
Got a client mixer coming up? A tailgate party?
A day at the races? Choose one or two of the high
energy questions above and see what happens. I think
you’ll be pleasantly surprised at how easily the conversation
flows. Send me an email and let me know how it goes.
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NEWS
AND ANNOUNCEMENTS:
New
Group Coaching Classes Starting … If you are
interested in benefiting from the wisdom and experience
of other professionals and business owners while getting
guidance and support from an experienced business
coach, group coaching may be for you. I am adding two
new groups of between four and eight people who are
interested in growing their businesses, getting more
clients, and increasing their bottom lines. Each interactive
group meets via teleconference for one hour per week for
four weeks. Cost is $49 per person for the four full weeks.
If you think group coaching might be something that will
help you take your business to the next level, please contact
me via email (Barbara@Rainmaker-Strategies.com)
or telephone (858-566-5585).
To all who attended my recent class, “Making Rain Out of
Mist: Business Development for Professionals,” thank you
for making the class a highly-energized, interactive day
of learning. We had a great time creating marketing plans,
crafting our self-introductions and learning how to network
in an effective and stress-free way. I hope you had even half
the fun I had! For those of you who were unable to attend
the class, I’ll be teaching it again in the fall. Stay tuned
for
more details or feel free to send me an inquiry via email.
For
more information, please contact me at
Barbara@Rainmaker-Strategies.com
or 858-566-5585, or
Marla Goonan, UCSD Extension, at mgoonan@ucsd.edu or
858-882-8014.
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Barbara
Nichols Mencer
Rainmaker Strategies
Barbara@Rainmaker-Strategies.com
www.rainmaker-strategies.com
If
you’ve enjoyed this article and learned a valuable business-
building tip, please feel free to forward this newsletter to your
friends and colleagues.
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Copyright 2003, All Rights Reserved. Reproduction in whole
or in part without permission is prohibited.
