How to Network Without Probing for Pain

Probing for pain is not always the way to go. For instance, what is the best way to network with people at business functions, like Chamber of Commerce mixers or association luncheons?

According to Bob Burg, author of the bestselling book Endless Referrals, “All things being equal, people will do business with, and refer business to, people they know, like and trust.”

One key to quickly establishing this type of connection is showing interest in other people by asking them questions. Burg has developed a series of questions to ask people at networking events that are not sales-oriented in any way. These are fun questions to ask and fun questions to answer. This is not the time to probe for pain.

While you will never need or have time to ask all of his questions during a conversation, Burg maintains it is good to have an arsenal to choose from. Here are four his 10 questions:

1. How did you get your start in the widget business?
2. What do you enjoy most about your profession?
3. What do you see as the coming trends in the widget business?
4. What one sentence would you like people to use in describing the way you do business?

Burg’s next question is the one that is key in getting the person to feel as if they know, like and trust you. “How can I know if someone I’m talking to would be a good prospect for you?” That final question shows you are concerned about them. You may be the only person who asked them this question during a first conversation.

Then, wrap up the conversation in another surprising fashion: Instead of offering them your business card, ask for one of theirs. Follow up by sending them a thank you in the mail containing your business card. These techniques might just land you in their database of preferred contacts.

In Burg's bestselling book (over 150,000 copies sold), he updates many of the principles and techniques that resulted in ENDLESS REFERRALS becoming an underground hit within numerous niche sales industries such as network marketing, and insurance, and a staple for salespeople new and veteran everywhere. Visit http://www.burg.com for more details.

Burg regularly appears on the business speaking circuit featuring speaking legends such as Zig Ziglar, Tom Hopkins, CNN's Larry King, Dr. Denis Waitley, Mary Lou Retton, Coach Lou Holtz, Radio Legend Paul Harvey, Les Brown, Brian Tracy, former U.S. President Gerald Ford and many others.


Want to learn more about how to double your revenues through endless new client referrals? Come to our two-day New Client Generation Conference October 17-18 in Orange County, CA. For details visit http://www.newclientmarketing.com/html/october2008conference.htm