Asking the Right Questions to Generate Business Leads
Business people approach networking with every intention of creating many new business leads and opportunities.
Networking is all about building relationships, you rarely meet a stranger at an event saying, “Hello, my name is David, I’m a decorator, do you want to buy my services? It doesn’t seem to work!
When you start to build the relationship it all about asking the right questions. It's far more important to be interested that interesting.
People love talking about themselves.
Your role as a good networker is to let them. To emphasise this, who are the most interesting people you meet? Those, who are most interested in you.
Try this route to spotting a business opportunity for your services.
1. Make Small Talk
Small talk is an important part of business, try to talk about their outside interests and hobbies, holidays and travel and also their general views on financial and current events and matters. Try to be careful about talking about their family until you have built some sort of rapport. You often find that within a few minutes you have some things in common on which to build an interesting conversation.
2. Finding Out About Their Business
Every business has a time line. Its present, its past and future.
You can’t be expected to sell anything until you have understood what’s needed to see if there will be a genuine business lead. Some questions to consider asking are.
•How many people do you work with? It’s important early on in the conversation to find out if you are talking to the business owner, or key member of the management team. Knowledge of the business numbers tells you how large the business is and if it fits your target market.
•How are you finding business at the moment?
•What do you see as your key business issues at the present time?
•Where do you see the business going over the next few years?
When meeting the owner of a business, particularly one who has set it up from the beginning, you may find they want to talk and talk. These people are self-centred egotistical entrepreneurs who have created something from nothing. They will love to talk about it so let them! You will find out as much as you need. At some stage there will be a point where people will ask you about you and what you do. This is your chance to tell them about what you are but also how your existing clients and customers benefit from your services. ‘Sell yourself first, services second’
3. Their Relationship With Their Existing Advisors or Suppliers
So you have found out about them and built up a rapport and are certain that they are in your market and they know what you do. Now it’s time to ask the big question.
e.g.
"So Joe, who do you use for your advisors/ suppliers at the moment?"
The moment of truth has arrived.
People are generally not great listeners but it is at this time to use your ears and eyes. Watch the person and listen to the answer very carefully, people can lie with their words but rarely with their body and tone of their voice. Depending on how they answer will give you signs and help you understand if there is an opportunity.
4. Making the Next Move
You can see the opportunity approaching but even though its hard try and go back to the small talk.
Business networking is usually done at the time normally spent with your social partner, children, friends and family. Remember you are there for a reason so don’t waste it.
"You remember, Joe, about 10 minutes we were talking about your advisors/suppliers. How would you feel if I gave you a ring next week to find out more about your business and to explore ideas?”
Surely this is the whole reason for your being at an event? You know when you have built rapport so make your networking time effective.
About the Author: bseen2.biz is a comprehensive b2b networking site designed to provide members with an online presence as well as networking features helping to promote our member’s businesses effectively. www.bseen2.biz info@bseen2.biz
