I've said "Hello"...then what?

What do you say after "Hello"?

We naturally like to talk about family, leisure activities and community interests. While we may be passionate about our business we can crush a conversation. Beware of monopolising the conversation and talking about your business. You have two ears and one mouth and you are more stimulating when you use them in that ratio!

Your new-found friend is impressed when they have done all the talking and you have done all the listening. Ask open ended questions – what, when, why, where and who. "Who would be your ideal client as I may already have some of those clients who fit that profile?" Provide a referral at this point if one comes to mind. Write their details on the back of your business card and hand to your contact.

Keep the conversation flowing – resist the urge to interrupt with what you have to contribute. Pauses are powerful. Enjoy the pause and wait. Some of the most valuable information is shared after the pause.

Develop the conversation with genuine interest and sincerity to build rapport with your new potential strategic partner. Focus on them and their opinions rather than ‘what's in it for you'.

Be early or on time to functions and leave last. Being late is rude and an interruption. The best networking is done on arrival with fewer numbers of people.

If alcoholic beverages are served then moderation is the key. Many business professionals have embarrassed themselves and their company associates by over-indulging. The refreshments are provided to lubricate not intoxicate!

When you are clear about your purpose for attending networking functions your time investment is productive.

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