Have you ever gone to a networking event and come away empty? You talked to a handful of people only to realize they were not a good fit for your business.
It happens.
Here are questions I’ve found help identify that ideal prospect (or not) in 3 minutes or less. After you introduce yourself and ask for their name, follow up with:
- So tell me Mary, what do you do?
- So what got you started in that direction?
- Mary, what do you like most about what you do? (They’ll likely tell you what they don’t like as well)
- Where else do you normally network? (You will get a sense if they are satisfied with the status quo in their business or looking for fresh ideas)
As you listen carefully to their responses, you can usually tell whether you and your business can give them value (ideal prospect).
Either way, follow with your elevator pitch. Let them know what you do. It’s a natural part of the conversation and even if they don’t seem to be a good prospect, they may know somebody who might be looking for your services. Plus, I’ve even been surprised a few times and they had an interest in my business.
If they are an ideal prospect, try and give them a piece of value (offer a suggestion) based on their answers to your questions. Then if you have a newsletter, offer to include them.
If they’re not, then let them know it was “So nice to meet you. I’m sure you have other people you want to talk to like I do. Happy Networking.” And you move on.
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