Networking Questions for Great Conversations
By Don Cooper

People in my seminars tell me the biggest challenge they face when networking is not knowing what to say.  So they fumble with small talk, keep their conversations very short, or avoid meeting new people at all, losing out on countless opportunities.

Great networkers know that the key to effective conversations is to ask questions.  Asking questions lets you accomplish three things at the same time. 

First, it gives you control of the conversation (relieving the other person of having to think of what to say next).  Second, it provides you with valuable information—in order for you to figure out if you can be of help to this person, or if they can be of help to you, you need to know more about them. (You already know all about you.)  And third, questions communicate your interest in the other person, helping them feel appreciated and understood (the secret to building instant rapport).

Here are some questions you can ask in almost any networking situation:

What do you do?
How did you get started? 
What do you specialize in?
How do you do that?
Who is your target market?
Are there any particular companies that you are looking for? 
What do you love most about what you do?
What is your biggest challenge?
How did you hear about this event?   
What made you come here tonight?
Have you been here before?     
Are you a member of this organization?   
Who else do you know here?   
What do you read to keep up?   
How long have you been in the area?
Did you see the game last night?    
Do you have any kids?

Some questions for specific situations:

At a wedding—Do you know the bride or the groom?  How do you know him/her?
At a PTA meeting—Whose parent are you?  What teacher(s) does your child have?
At the neighborhood pool—Where do you live?  Do you jog/play tennis/basketball/etc.?
 
And perhaps my absolute favorite networking question:

Where else do you go to network?

Memorize these questions, develop a few of your own and use them the next time you’re at a networking event.  You’ll find the conversation flows easily and productively.


Don Cooper—“America’s Networking Guru”—is a sales and marketing expert who speaks, writes and consults on how to attract and keep more customers.  He is a contributing author of Confessions of Shameless Self Promoters with Debbie Allen and Jay Conrad Levinson.  You can contact Don at 303-885-1182 or This e-mail address is being protected from spam bots, you need JavaScript enabled to view it   You can also find other articles at www.DonCooper.com. 


* 2004 Don Cooper.  All rights reserved.  This article may be reprinted, intact, as long as the full byline is included.  To request a photo to print with the byline, please call 303-885-1182 or e-mail This e-mail address is being protected from spam bots, you need JavaScript enabled to view it