Getting them talking – How to get others to open up and share about themselves to build connections and establish strong business relationships.
In order to curiously listen to those with whom you are building business relationships, first you’ve got to get them talking. How do you do that? Ask solid questions. Great, interesting questions lead to great, informative answers, and therefore, better connections. Remember these important words from Albert Einstein: “The important thing is not to stop questioning.”
You can’t gain trust by showering others with stories of your accomplishments, nor can you do it by interrupting, jumping to conclusions, or climbing on a soapbox to demonstrate how much you know about something. The first step is to ask questions and listen with curiosity in order to really understand what your connection is saying and what is important to him or her. It is easy to say and hard to do—but it works!
Here are a few questions that will attract the attention of those with whom you want to connect and will also get them talking:
1. What would you do if you had unlimited time and resources?
2. What do you consider your greatest accomplishment[s] to date?
3. What person has had the greatest influence on you? How?
4. How would you define success?
5. What should I be doing to have success as you define it?
6. Ask about things you already know about the person. For example, “I read your book and loved it. What did you mean by_______?” Or, “I heard you like to skydive. How did you start doing that?”
Next Tuesday: Showing your passion for your business (tactfully)
Maribeth Kuzmeski
Maribeth Kuzmeski, MBA is the founder of Red Zone Marketing, LLC, which consults to Fortune 500 firms on strategic marketing planning and business growth. She is the author of 4 books, has frequently appeared on TV and radio, and has written articles on marketing strategies for hundreds of publications including Business Week and Entrepreneur. She regularly speaks to audiences on topics relating to business development, marketing, and sales strategies. Maribeth is author of The Connectors: How the World’s Most Successful Businesspeople Build Relationships and Win Clients for Life (Wiley, September 2009).
Follow Me:
