Winning Networking Strategies From the World of Tennis:
Lorraine Ball
April 21, 2007
What wins at Wimbledon wins at your local chamber. Watch a tennis match; world class or amateur, the basics are the same. In each case the goal is to make contact with the ball and knock it back over the net!
In tennis if the ball remains on one side of the net too long, there is a greater chance it will dribble off to the side and the opponent will score the point. In networking conversations, the same is true. The longer the ball is on your side of the court (the longer you are talking) the greater the risk your listener will become bored.
And just as the ball will roll off the court, so will your business opportunity. So how do you win a networking volley? Keep the image of a tennis match in your mind and use questions to “return the serve”
What type of questions keep the conversations rolling? Almost anything open ended will do. Here are a few of my favorites:
What do you do?
How did you get started?
What is the most interesting project or customer you have worked with recently?
These questions will help you get a sense of their business and key clients. You may find some interesting points of common interest as they describe their business or clients.
Many people make the mistake of trying to “sell” at a networking event. They visual everyone in the room as a potential client, with dollar signs on their forehead. This is a tremendous waste of everyone’s time.
People can tell when you are in selling mode, and will try to end the conversation quickly. Remember, they came to make connections, not to shop. Rarely will they buy based on a short conversation over rubber chicken or stale danish.
Networking conversations are introductory conversations, the real sales opportunities come from longer, private one-on-one conversations after the meeting. When you are in selling mode, you are more likely to keep talking and miss the cues which will help you identify the very best prospects. The more you learn about the other person in a short conversation, the easier it will be to decide if this is someone with whom you want to have a longer conversation!
My signature serve, the question which routinely drives the ball across the net is a very simple question. Who would you like to meet? It works because it gives me an opportunity to help the other person by making a great connection. And in networking if you can really make a great connection … You have won the match!
In tennis if the ball remains on one side of the net too long, there is a greater chance it will dribble off to the side and the opponent will score the point. In networking conversations, the same is true. The longer the ball is on your side of the court (the longer you are talking) the greater the risk your listener will become bored.
And just as the ball will roll off the court, so will your business opportunity. So how do you win a networking volley? Keep the image of a tennis match in your mind and use questions to “return the serve”
What type of questions keep the conversations rolling? Almost anything open ended will do. Here are a few of my favorites:
What do you do?
How did you get started?
What is the most interesting project or customer you have worked with recently?
These questions will help you get a sense of their business and key clients. You may find some interesting points of common interest as they describe their business or clients.
Many people make the mistake of trying to “sell” at a networking event. They visual everyone in the room as a potential client, with dollar signs on their forehead. This is a tremendous waste of everyone’s time.
People can tell when you are in selling mode, and will try to end the conversation quickly. Remember, they came to make connections, not to shop. Rarely will they buy based on a short conversation over rubber chicken or stale danish.
Networking conversations are introductory conversations, the real sales opportunities come from longer, private one-on-one conversations after the meeting. When you are in selling mode, you are more likely to keep talking and miss the cues which will help you identify the very best prospects. The more you learn about the other person in a short conversation, the easier it will be to decide if this is someone with whom you want to have a longer conversation!
My signature serve, the question which routinely drives the ball across the net is a very simple question. Who would you like to meet? It works because it gives me an opportunity to help the other person by making a great connection. And in networking if you can really make a great connection … You have won the match!
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