Always ask the first question

You’ve heard that you need to have an “elevator speech” to introduce yourself to a group. But that speech is NOT what you start with when you meet someone for the first time one on one at a networking event or a dinner party.

Instead, when you’re introduced to someone, simply say hello and ask the first question. The first question can be as simple as “What do you do?” or “Have you been to one of these events before?”

In making the first move, you’ve put the other person at ease and boosted your confidence. You’ve expressed interest in the person and asked a question designed to learn more about her. She’s going to respond and immediately start talking about herself. And while she’s talking, you’re listening for clues. Then you can either ask a follow-up question or use what she said to tailor your own introduction.

For example:

I approach a woman at a networking event and say, “Hi, I’m Sharon, and I’m a business coach. What do you do?”(Note that I asked the first question, before she even introduced herself.) She says, “I’m Susan. I own an interior design firm.” I then follow up with more questions – “Residential or commercial?” “Do you work alone or do you have a staff?” “How long have you been in business?” And so on.

From talking with Susan I discover that she works alone, she’s targeting residential projects and her biggest challenge is marketing to home builders.
Eventually we get around to talking about what I do, but now I can tailor it to her interests. I say, “I’m a business coach, and one of the things I do is help owners create marketing plans.”

She says, “How do you do that?” And we’re off and running, talking about marketing her business. I’m providing value to her and demonstrating that I can help her.

Do you see how asking that first question makes all the difference? You can find out what the person needs, and then offer solutions – either your own services or referrals to others.

Start asking the first question – every day. It will transform the way you talk with other people about your business.

Are you ready to turn Insight Into Action and watch your business flourish?
Schedule a no-obligation telephone consultation with coach Sharon Reus to learn more.