No One Cares What You Do!

At the next networking event you attend, count how many times people come over to you, squint to see your name, then ask "So, (name) what do you do?"

If you count more than one person who asks that--and you and I both know you will--then you'll also have to agree with me that this is the single worst question to ask at a networking event. You go to these events to meet new people who will remember you. Guaranteed, they won't remember you if you sound just like everyone else.

Instead, engage them in a conversation by asking the question, "I'm curious, what's the biggest challenge in your business today?" They'll start talking. And talking, and talking. But as you listen, you'll hear about their needs, and their pain. It's pain that makes people into buyers, and the more pain they have, the more quickly they'll buy at what ever the price.

I am so tired of reading and hearing "networking experts" who talk about crafting the perfect unique selling proposition, or the ideal elevator speech. I also am amazed by the number of experts who encourage 'small talk' and 'schmoozing.' You're there to learn about people's business needs, and when you've established that there are common denominators between the other person's pain and what you have to offer, then you can engage in small talk.