20 Strategies For Business Leaders To Strengthen Employee Retention
Ray Titus is CEO of United Franchise Group (UFG), a global leader for entrepreneurs with brands in over 1,600 locations in 60 countries.

How much time are you wasting at business networking events with that tired, overused opening line: “What do you do?” I can’t imagine a more boring way to introduce yourself to a new contact; it invites a vague answer that doesn’t give you an opening to offer your services. This is the business equivalent of that groaner of a pick-up line, “Come here often?”

With a little more thought, you can engage in a real conversation with anyone you meet that could yield new business instead of just another name in your contacts app.

Stonger Networking

Every business owner and leader should be involved in networking. It can help you with everything from finding good vendors and future employees to selling your goods and services. But here’s a radical idea: Bringing in new business should not be your goal when you walk into the event; instead, you should focus on meeting new people that you can help reach their goals.

Attending the event with the intention of genuinely offering your time and resources will be far more beneficial than simply going to get things for yourself. If you display the attitude of helping others first without asking for something, you will more likely have people who feel the need to reciprocate and help you.

I understand meeting new people can be intimidating for reserved people, and it’s even more challenging to ask someone how you can help them when you’ve just met. That’s why uncertain people fall back on “What do you do?” It’s the easiest question to ask. If you hate talking about yourself, it gets the other person talking, so you don’t have to. But leaders can’t be afraid to do what it takes to build their business. Gaining more contacts is a must; networking is one of the best ways to do that.

Besides, with an answer like “I sell widgets,” the ball will be back in your court before you know it.

Instead, I recommend that you introduce yourself with open-ended questions that show your sincere interest in the other person and their business. This will give you the opportunity to showcase your company without seeming to brag.

Questions, Answers And More Questions

After you’ve swapped business cards, try these questions and possible follow-ups. Be careful not to pepper the other person with rapid-fire queries. Listen to each answer and respond to it. This is a conversation, not an interrogation.

• How did you get started? Listen for things you might have in common like similar schools attended, mutual friends or other connections you might share. Respond if you hear anything you want to touch on, but be brief so you don’t hijack the conversation.

• Why do you like this business/industry? Follow-up: Has it changed much since you started?

• What are you excited about lately? Follow-up: How’d you come up with that? Why does it excite you?

• What’s the best thing that’s happened to you this year? What has been your biggest success lately? Follow-up: How did you make it happen? What do you think made it work?

• What are you finding to be the most difficult in your business? Follow-up: Have you tried [your solution]? I’ve found that if you do [your solution], it makes it easier. It can feel great to help people get over a problem or situation.

• What’s on your radar for the next big thing? Follow-up: How did you hear about that? What are you doing to prepare?

• What kind of customers are you looking for? Follow-up: How can I help you connect with them?

• What are your big goals for the year? Follow-up: How can I help you reach them?

Making The Dream Work

Over the years, networking has helped me immensely. I’m always making new connections that I can utilize in some way. For instance, at an event where my company was receiving an award, I happened to sit next to a person who would become a very important financial contact.

That’s what you want to bring back from your networking events: Not a fresh pile of business cards but relationships that will benefit the people you meet and, later, you.