Networking events are critical for any company trying to grow their business. These events are full of people that are ready to do business with one another. However, when we attend networking events, we notice many people get stuck asking the same question over and over. By the end of the event, they have failed to communicate their business effectively. When nothing comes out of the event, they mark it down as “an event that’s just not for them.”

While we do agree that not every event is right for every business, we do believe that every event can teach us something to apply in the future. Most people ask the same question in hopes that you’ll ask the same question back: “What do you do?” While this question will get the conversation started, if you want to keep the it flowing try these four tips at your next networking event – we’re sure they’ll increase your connections overnight.

Start with their reason to be here:

Start every conversation by focusing on the other person. Ask them what brings them to the event.  Based on their answer, the conversation can go in several different directions. Maybe they’re at the event because they’re new in town and are looking for people to connect with. Or they may be looking to learn more about their industry. Maybe they’re at the event because they have a new business. This question is not threatening and can lead to some very interesting conversations and can potentially build a strong long term connection.

Be prepared for talk about current events:

News and current events can give you an out when you feel like you’re losing control of the conversation. Prior to going to an event, read over the news of the week. Many news channels have weekly recaps of events that are happening around the world. Be sure you’re up to date on news in your industry (something you should be doing anyway) and use this information to keep the conversation flowing in the right direction.

Discuss their day to day:

Instead of asking “what do you do?” ask them to talk about their day-to-day. “So what does a day in the life of a baker really look like?” is going to give you a clear insight into what they really do. If they mention that they have to visit a different country for conventions, ask them about the country they visit, how they like it, and what they recommend.

Ask what got them started in the industry:

Everyone likes to talk about themselves. How they entered their current industry is a question that will give you an insight about the person’s life. Maybe they started at an early age, or while they were in college, maybe they have an interesting story about how they got to where they are.  If you’re lucky, they may share an idea or philosophy similar to your own. We have made several business connections with people that came from the same city, or went to the same college as our staff.

The purpose of these questions is to build a connection with the person. At the end of the day, networking is about building a relationship, not just a business connection, but a friendship. People like to do business with people they like.  Learn to like people and be genuinely interested in them.  Ask questions that show that you’re interested. Ask questions that let people know that you care about more than just their business. Think of it as business dating:  You need to learn about the company before you decide to make a long life commitment. Follow these tips and we’re sure your connections will begin to grow overnight.