OK, let’s first understand that I am not good at networking. I do not like small talk and I am very uncomfortable going into a room with people I do not know, walking up to a stranger and starting up a conversation.
When I am out of town to conduct a speech or a seminar and I stop into the cocktail reception the night before to acquaint myself with my clients, it is usually a very short visit. I often find myself walking around looking for the cheese and the vegetable appetizers, doing a quick lap, and then I am off to my hotel room to order room service.
So, now you understand that I am not qualified to discuss networking or “how to work a room” due to the fact I cannot and do not want to network.
However, I remember reading a book about 20 years ago (yes, I have read one since then) and it explained that if you meet a famous person, do not fawn over them or say what they hear from everybody else such as “Oh, I just love your new movie. I think you are great.”
Instead, ask a question. Ask a question that is different and real and sincere.
Basically, ask something that you would want to answer if the question was asked to you. This gets someone to talk to you. The conversation will be more genuine; you won’t be discussing some nonsense like the weather or how much traffic there is today. Try to make the conversation fun, real, and something different.
An example: If you met George Clooney, an actor that has a great sense of humor and loves practical jokes, and you ask him “What was the best practical joke you have ever played on someone?” Chances are he will answer you since the question is different and it is a subject he would probably enjoy talking about.
Now, let’s say you are at a big meeting with your company and you notice the CEO nearby and you want to introduce yourself. Go over and say, “Hello my name is Hal, and I work in the sales department. I would like to ask you one question. What is the one accomplishment that you are most proud of since you have been with our company?” I promise you they will want to give you their answer and will be impressed that you even asked.
This scenario can be used with anyone and not just for networking. The topic for this article came to me when I was in Las Vegas a couple of days ago. A person that I was introduced to was talking over dinner about the problems he had at the hotel. Apparently housekeeping had overlooked his room and it had not been cleaned in three days.
So me, Mr. Big Shot — that is the “speaker dude” — decided to say, “Let’s go to the front desk, ask for the manager, and get you compensated for this lack of customer service.”
We headed to the front desk and the manager came out. Rather than get right to the complaining, I decided to practice what I preach and ask her, “What was the worst problem or incident you ever had to take care of?” She laughed a little and said “Oh sir, there really has never been one.” I asked again this time saying “Oh come-on, there has to be one.”
Well, I didn’t get her to give me a juicy story but my new friend got a free night’s stay and lots of drinking credit for the bar.
Hal Becker is a nationally known speaker on sales and customer service. He is the author of two best selling books “Can I have 5 minutes of your time?” and “Lip Service.” His newest book on negotiating is titled “Get What You Want!” He can be reached at Halbecker.com.
