Want to be a successful networker? Then gain an understanding of others’ concerns and problems. In meeting people, instead of delivering your sales pitch, aim to make a connection, determine their interests, and establish rapport. Remember, the objective of networking is NOT to sell.

Networking is in fact a life skill, not just something we do when we want something from a total stranger or even someone we know.

Most people waste the few precious moments they have to make an impression by focusing on themselves. When in fact great networkers are generally great listeners. They believe in having quality conversations, not quantity. They don’t try to talk to everyone in a crowded networking event. What’s the point? The conversations will be shallow, brief and more than likely not memorable for either party.

Quality conversations, on the other hand, allow you to get to know a little more about the other person, build rapport and hopefully develop the foundation of trust.

It’s better to spend most of the time asking questions and learning about the other person and their business. Here are some topics/questions to get you rolling.

• How did you get started in your business?
• What do you like best about it?
• What changes do you expect to see in your industry?
• What are some of your biggest business challenges?
• Who would be a good referral for you?

Remember, it shouldn’t feel like you’re grilling them for information or probing for a sales opportunity – keep it light and conversational. The goal is to try and find something you can help them with - an introduction, connection to a needed resource or pass a referral for business to them.

People choose to do business with people they know, like and trust. Without trust, business rarely happens. Learning about them will help build the bonds of your relationship and ultimately, your business.