Improve Your Networking Skills and Pitches

Saturday, April 10, 2021 | Entrepreneur


The following excerpt is from Jill Schiefelbein’s book Dynamic Communication. Buy it now from Amazon Barnes & Noble | IndieBound or click here to buy it directly from us and SAVE 60% on this book when you use code LEAD2021 through 4/10/21.

When we think about surrounding ourselves with the right people, we often think in terms of what those people can do for us. The real question you should be asking is, “What value can I bring to people?”

Related: 6 Strategies for Being a Better Listener

People do business with people, not businesses. Most people at networking events go right out, shake hands, ask what the other person’s name and business are and hand off a card. Sound familiar? If so, smack your business-card-passing hand on the wrist!

That, my friends, is not how connections are made. Aim for the “second handshake” with your networking conversations.

Picture this scenario: You walk into a networking event, and as usual, people are looking at you like you’re their next meal. Someone immediately approaches you, reaches out to shake your hand and says (in one breath), “Hi, my name is Brady, I’m the owner of Awesome Business, I do X, Y and Z. What’s your name and what do you do?” You spurt your scripted answer back, exchange cards and walk away. There’s no connection; there’s no second handshake.

Related: Use Video Education Campaigns to Grow Your Business

Now, try this scenario: You walk into a networking event, go up to someone who looks interesting, shake hands and introduce yourselves by name. You say, “Phil, I’m curious -- how did you get into doing what you do?” And a conversation ensues. After about five minutes, you’ve learned that you both left corporate jobs to go it on your own. You have something in common. The foundation of a relationship is laid. And you both genuinely enjoyed the conversation to the point that when you start to walk away, he extends his hand and gives you a second handshake. Success!

If you approach networking and relationship building in this manner, you’re bound to get a second handshake.

It’s these conversations -- these second handshakes -- that are the foundation of mutually beneficial relationships. The relationships that allow you to surround yourself with the right people. The relationships that lead to business success.

Questions to get a conversation started

Need some help getting that conversation going? Here are some questions you can ask that will likely throw someone a little off their pre-scripted networking pitch game. By doing that, you’re likely to have a better conversation, find a connection and get that second handshake.

Related: How To Sell More by Identifying What Type of Listener Each Customer Is

Business-oriented questions:

  • How did you get started in this industry?
  • Why do you love to do what you do?
  • How do you spend your time? 
  • What’s your favorite type of client to work with?
  • What’s your favorite problem to solve?
  • What’s the first thing you do when you sign a new contract?
  • What’s your favorite way to celebrate success?
  • What is something a client has said to you that really made you happy?

Digging deeper and some atypical questions:

  • When you were a little kid, what did you want to be when you grew up?
  • What was your favorite toy as a child?
  • (As a follow-up) Does it connect in any way to what you do today?
  • What is your favorite holiday tradition that you celebrate with friends, family or your employees?
  • What’s something you’re most looking forward to doing with your business (or with your family) in the next year?
  • What do you feel has been the secret to your success?

Use these questions to help generate conversations and see what type of relationships can develop!

Did you enjoy your book preview? Click here to grab a copy today—now 60% off when you use code LEAD2021 through 4/10/21.

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7 Precious Metals Stocks That Will Keep Your Portfolio On Trend

The growing acceptance of cryptocurrency is beginning to make mainstream investors rethink their idea of “store of value.” The trendy possibilities of Bitcoin, Ethereum, and any of the dozens of altcoins that exist on the blockchain are trending like the latest fashion.

However, the thing about fashion is that the more things change the more things stay the same. Just like the simple black dress that won’t go out of fashion, the same can be said for precious metals stocks. One way to think about it would be to say that the existence of a growing cryptocurrency market doesn’t change the value of precious metals.

Precious metals have long been known to be a safe-haven asset in times of market volatility and economic crisis. In fact, during the Covid-19 pandemic, gold prices surged about 30% breaking the $2,000 mark for the first time in its history. This was at a time when the prices of many cryptocurrencies were falling.

And precious metals have also been seen as a hedge against inflation, which seems like more of a certainty with the Federal Reserve’s pledge to keep interest rates at historically low rates into 2023.

Whether you’re looking to take your first steps at crafting a precious metals portfolio or if you want to fine-tune the one you have, we believe this special presentation is a good place to start your research. We’ve identified seven precious metals stocks that look to retain their allure in 2021.

View the "7 Precious Metals Stocks That Will Keep Your Portfolio On Trend".


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