We’ve all been there, standing in a networking event, business card in hand, stuck in yet another surface-level conversation about the weather or how bad traffic was getting to the venue. Small talk can feel like a necessary evil, but what if I told you that skipping the superficial and diving deeper could help you build stronger relationships and close more sales?
The secret? Be more interested than interesting.
This phrase has been a game-changer for me in networking and sales. When you shift your focus from trying to impress others to genuinely wanting to know more about them, you create meaningful conversations that lead to trust, referrals, and, ultimately, more business.
From Small Talk to Real Talk
The key to moving past small talk is asking the right questions, ones that get people talking about what they truly care about. Here are a few ways to make that happen:
1. Use Networking as a Resource
One of the biggest missed opportunities in networking is not leveraging the people in the room. Networking isn’t just about collecting contacts, it’s about solving problems. The people around you are business owners and professionals just like you, facing challenges, making decisions, and figuring things out along the way.
Instead of just exchanging pleasantries, use networking events as a way to ask for insights, advice, and referrals for your own business challenges. Need a great bookkeeper? Looking for marketing strategies? Want feedback on a business idea? These are all great conversation starters that will lead to more meaningful discussions and deeper connections.
We’re showcasing this exact technique at our upcoming Networking for Introverts Roundtable on February 13, 2025, from 5:00 – 7:00 PM at The Event Spot in Orange, CA. This event, hosted with the Orange Chamber of Commerce, is designed for small business owners to engage in small group discussions about challenges, successes, and ways to support one another. If you’ve ever wanted to network in a way that feels more natural and productive, this event is for you!
2. Ask About Their Passion, Not Just Their Profession
Most networking conversations start with, “So, what do you do?” Instead, try:
- “What’s the most exciting project you’re working on right now?”
- “What got you into your industry in the first place?”
- “If you weren’t doing this, what would you love to be doing?”
These open-ended questions get people talking beyond their job title and into what really lights them up. You’ll learn more about their motivations and find natural ways to add value.
3. Find Common Ground Beyond Business
People love to talk about things they’re passionate about, hobbies, family, travel, or even their favorite local coffee shop. If someone mentions their love for hiking, great! Now you have a topic that builds connection beyond business.
Try asking:
- “What do you do for fun outside of work?”
- “Have any big trips planned this year?”
- “What’s a hobby you wish you had more time for?”
When you allow space for these conversations, you position yourself not just as a business connection but as a resource in multiple areas of their life.
4. Follow-Up Is Where the Magic Happens
Having great conversations is one thing, staying top of mind is another. The biggest challenge most people face in networking and sales is staying consistent with follow-ups.
That’s why I’m excited to co-host a free virtual workshop, “Networking Strategies & Systems for Success” with CRM expert Brandon Drake on February 14, 2025. One of the key things we’ll be covering is how to automate your follow-ups and deepen your connections without it feeling forced or salesy. If you’ve ever struggled to keep up with networking contacts, Brandon will be sharing a simple system to help.
📅 Register for Networking Strategies & Systems for Success Here
5. Learn From Others’ Successes and Failures
Every entrepreneur and professional has a unique journey, and there’s always something to learn from their experiences. That’s why I’m launching a new YouTube series, “Let’s Talk Business,” where I’ll be sitting down with small business owners to discuss their biggest wins, toughest challenges, and the lessons they’ve learned along the way.
By hearing real stories, you’ll gain actionable insights and strategies that you can apply to your own business. Stay tuned, more details coming soon!
The Bottom Line
Networking and sales aren’t about talking at people, they’re about building real connections. When you take the time to be more interested than interesting, you’ll create relationships that last, make meaningful referrals, and close more deals in the long run.
So next time you walk into a networking event, use the opportunity as a resource, ask for insights, share your challenges, and engage on a deeper level. And if you’re ready to take networking to the next level, join us on February 13 for Networking for Introverts and February 14 for our Networking Strategies workshop. Let’s make networking more valuable together!
📅 Register for Networking for Introverts Here
📅 Register for Networking Strategies & Systems for Success Here
