With little time per conversation, every minute counts. A few simple practices greatly increase the chance of that conversation turning into a real opportunity.
Ask the right questions
- "What are your company's biggest challenges right now?"
- "What kind of client or partner would make the most difference to you at the moment?"
- "Have you worked with companies in my sector before?"
Open questions reveal more than yes/no ones — and they help you quickly work out whether there is a real opportunity there.
Listen more than you speak
It is tempting to use all the time talking about your company, but the best opportunities usually appear once you understand what the other person needs first.
Take notes
Keep a notepad (paper or digital) nearby. Write down the company name, what was discussed and any next step agreed — after several conversations in a row, the details blur together easily.
Look for opportunities
Not every conversation becomes business on the spot — and that is fine. Watch out for referrals, future partnerships and connections the other person can make for you, even if they are not direct clients.