Top Lawyer Coach, LLC

If your meetings consist of purely social discussions about golf, vacations, or your new mobile phone, you are squandering valuable marketing time.

Most professionals spend hundreds of hours a year in networking meetings with friends, relatives, and acquaintances. Unfortunately most approach these meetings (lunch being the most popular) haphazardly.

Avoiding business discussions or allowing only superficial ones is a missed opportunity to deepen a relationship. Not only is it okay to discuss business with friends, it's a true compliment to ask a person to educate you about their area of expertise.

What you do before, during and after the individual networking meeting is key. Here are a few pointers:

Before the Meeting

• DO YOUR HOMEWORK. What, or who, do you know that can add value to the person your are meeting with?
• PREPARE QUESTIONS. (see: "13 Sure Fire Questions" for inspiration)

During the Meeting

• LISTEN MORE AND TALK LESS. Learn their needs, and how you can help them.
• HELP THEM REDUCE THEIR "WORRY PILE." Everyone has "issues" - be attentive, and be ready to forgo your prepared questions of lieu of brainstorming solutions.
• ASK THEIR OPINION. Consider your own "worry pile" and find out how they can help you.
• ASK YOUR PREPARED QUESTIONS. These questions are surprisingly effective, even with people you've known for years.
• ASK TRANSITION QUESTIONS. These are designed to bridge the conversation from casual to professional. "How does working with your current company compare to working at your former company?"
• LOOK FOR MUTUAL BENEFIT. Actively explore putting your friend together with someone for their mutual benefit.

The Coach's questions -

1. Are you networking effectively?
2. Do you consistently bring value to your networking meetings?