McGee Strategies Blog

Following up from the last post, Here are Motivating questions that can be used during a conversation. It is important to sequence motivating questions only when you have drilled through the surface and value questions. and none of them should be fired off back to back.

What is a great moment or accomplishment in your life?

Technorati Tags: Questions, Motivation, Networking

I received an email the other day from someone wanting more clarification over types of motivation and value based questions to ask.

My first thought was, “wow there are readers!?” the second thought was instead of trying to further explain, why not show you readers these questions.” So today I will post the value based questions, and in my next entry I will post typical motivating questions.

Technorati Tags: Questions, values, networking

Don’t let the relationship die out like a cheap one night stand. You have just wasted your time if you do not follow up. Out of Sight means out of mind. However, most conventional follow up tricks, The quick e-mail, and/or thank-you note are losing their effectiveness. Like many other conventional things, they become so expected, they lose their appeal and significance

This doesn’t mean, however, the idea is lost. Simple unexpected notes, as well as follow-up coffees, are still effective, but they have to provide value for the recipient.

Technorati Tags: networking, follow up, appeal, thank you notes, emails

You want to leave an impression, but not too much. Otherwise people lose their sense of relatability to you. I know I sound like Brad Pitt’s character Rusty talking to Matt Damon’s character Linus in Ocean’s Eleven when Linus is surprisingly put in the role reserved for the Danny Ocean. “and whatever you do, don’t under any circumstances…” but it is true, strong personalities are admired, but too strong personalities are often annoying.

Very few people want to be around someone who always sees the downside of things. Networking events are full of people with big dreams. Don’t confuse pessimism with realism. Are you ‘being real’ or ‘being rude?’ Being Pollyanna might get annoying to some, but being a grouch only turns people away.

Technorati Tags: networking, positivity

Many are aware of the 80/20 principle in terms of leadership coming from twenty percent of the people involved in any group. In networking your conversation should be the same way, you should only lead the conversation 20 percent of the time.

Eighty percent of your conversation
should be focused on the other person, You do this by asking four types of questions; surface, motivating, value based and clarifying.

Surface questions are the ones we are most use to, the who what, when, where, questions- name, occupation, hometown, school, length of employment.

Value question are the How and why?, “What brought you to Des Moines, “Why study Business?”, etc

Motivating questions, seek catalyst answers, “where do ultimately see yourself at XYZ company?”, “What do you like best about downtown?”, “How can I help you? ”

Clarifying questions, seek to clear any confusion from previous statements or seek a more detailed response.

The remaining 20 percent is spent setting the foundation to
your questions and empathizing or relating to their responses. Without
the other 20 percent, you’ll seem like George Stephanopoulos or Tim
Russert grilling your interviewee.

I found out through personal experience that I seemed to get better results at networking events when I would go it alone. When I went with close friends or family, I would inadvertently rely on that person who already knew my values and preferences to lull me into staying within my comfort zone. The result was my network grew little at those events.

Some spend networking events doing this exact thing, talking to the same people they already know. How will your business or reputation grow
ifyou only speak with those you are familiar or comfortable? If you go
alone take to the risk like trying to enter a double dutch jump rope,
be patient, find the rhythm, and jump in. If you stuble, start over
again.

While taking to an event like an 80’s action hero would probably violate tip #3, you don’t want to be like Laverne and Shirley or Burt and Ernie either. Ideally it is okay to partner up during these events, If you use each other as an aid. Pick several rendezvous spots throughout the event, to make brief comments, pass on information, assess the event, etc. then move on. Use each other to make introductions the other might not know, then again move on.