Do you want to make your networking efforts more effective?  Many of us get frustrated by networking because we find it difficult to create meaningful business relationships in which both people involved know the other and want to help.  It’s easy to get stuck in a never-ending cycle of large networking events and business cards that never produces results (or enjoyment, for that matter).

There are two steps to breaking the pattern.  The first is to invite some of the professionals you are meeting at these networking events to a cup of coffee.  It’s hard to get to know someone in a big, crowded room, but much easier during a 45–minute conversation at your local coffeehouse.  You don’t have to invite everyone you meet; reach out to the people with whom you feel you could create a mutually-beneficial connection, or those whom you simply enjoyed meeting.   

The next step is to have a really good conversation over that cup of coffee.  Think of it as a first date for business.  The trick is to ask genuinely sincere questions, so that you can uncover information about the person, their business, and how you can help them.  What’s great is that as you ask questions, they will usually reciprocate and ask you in return.  By asking insightful questions, you’ll find that you have many connections with your networking partner, and you’ll find ways you can help each other professionally.

Below are 21 questions (20 plus a bonus) that you can use to help direct your conversation.  You don’t have to go straight down the list asking the questions one after the other.  Rather, use it as a guide or as a prompt during your conversation.  At the end of your conversation, the more you know about the other person and their business, the better your professional relationship will be. 

1. Where are you from?
2.  Where did you go to school?
3. What is your degree in?
4. How long have you lived where you live
5. Why do you live there?
6. Why did you choose your current career?
7.  What did you do before this position?
8.  What do you like best about what you do?
9.  What do you like least about what you do?
10. Where do you see your career in 5 years?
11. Why do you do what you do?
12. What are your favorite types of people to work with?
13. What’s the best quality of your company?
14. What is unique about your company and how you work?
15. What is your biggest obstacle in the next year?
16.  What is your biggest business opportunity this  year?
17. What other organizations are you involved with?
18. What do you like about them?
19. What are your favorite hobbies?
20. What do you think of people in my line of work?
21. How can we help each other’s business grow?