“Like I said,” Rob drawled, “Y’all know that being able to
spin a good yarn stickin’ to the truth without gettin’ tangled up in the
details is how you get the dogs out from under the porch.”
“Fletch,” Kate asked, “Can you translate that?”
“Sure,” I said, “Rob’s idea of being a brilliant
conversationalist is being the center of attention. For him, that works. For
the really good networker there’s another way.”
“Oh?” Kate said.
“Yes,” I responded
The table went quiet. They were all looking at me.
I said, “Tell ‘em, Kate.”
Kate explained, “It’s a technique I came across in some
sales training done by Xerox in the 90s, I think. What you do is:
- Ask an
open ended question, one that can’t be answered with just a word or two.
up and listen.
they run down simply say Oh?”
“Oh? “ I said.
She went on, “They will keep adding information just about
as long as you are wiling to listen. The trick is to get them started.”
Rick dove in, “And the most common question in our culture
is what do you do?”
“Give the man a gold star,” said Kate. “Anyone else have a
question that works?”
Rick, our inveterate traveler, said, “I’ve got another
one—If you could visit any place in the world, where would you go?”
“That works,” said Kate, “If you remember to say Oh?”
Gail piped up, “If you could have any technology to help you
run our business, what would it be?”
“Sure,” said Kate. “Again, remember when they run down to
What question would you ask?
Jerry Fletcher provides this kind of proven marketing advice
to all his clients from across kitchen tables to corporate board rooms. See his
answer to “What do you do” in the video
on the home page of: www.JerryFletcher.com
Jerry Fletcher Speaks on 30 Second Marketing, How to develop an unforgettable self
introduction. See his story about Margie at www.NetworkingNinja.com