How to find clients through networking

It is more important to gather business cards than to give out cards.

Marketing yourself with a book requires networking. What is the best way to network with people at business functions, like Chamber of Commerce mixers or association luncheons? 

According to Bob Burg, author of the bestselling book Endless Referrals, “All things being equal, people will do business with, and refer business to, people they know, like and trust.”

One key to quickly establishing this type of connection is showing interest in other people by asking them questions. Burg has developed a series of questions to ask people at networking events that are not sales-oriented in any way.  These are fun questions to ask and fun questions to answer. 

While you will never need or have time to ask all of his questions during a conversation, Burg maintains it is good to have an arsenal to choose from.  Here are four his 10 questions:


  1. How did you get your start in the widget business?
  2. What do you enjoy most about your profession?
  3. What do you see as the coming trends in the widget business?
  4. What one sentence would you like people to use in describing the way you do business?

That should get a positive conversation going.

About Henry DeVries

Best-selling author and “marketing with a book” expert Henry DeVries is an authority on typing and talking: how to maximize revenues by writing books and making speeches. He speaks to thousands of business leaders, professionals, and consultants each year, teaching them successful tactics that shine a spotlight on their company, cause, or career. Along with his best-selling books — Self-Marketing Secrets, Client Seduction, Pain Killer Marketing, and How to Close a Deal Like Warren Buffett — the buzz-building tools of Henry DeVries have been used to dramatically increase revenues and leverage marketing budgets for two decades. He speaks to thousands of professionals and consultants each year, teaching them scientifically proven tactics that bring them new clients.

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