Home > Zen & the Art of Legal Networking > Rainmaking Recommendation from Jaimie Field:"Who are you?" Rather than "What do you do?"

Rainmaking Recommendation from Jaimie Field:"Who are you?" Rather than "What do you do?"

On this foggy Wednesday morning, I bring you another great rainmaking recommendation from expert, Jaimie Field!

***

When you go to a networking event, what’s the inevitable first question that you get asked or that you ask another?

“What do you do?”

The fact is that this question implies that you are only interested in what they do for business
and what they can do for you, not who they are as a person. And vice versa.

Networking is about creating relationships which can lead to business. Sales is about closing the  deal and no one likes to be sold. So instead of inquiring about “what do they do”, start with questions which really ask them “Who are you?”

The questions can run the gamut from asking about family, hobbies, and their favorite sports teams (please stay away from the controversial three topics – politics, religion and sex). You can ask questions about what brought them to the event in the first place. Compliment them on their shoes, ties, clothing and style. Ask where they bought those items.

When you show interest in the person, rather than their business or what they can do for you, then
people will begin to show interest in you.

Inevitably you will get to the question: “What do you do?” But it doesn’t have to be the first one.

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.