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Other examples of “open-ended questions might begin with, “How can you...,” “What kind of...,” “In what way did you...” or “When do you expect...,” The information you gain from such an exchange may, for example, give you new ideas on how you can help move a project forward. Asking how and why a person made the decision to start his/her own business can provide valuable information regarding the character and the decision-making abilities of this person. Another way to elicit this same kind of information is to ask, “What was the defining moment that made you decide to start your own business?” Asking the question in this particular way may also, as an additional benefit, bring forth an interesting personal story. As importantly, the particulars of the defining moment may give you special insight into how your products/services could support his/her mission.

On the other hand, “closed questions” generally begin with words such as, “is, are, can, may, do, will,” etc. For example, “Are you new to the organization or this area?” This type of question brings a response of “Yes or No,” or other “one-syllable” answers, and typically produces information that is less beneficial to you.

Another approach to start out with, particularly if networking seems a bit foreign to you, is to have a set of questions ready to use. This technique can be a confidence builder, especially for someone new to business or new to networking meetings and/or events. With some planning and practice or some professional training and development, your ability and skill in asking “open-ended” questions should improve and enable you to more readily adapt or rephrase your questions to make them appropriate to the person with whom you are dealing.

You can also improve your communication and presentation skills by…more in the book. (order now)