When at a networking event it is critical to see those attending as people instead of a potential sale or business contact. The Mastermind Group, Business Before Breakfast, sponsored by the Brookfield Chamber of Commerce, discussed what questions would 
they ask a person that they had just met at a networking function. It was unanimous that this is NOT the time to make a sale or ask for business. It is the time to find resources, find out how to help the person you are talking to, gather information and most importantly ask questions. It is not the time for a sales pitch.
Understanding that no matter how large or small the group, you will probably only get to have meaningful conversations with 3-6 people. There is no value in collecting dozens of business cards. You want to meet a handful who you will follow you will follow up with AFTER the event. You need to go to the event with that in mind. Connect a new acquaintance with a potential resource, lead or solution to one of their problems. Schedule a coffee meeting to learn more about them and their business. Invite them to another networking function. At the very least, send them a note that you enjoyed meeting them.
After the obligatory introductory questions the group talked about what should be the core of the conversation.
Questions that the group suggested:
Where are you from?
What brought you here today? Or how did you find out about this function?
What’s going on in your industry this season?
What is your biggest challenge right now?
What are you working on these days?
What problem do you solve for your clients?
Who have turned out to be your best clients? Referral sources?
Where do you find your clients?
How did you end up in this career/ job?
What do you like best about what you do?
What did you do before this job/ career?
WHAT CAN I DO TO HELP YOU?
You can see from the tone of the questions above that this is scenario where you are interviewing/ questioning THEM to find out how you can help THEM. If you do that, inevitably, eventually, they will ask what you do and how they can help you. By the way, you need to KNOW the answer to these two vital questions. At Friday’s meeting, one member stated that she did custom embroidery on shirts and other apparel. I challenged her that wasn’t really what she did. She help to promote brand awareness and a professional appearance through custom embroidery on apparel or promotional items. I do NOT sell house. I give clients the information, guidance and support that they need to make life style choices through housing options.
So there it is. A survey of over 1000 successful business owners revealed that they spend an average of 6 hours a week networking. That may be a lunch meeting with one person or a tradeshow where they see hundreds. Do it right and it will become the cornerstone of your business. Do it wrong and it is a total waste of your time…other than perhaps some free wine and food.