It is a common misconception that business connections are only made through polished elevator pitches or planned presentations to a room full of prospects. In reality, the best business connections can often be made through everyday interactions; the neighbor you walk by every morning, the regular at the coffee shop you frequent, or the supplier you see every other week at the office.

In this issue of the Pulse, we discuss how true connection begins with conversation.

Networking events and formal, scheduled business meetings, while effective, are not exclusive paths to forging prosperous business relationships. Many opportunities come from being an active and engaging listener and having an open and curious mindset.

I recently ran into an old friend. We got to catching up on each others lives and she mentioned some issues she’d been running into lately with the restaurant she owns. The onset of rising ingredient costs had made it impossible for her to keep costs under control without making difficult decisions around menu prices and portion sizes. It wasn’t a sales conversation, and I certainly wasn’t looking for one. It was simply two friends talking. Yet by the end of our conversation, I realized it was a perfect example of how everyday discussions can uncover opportunities.

Reflect on your day-to-day; what interactions do you often have? Next time one arises, approach it with these tips at the forefront of your mind:

• Be genuinely curious
  • ‘What changes have surprised you most over the last few years?’
• Listen for challenges rather than waiting for an opportunity to sell
  • ‘What area of the business is causing the most headaches right now?’
• Ask follow-up questions
  • ‘What have you tried so far to address the problem?’
• Focus first on how you may be able to help
  • ‘Is there anything you’ve been wanting to look into but haven’t had the time?’
• Stay engaged
  • “Has anything improved since you first started dealing with those challenges?’

When my friend explained the impact rising ingredient costs were having on her restaurant, I could have immediately started offering suggestions. Instead, asking a few simple questions: “What has been the biggest challenge?” and “Are there any other expenses putting pressure on the business?” would lead to a better understanding of her situation and would lead to a much more meaningful conversation.

These tips still apply in the traditional sense too; be curious, attentive and helpful when speaking to a potential prospect, during a scheduled pitch meeting or when discussing referral opportunities.

But remember that, often, the most valuable business conversations don’t feel like business conversation at all. Your next casual run-in may just lead to discovering opportunity where you least expected it!