Glorious weather, a beautiful venue and the recognition of outstanding service and excellence in business.

Haythrop Park in Oxfordshire played host to arguably the biggest event in our industry. A huge awards rally where achievement and success is celebrated along with some healthy and light-hearted competition between businesses and even between our own office and those we’ve helped set up in business for themselves.

On a personal note, our office scooped a whole host of awards for business excellence, customer service, event booking and more but it was seeing the guys and girls from Epiphany Promotions receive awards for their sales excellence just six months after completing our business development programme and setting up on their own which brought the best reward.

Our ethos is about helping others achieve their goals so to see how Epiphany Promotions and LoCo-Motive International are growing so fast and achieving so much success so quickly was testament to that.

What about the future? Ronnie has been leading the charge in our office of late and delivering great results for our clients on multiple campaigns this year. To see him win a Platinum Award for excellence in sales as well as progress to Entrepreneur Stage 3 (he now commands a team of eight), AND they were not the only awards he came away with, was brilliant. We can expect great things from Ronnie as he works through ES3 towards becoming Business Partner.

All in all it was a great weekend, great to receive so many awards and see our BDP graduates doing great things in business. There are way too many highlights and stars to recognise here so please do visit our social channels to find out more and see more photos of what made this year’s awards so great.

As an entrepreneur I’ve learned the importance of heeding the best business advice I’ve received from many other top entrepreneurs. The bottom line: It takes a lot to build a business and grow it to profitability. Funny enough, the most impactful lessons have come from my biggest failures though.

Here were some of the biggest and best pieces of advice for entrepreneurs today.

• Becoming successful in business is more about your mentality, psychology and determination than it is about finding little tips, tricks, hacks and exploitations in the marketplace.
• Start today. The only true way to learn is by doing and you can’t afford to sit around waiting for funding, hoping someone else will come along to help you execute on your idea or complain that you don’t have the time. Making excuses won’t help you start a business and it sure as hell won’t help you create the lifestyle you want for yourself.
• Never stop building meaningful relationships with customers and other people in your industry. Choosing to instead view competitors as potential partners and collaborators can positively impact your business in a big way.
• Focus on setting & achieving small incremental goals rather than trying to start a business and instantly build your vision of what the company should be in the years to come. Setting realistic goals and milestones is a major component of my course, The Launch Formula.

Books are revealing.

They display your unfolding story. Have you ever gone to someone’s home and stood in front of their library or bookshelf? It is an insight into decades of education and time spent.

This crop of books read fit into that tale.

Working on my entrepreneurship, uncovering technology trends, chasing digital marketing insights, the art of book writing and growing my communication skills are all on the agenda.

In essence it is all about “winning at business and life in the modern world”.

But a word of warning.

Ideas can be provoking and inspiration is exciting but if you don’t act on them nothing happens. Here are 5 books that will change your view on both your business and your life. But….only if you start implementing on the ideas revealed.

#1. Deep Work

Full title: “Deep Work: Rules for Focused Success in a Distracted World”

This book by Cal Newport was an inspiring look at productivity.  But if you get past the top level message it is not just about productivity but designing your life.

In it he discusses two types of work. Shallow work (or busyness) and deep work….where the magic happens. The habit of making the time for doing work that matters is something I discovered over seven years ago. I discovered on reading the book that it was something I had been doing but by a different name. The reality is that it was a habit I formed. I wrote about this in this post, “This One Habit Transformed My Life”

This book discusses and distils the practice of building a legacy and making a difference.

Worth a read if you are into creating something of consequence or succeeding in a world that is sometimes seen through the lens and distractions of a shallow and social web.

Image source: Amazon

#2. Beyond The E-Myth

Full title: “Beyond The E-Myth:  The Evolution of an Enterprise: From a Company of One to a Company of 1,000“

Michael Gerber is a household name to many baby boomer business owners. His original book “The E-Myth: Why Most Small Businesses Don’t Work and What To Do About It” that was published in 1986 was a best seller that tapped into the vital and often overlooked distinction between working on your business and working in your business.

This book is maybe his last (and shortest) as he is now in his eighties. But this one goes beyond his initial message of building a business that can scale and be sold.

That is…..”your business is your story”.

So read it for two revelations. One is the soul of the business and the other is the science needed for growing your business from the garage to a world beating organisation.

Image source: Amazon

#3. Platform Revolution

Full title: “Platform Revolution: How Networked Markets Are Transforming the Economy–and How to Make Them Work for You“

Business models built on the industrial revolution still work but they are crumbling at the edges.

Sangeet Choudary, Marshall Van Alstyne and Geoffrey Parker collaborated on this book that is the best distillation of the modern digital business world I have read. They reveal why businesses can scale so fast on the global web. They look into the secrets behind the Uber’s, AirBnB’s and the other Unicorns that have burst through the billion dollar valuation ceiling. 

The framework is is built upon this one premise “the goal of the new business platforms is to enable interactions between consumers and producers”.

This is achieved at a conceptual level with three stacks.

• Network, marketplace and community layer
• Technology infrastructure
• Data and how that can be applied to the evolution of the business model.

It is a great read that will help you get more clarity on the future of business.

Image source: Amazon

#4. Published

Full title: “Published:  The Proven Path from Blank Page to Published Author”

Chandler Bolt of Self-publishingschool.com is a bundle of driven energy. Some may call him a force of nature. His story is one of discovery and a personal tragedy that lit a fire.

This book reveals his path to finding out how to make money from writing, his process and some marketing tactics that you may not have heard of.

A quote from Robert Kiyosaki that Chandler shares inside its covers. “Successful books are all about marketing” is the kernel of the message. And that is something I can vouch for.

So the key lesson from the author is that book success is a lot more about promotion than being a great writer. That is maybe the truth that most wordsmiths don’t want to hear. But the book does reveal what that marketing looks like. A must read for all writers that want to be noticed, create influence and make money.

Image source: Amazon

#5. Growth Hacker Marketing: A Primer on the Future of PR, Marketing, and Advertising

Full title: “Growth Hacker Marketing: A Primer on the Future of PR, Marketing, and Advertising“

The rise of Twitter and Facebook was a revelation to me that inspired this blog and revealed some truths. “Marketing has been democratised and you can build a global brand for free“. The other truth. “You don’t have to wait to be chosen to be published and create influence”

Marketing is now an intersection of art and science enabled by a mobile and social web that put the power in the hands of businesses big and small.

It is no longer essential to hire an advertising agency, run a TV commercial or beg a publisher for permission for brand and business building. You can growth hack awareness, leads and sales without paying big bucks. How do I know? It cost me $10 (a domain name) to reach 20 million people with this little publishing and marketing machine.

Ryan Holiday who was the genius behind the rise of American Apparel dives into these truths in this book that is a must read for all marketers and entrepreneurs.

Image source: Amazon

As of this date, we have coached over 2000 sales people. I have personally coached over 100, with some of those now running their own sales and marketing companies based upon the principles and methods we teach.

To mark the advancement of another 2 into ownership of their own company yesterday, I wanted to take this opportunity to tell you the 3 most important qualities of the highest paid, the top 10% of sales people in our industry.

1. Top sales people, and top human beings for that matter, are AMBITIOUS. They have an intense desire to be successful. What does this mean in sales? It means you want to be the best. They want to be in the top 20% of earners, who in turn make 80% of the money, and if and when they get to that top 20% they want to be in the top 10%. In short they want to win and be recognised and rewarded financially for that achievement. Another thing about truly ambitious people is they genuinely admire successful people. They don’t criticise or complain like low performers do, they look up to, admire and aspire to be like those who are successful and who they perceive to be more successful than them. When I say “the top 20% of the sales people make 80% of the sales” my discovery was that everybody who is in the top 20% started in the bottom 20%. So if you are struggling at this stage you know you can up grade your skill set by constantly learning and applying new things but set yourself a goal. The goal of becoming one of the top sales people in your office and don’t stop until you do.
2. They learn how to OVERCOME FEAR. Fear is the greatest single obstacle to success in sales and marketing. When I say “fear” I’m referring to the fear of rejection. So here’s a little bit of a rule to work by in sales; Go For No. See out the word no as often as you can. Instead of avoiding it, or settling for it or accepting it as a punishment in selling, be aggressive about getting people to say ‘no’ because here’s what I’ve found; the more ‘no’s’ you can trigger by talking to people and introducing them to your brand or service the more ‘yes’s’ you’re going to get. There’s a direct correlation between the two because sales is a numbers game. Here’s a great exercise for managers and owners to use to help their people overcome the fear of rejection; set a small fun prize for the end of the day for whoever has gotten the most ‘no’s’ from their prospects that day. In order to win the prize the sales people will speak to as many people as they can to get 70,80,90 ‘no’s’ to win that prize, but what happens over the course of that month is that your team is speaking to over 100 people a day each. As we know, the more people, the more ‘yes’s’ they will get, and sure enough, their sales and confidence goes up and up and up and they sell without fear of rejection. A fun experiment to run as owners and managers during this month is the bet on whether the person with the most ‘no’s’ over the month will also be the same person with the most sales. Spoiler alert…it will be.
3. The third quality of the most successful sales people is that they make A TOTAL COMMITMENT to success. These are the people who dedicate themselves totally to being successful. Unfortunately the bottom 80-odd% say ‘well, I’ll try it for a while and if it works out I’ll stay and if I make some money I’ll give it a bit longer’. They always have one foot out the door. Successful people, though, make a 100% commitment to becoming successful and they work at it until they are, and you know what else? It’s inevitable. If you commit and work at it long enough you will be successful.

Have a great week everyone!

To execute your business success plan more effectively, here are (5) five essentials to ensure a long term healthy and prosperous business and answer the question:  “How Can You Improve Business in the Next 12 Months?”

FIVE Essentials for Business Success 
and Growth include:

The Unbelievable

The goal is to have customers say; ‘WOW, how do they do that?” – with Service?  Speed?  How do they Out-Care everyone?  – with Price?  Convenience?  Free?  Support?  Knowledge?  Make them scratch their head in wonder about something every day, week, month…. year.

The Invitation

Each invitation must be Unique & Personal. The more unique and personal your invitation, the better chance of receiving a response.  Don’t blast, don’t treat everyone the same.  Automation is helpful to getting more done but can also send the message of “you are not important”. 

The Leader

A leader must have exemplary high skill & will.  Without a leader in place who can, and will, drag the business behind them vs. the other way around, any business will flounder.  If a business is being managed by someone who struggles to keep up with the current volume/employees/issues…  how will that same person have the ability to double business over the next two to three years?

The High Tech

Include the latest and greatest high tech to leave the competition behind.  Technology keeps a small business ahead of large business.  In larger businesses, barriers from logistics or a  lack of capital may exist.  Changing systems and processes can be slow.  Keeping the latest technology integrated in the business ensures better data, improves decisions, overcomes service barriers to WOW the customer and improve efficiencies.  Technology can make a business look like a winner and people love to be a part of winning, successful teams.

The Mind Set

“Good” today is not good enough tomorrow!  Even as you execute today, someone is becoming unimpressed, bored or another business is preparing to improve on what you offer and leap frog your offer. As their attention and dollars are pulled away to something “better”, getting them back might become an insurmountable goal. 

Seth Godin offers insight with:  

‘Good’ is not good enough.  ‘Good’ is boring.  Where is your purple cow?

Which of these essentials does your business include?  Review your business to know which essentials are missing. As you do so, the next step would be to understand the barriers and “why”.

One of the great things about our industry is the network. The community of like-minded entrepreneurs willing to network and grow towards a similar goal. One of the perks of our industry is that those networking and development opportunities are somewhere hot and sunny.

This year is no different, we took several members from our Business Development Programme to meet up with, network with and relax with people who are also building their own teams and businesses as well as those whom we have previously helped achieve their goal of running their own business.

It’s a unique and amazing opportunity to recognise determination, drive and hard work but also a great way to reward those same attributes by combining further knowledge and relationship building with a long weekend in the sun enjoying yourself.

Obviously, at Pure, we believe very strongly in a healthy work-life balance, but when your goal is to be your own boss, to be the master of your own destiny and love going to work because it’s your company then that distinction blurs somewhat. This isn’t because everyone running their own companies are workaholic burnouts, far from it, it’s because being master of your own ship is one of the most rewarding and enjoyable things in life. Business owners naturally want to improve their business, talk to people about their business, the problems it solves for people, and find out what other people doing likewise are discovering on their own journeys.

These trips reinforce that notion that working in this industry is something to be enjoyed but that being a business owner means seeking out, naturally, new relationships and ideas that will benefit you and also help you give the same to others.

The photo above highlights how Pure Events is fast becoming an organisation. We have former BDP graduates who having been running their own company since Feb 2019, we also have two members who are set to graduate and go into business on July 1st 2019 and team members who are half way through the BDP. All learning from and educating one another. This unique industry is one with a very healthy open-door policy where information and help on being successful in business flows freely and we are very proud to be a part of it.

Keep your best people easily by following these 7 great tips!

A few of the main causes of team member turnover are poor personnel selection, limited growth opportunities, bad decision making, lack of recognition and feedback, overworked team members, and low pay. Some businesses may not be able to give their people higher pay, but they can make impactful changes that increase retention. Want to reduce the turnover of your people and make your small business an amazing place to work? Then, check out these 7 easy suggestions from 7 expert business owners.

1. Add the RIGHT People to Your Team

“Hire the right people. Hire people who not only have the skill for the job but who fit in with your company culture. If they don’t fit in with your work environment, then they won’t be happy or get along with their co-workers. In turn, they won’t stay around long.” — Morgan Lathaen, Marketing & Brand Coordinator, Thumbprint

2. Mentor Employees (Great way to reduce Employee Turnover) 

This is something we believe in massively at Pure.

“Focus on development – the on-the-job kind and the kind achieved via mentorship and ongoing feedback. Everybody, especially the younger generations crave learning, growth, and development opportunities. They also thrive on feedback and guidance. The best way to keep your team motivated, engaged, and productively contributing is to help them learn fast and continue iterating their skillset and knowledge base as well as growing their network of mentors, advisors, allies, and advocates. Annual, or even quarterly, training ‘events’ will simply no longer cut it in this new paradigm. Employers need to be strategic, intentional, and proactive about offering or supporting informal learning.” — Halelly Azulay, CEO, TalentGrow

3. Always Show Employee Appreciation (excellent way to reduce employee turnover)

“One way to reduce the turnover within your team is to make it clear to people they are valued and that they have many opportunities for promotions and growth. If they feel needed and see the opportunity to keep progressing career-wise, they are less likely to leave.”— Stacy Caprio, Founder, Her.CEO

4. Have an Amazing Company Culture

“Build a culture that people feel connected to. When they believe in the mission of the company and what it stands for, their engagement will be retained and their desire to commit to the business will grow. With a strong culture, a connection is built, and work feels more like a community than an office. Constantly encourage your employees to grow, with top talent you want to keep them intrigued, challenged and motivated. When someone becomes bored at work, they will begin to look for other challenges that are likely elsewhere.”— Jared Weitz, CEO, United Capital Source

5. Host Regular Check-Ins (Key to reducing employee turnover) 

“One of the things we do to make sure our guys are happy with their work is to ask them if they are currently facing any challenges and what we can do to make their work easier. You would be surprised how much you learn when you give them free rein to explain what they are struggling with and how you can directly help out. You want your team to always feel that they can turn to you for help, no matter what.”— Seth Kravitz, CEO, PHLEARN

6. Give Positive Feedback

“People crave more positive feedback than you may think. Use this ratio when giving feedback – 5:1. For every 5 positive reinforcements of employee impact, give one constructive.”— Todd Horton, CEO and Founder, KangoGift, Inc.

7. Handout Exit Surveys

“You can use exit surveys to find out exactly why people are leaving and address the root causes of preventable turnover. The key here is preventable. A well-designed survey can identify those reasons so that you don’t waste time trying to reduce turnover that’s non-preventable.” — George Gillies, VP Operations, Insightlink Communications

There are so many great sales tactics so why do some sales professionals of today still use the hard sell tactics, which no longer have the same effect.

Hard selling is when you go straight to the point and start to try to sell your product without any finesse, without evaluating your customer’s needs. It is simply telling your prospective buyer that he should buy your product. Now this hard-core approach may work in some instances but the majority of your prospective buyers will be put off the sale by this approach.

Read on to find out 10 reasons WHY hard sales tactics never work.

1. People hate being sold to: Hard selling techniques will bring out the worst in people. When aggressive sales techniques are used this will prompt the prospective buyer to be aggressive as well and act negatively to the sales person. Pretty soon they are ready to argue with you and you know the sale is lost.

1. Hard sell will intimidate your prospective buyer: This sales tactic can intimidate some buyers and cause them to lose interest in the sale. Intimidation will again give your prospective buyer negative feelings towards the sale and give them a bad impression of your company when they see the sort of sales people you hire. This is another factor that will cause you to lose the sale.

1. Hard sell makes you sound desperate to sell: This will always put off your buyer. Buyers can sense when a sales person is desperate to sell a product to them. The buyer wonders why the seller is so desperate and this rouses immediate suspicion. This suspicion will turn into mistrust in what the sales person is saying. The buyer will be very unlikely to buy the product.

1. Hard sell in sales copy will often use hype: Prospective buyers are savvier than they were and will not put up with hype. They want the facts not some empty over optimistic promise. If sales copy tries the hard sell with this type of tactic the reader will not read any further and there will not be a sale.

1. Prospects need a reason to buy: Hard sell does not allow time to explain the benefits of the product and what the prospective buyer can expect from the product. Hard sell usually tries to sell features rather than benefits. Benefits are the reason for a customer to buy. You must answer the question on every prospective buyers mind “What’s in it for me?”

1. You need to build rapport with prospective buyers: Building a relationship with your potential buyer is the most important part of selling. You will not only make the sale on the initial product but you will also build confidence in your customer. When the buyer has confidence in you, they will very likely purchase other related products from your company. If you use hard sell you cannot build this all-important relationship. Ultimately you will lose not only the initial sale but also a valuable long-term customer.

1. Soft sell will allow the reader to make their own decision:  As mentioned people do not like to be sold to, they do not want to feel that someone is dictating to them and telling them what they have to buy. Most people want to feel that they are making their own decisions and soft sell will do this for them.

1. Soft sell always outsells hard sell: It is a proven fact that the soft sell always outsells hard sell. This is because people can be persuaded to buy, but do not like to be forced into buying. Hard sell is literally pushing your product at your prospective customer and not giving them a chance to say no. Soft selling on the other hand is offering your prospective buyer a product and allowing them to make the decision to buy.

1. It is more enjoyable to use soft sell tactics: Soft sell will allow you to use more sales strategies. It is more enjoyable getting to know your customer, demonstrating the benefits of the product to him and building up a good rapport with your prospective buyer rather than pushing a sale on him.

1. Soft sell is a powerful way of pre selling products and warming your customer for the sale. When you warm your prospective buyer for the sale, you will be far more successful in selling your product or service. People like to know more about products before they buy and pre selling will allow you to do this for them.

Hard sell tactics rarely work because of the above reasons. Also there is a stereotype of the pushy sales person using hard sell tactics. When hard sell is used, this image comes into the prospects mind and will immediately alienate them. In this way you will lose many sales.

You’ve always dreamed of turning your biggest passion into business, but you don’t really know how to make that happen? Don’t worry at all because we’re here to help you out! This is a quite rewarding way to make a living, even though it can also be very challenging from time to time. All you have to do is to keep on reading because we have three useful tips on how to make your dreams come true. Check them out and enjoy! 

Jump Straight In But Be Prepared To Lose Some Love Along The Way 

In the very beginning, it’s highly likely that you won’t have a detailed plan mapped out, but you know what? That’s completely fine, so remember that there’s no better way to start than diving in head-first, no matter how silly it may sound. This is simply because starting a business around your biggest passion means that you know exactly why you’re doing it, which will make it much easier for you to overcome barriers that may pop up throughout your journey. Even though your enthusiasm will keep you focused and motivated, you must also be prepared to lose some love along the way. The fact is that you’ll probably never feel the same way about your hobby, but that’s completely normal and you shouldn’t worry about it too much. After all, doing what you love means that you won’t have to work a day in your life, right? 

Be Persistent When It Comes To The Financial Aspect Of Your Journey 

Yes, we can all agree that monetizing your hobby is one of the best things that can possibly happen, but you must be aware of the fact that everything can get quite tough – especially at the very beginning of your journey. You mustn’t assume that your market will be as excited about your product or service as you are, so bear that in mind as well. Apart from investing loads of money, you’ll also have to invest a lot of sweat, effort, and even tears in your brand new business, which can be a frustrating and nerve-racking experience. Besides that, you can’t expect your money to return immediately, which is why you need to be smart about your finances and think one step ahead. One way to do it right is to check out low-rate personal loans which can be really helpful when starting a new business. The money you get can help you overcome the obstacles in the beginning, until you start making a healthy profit, so opt for it and you definitely won’t make a mistake. Here at Pure Events Solutions we can help you develop your own business without any capital.

Make Sure To Find A Balance Between Creativity And Commercialism 

When you create a particular product for personal fulfillment, you can make it just as you like it, right? However, everything is likely to change when your creation becomes a product for other people to buy, which is exactly when you realize that a balance between creativity and commercialism is absolutely essential. Turning your biggest passion into business actually is a very different approach to creativity, which is why you need to remember that the things you want to make might not be the same things your customers will be willing to pay for. You have to be practical about it, which means that you have to ask yourself a lot of questions in the first place. Some of them are: What does it cost to produce a product? How long does it take to make it? How much can I sell it for? How much will it cost to ship? These are just the tip of the iceberg, so take your business seriously and change your offering to meet market demand if necessary. Needless to say, turning your passion into business often requires making compromises, so be ready to do whatever it takes to achieve a perfect balance between the creative side and the commercial side. That’s the key to success! 

As you can tell, there are a lot of things you need to take into consideration when turning your passion into business, but you know what? These three are certainly the most important out there, so make sure to bear them in mind no matter what. Just stick to our tips and guidelines and you’ll make that happen – that’s a promise!

Odds are, you already know how important networking is. You might have leveraged your network to land a job, procure a new client or even switch careers entirely — or at the very least, you probably know someone who has. But despite the endless benefits of networking, many people still dread the experience. In our industry, networking helps with everything from recruitment, sales and business growth so how do we master the art of getting the most out of the many networking opportunities within our industry each year?

Often, people still fear networking and meeting new people because they simply don’t know what to say. After all, approaching a stranger you know nothing is what we do everyday, but when it’s not in the course of your usual business it can be pretty intimidating — what in the world do you talk about?

Well, the next time you find yourself wondering this at an industry mixer, don’t fret. We talked to a handful of career experts to get their recommendations on great questions to ask while networking. Use any of these questions for a quick and painless conversation starter.

1. “What brings you into this industry?”

This light-touch question is a great way to begin a conversation, explained Michelle Tillis Lederman, author of The Connector’s Advantage: 7 Mindsets to Grow Your Influence and Impact.

“This question shows you are interested in the other person and are not just trying to figure out how they can help you. Their response will give you a sense of what they are working on and what is on the front of their mind. That will lead you to extend the conversation and figure out how you can add value to them,” Tillis Lederman explained. “They will also likely ask you the question in return and give you an opening to share what your current objectives are.”

Related: How to Network

2. “How did you get involved in the company?”

Once you know a little bit more about somebody’s professional background, ask them how they got their start. It can provide valuable takeaways for you, as well as make you seem more likable.

“Finding out more about their journey leading up to their current role can offer an excellent insight into what you might need to do in order to work in that industry, role or company,” said Lars Herrem, group executive director at recruiting agency Nigel Wright Group. “Demonstrating your interest and enthusiasm is key to creating a lasting impression and making yourself memorable, something which will prove extremely beneficial if you end up reaching out to this person in the future.”

3. “Since you work in the industry, how do you feel about X?”

Asking about a specific, timely event in the industry — whether it’s proposed legislation, a merger, a recent news story, etc. — is a great way to show the person you’re speaking with that you are knowledgeable and thoughtful, both of which are key to being memorable, said career coach Eli Howayeck of Crafted Career Concepts.

“First impressions matter. The best thing you can do, besides being a nice person, is to demonstrate how you think and what you know about the marketplace,” Howayeck explained. “This helps direct the conversation and informs your conversation partner that you likely know what you’re talking about or, at a minimum, pay attention to what is going on in the world and [are] not only focused on yourself and your advancement.”

4. “How would someone progress in your office?”

The ultimate objective of networking is often to get a new opportunity, but coming out and asking somebody you just met to help you get one can be pretty off-putting. However, that doesn’t mean you can’t approach the topic at all — you just have to do so delicately.

This question “is a subtle way to ask about opportunities without coming right out and saying, ‘Do you know if they are hiring?’” said career coach Madelyn Mackie. “If you are lucky, they will ask you if you are interested and then provide you with a business card to follow-up with them after the event.”

Even if they aren’t able to help you out directly, though, you will likely gain some valuable insight that will help you in your job search process.

5. “Based on your journey, what do you wish someone would have told you earlier in your career?”

This is a great question to ask if you’re speaking with somebody who is more senior than you are. It allows them to impart the knowledge they’ve acquired over the years with you, as well as appeals to their ego.

“People are way more comfortable sharing their wisdom than they are sharing their contacts, and both can be very valuable,” Howayeck said. “Seeking to learn from others honors them and shows that you’re invested in growth. It also shows deference and can endear the person to you and deepen the connection.”

Related: 5 Ways to Grow Your Network From Scratch In a New Industry

6. “How do you spend your time outside of work?”

At its heart, networking is all about forming connections with others, so don’t be afraid to veer towards lighthearted chitchat. Questions like this one help people open up, and make it clear that you don’t expect the interaction to be purely transactional.

“This kind of question lowers the stakes and also gives the other person a chance to discuss what they’re passionate about,” Howayeck explained. “It also shows that you are actually interested in them as a person, and not just what they do and how it could help you.”

Who knows? You may even bond over a shared interest or activity!

7. “What’s the best way for me to get in touch/follow up with you?”

Ask this question, and you’re guaranteed to avoid one of the biggest mistakes that novice networkers make, according to career coach Nikki Bruno: “Beginning networkers often make the mistake of giving away a stack of business cards but gathering none. The only way to ensure that you’ll be able to follow up with new contacts is to get their information; it keeps you in the driver’s seat.”

“Note that this question is intentionally different from ‘May I have your card?’” Bruno added. “Asking to stay in touch or to follow someone shows that you view him/her as a human being, not as a mere contact.”