Stop Telling People What You Do. Start Asking Better Questions.

 The Networking Mistake That Costs People Opportunities Every Day

Picture this.

You walk into a networking event, shake someone's hand, and within five seconds they say:

"Hi, I'm John. I own an accounting firm. We provide tax planning, bookkeeping, payroll, CFO services, and..."

Sound familiar?

It happens at nearly every networking event.

Unfortunately, it also ends many conversations before they ever begin.

Why?

Because networking isn't about giving a commercial.

It's about starting a conversation.

The Problem With "I Do..."

When you immediately launch into what you do, you've made the conversation about yourself.

The other person hasn't had a chance to tell you who they are, what they need, or whether they're even someone you can help.

It's like trying to prescribe medicine before diagnosing the patient.

Instead of building rapport, you've started pitching.

Flip the Conversation

Instead of saying:

"I'm a financial advisor."

Try asking:

"Tell me about what you do."

Or...

"What brings you to today's event?"

Or...

"What kind of clients are you looking to meet?"

Now something powerful happens.

The other person starts talking.

And while they're talking, you're learning.

Questions Qualify Prospects

The best networkers aren't the best speakers.

They're the best listeners.

By asking questions, you quickly discover:

• Can this person become a client?
• Can they refer business?
• Are they hiring?
• Are they looking for opportunities?
• Do they know someone you should meet?
• Is there a way you can genuinely help them?

You can't know any of that if you're busy talking about yourself.

People Remember How You Made Them Feel

Think about the best conversations you've ever had.

Were they with someone who talked for ten minutes about themselves?

Or with someone who asked thoughtful questions and showed genuine interest?

People naturally enjoy talking about themselves, their businesses, and their goals.

When you become curious instead of promotional, you become memorable.

Earn the Right to Tell Your Story

Notice that I'm not saying you should never talk about what you do.

You absolutely should.

But after you've learned about the other person.

Once you've listened, you can tailor your response.

Instead of giving the same 60-second pitch to everyone, you can say:

"Based on what you just told me, I may be able to help. Here's what I do..."

Now your introduction is relevant.

It becomes a solution instead of a sales pitch.

Great Networking Isn't About Selling

It's about serving.

Ask questions.

Listen carefully.

Look for ways to help.

Make introductions.

Offer ideas.

Create value before asking for anything in return.

Ironically, that's when more business naturally follows.

A Better Networking Formula

The next time you're at a networking event, try this simple approach:

1. Ask about them first.
2. Listen more than you speak.
3. Ask follow-up questions.
4. Look for opportunities to help.
5. Only then explain what you do—and relate it to their needs.

You'll have better conversations, build stronger relationships, and leave a much more lasting impression.

Final Thought

Networking isn't about being the most interesting person in the room.

It's about being the most interested.

The people who ask the best questions don't just collect business cards they build relationships.

And relationships are what ultimately lead to referrals, partnerships, clients, career opportunities, and lasting business success.

So at your next networking event, resist the urge to start with "I do..."

Start instead with one simple question:

"Tell me about yourself."

You may be surprised where the conversation and the opportunity takes you.

Market Like a Hot Shot - Episode 54: Storytelling Like a Hot Shot

 Storytelling isn’t a “nice‑to‑have” in business. It’s the skill that separates the forgettable from the unforgettable. In Episode 54, we brought in one of the best in the game to prove it.

Meet Chuck Goldstone: entrepreneur, author, radio veteran, public speaker, startup mentor, and one of the most respected storytelling experts in the Boston innovation community. If you’ve ever heard his name in Hotshot Nation (and you have), now you get to hear the man himself. This episode is packed with wisdom, humor, and hard‑earned lessons from someone who has helped thousands of founders, leaders, and creators communicate with clarity, confidence, and impact.

Check out Episode 54 here - Market Like a Hot Shot - Episode 54: Storytelling Like a Hot Shot Inside this episode, you’ll learn: 🔥 Why storytelling is the foundation of every successful pitch, brand, and business 🔥 How Chuck went from radio to entrepreneurship to becoming a storytelling authority 🔥 Why attention is earned, not owed, and how to keep it 🔥 The biggest mistakes technical experts make when communicating 🔥 Why your audience doesn’t care about how something works until they understand why it matters 🔥 How to differentiate yourself in a crowded market 🔥 Why emotion drives decisions more than facts ever will 🔥 How serendipity, curiosity, and creativity fuel great stories 🔥 How AI can support storytelling… and how it can ruin it if you’re not careful 🔥 Why your story must be in your voice, not AI’s, not a template’s, not someone else’s Chuck also shares powerful insights on: • The “Z‑Chart” method for influencing behavior • Why you should never practice your pitch on the people who matter most • How to speak to “mere mortals” when you’re a technical expert • Why differentiation and memorability are everything • How to make people feel something — because that’s what they remember This is one of the richest, most actionable episodes we’ve ever recorded. If you want to communicate better, pitch better, lead better, or simply tell your story in a way people actually care about… this is the episode. Hit play and learn how to tell stories like a Hotshot. http://linktr.ee/marketlikeahotshot

Merchandise, E-Learning, Events and more at http://www.marketlikeahotshot.com

Connect to Market Like a Hot Shot on Instagram - @marketlikeahotshot Connect with Jeff on Instagram -   / aimcbizhealth  

Connect with James on Instagram -   / jvf  

Mass Professional Networking Events and Happenings - May 2026 - Turn Your Pitch to a Question

 Mass Professional Networking Events & Happenings May 2026 - The Networking Tip - Turning Your Pitch Into a Question -

Here is our YouTube Video on the AIMC Business Solutions Channel - Mass Professional Networking Events and Happenings - May 2026 - Turn Your Pitch to a Question

First, Jeff went over upcoming events in May 2026, which are found on: http://www.aimcbizsolutions.com/massp...

May 13th Little Rhody Professional Networking Event at The District in Providence - RSVP - http://mpnetworking051326.eventbrite.com

May 21st Mass Professional Networking Event at ElevenO in Foxboro MA - RSVP - http://mpnetworking052126.eventbrite.com

May 27th Mass Professional Networking Event at aLoft Seaport in Boston - http://mpnetworking052726.eventbrite.com

Now Onto our Networking Tip - Turn Your Pitch into a Question - Turning a pitch into a question—a technique often called a Question Pitch is a powerful way to engage your audience by making them reach their own conclusions, which often feel more persuasive than a direct statement. Instead of declaring a solution, you present the problem or potential benefit as a query that prompts the listener to agree with your premise. How to Reframe Your Pitch To turn your pitch into a question, focus on the core value or the "pain point" you address: • Identify your "Hook": Determine the single most important value you offer. • Use the Interrogative: Replace your statement of fact with a question, especially when the facts are clearly on your side. • Create Dramatic Tension: Use a question to introduce a dilemma, then use the rest of your pitch to provide the compelling answer. • Encourage Self-Discovery: Phrase the question so the listener's natural answer is "Yes!" or aligns with your goal. Why This Works • Active Engagement: Questions trigger the "thinking mind," forcing the audience to process your idea rather than just listen to it. • Reduced Resistance: Direct statements can sometimes trigger skepticism; questions invite the listener to become a participant in the solution. • Emotional Trigger: Well-crafted questions often tap into the listener's emotions or personal experiences, making the pitch more memorable. Practice Turning Your Pitch into a Question at a future Mass Professional Networking Event.

Market Like a Hot Shot - Episode 24 - Connect Like a Hot Shot

Networking doesn’t have to feel awkward, transactional, or like a stack of business cards you’ll never look at again. In this episode of Market Like a Hotshot, James and Jeff break down how to make meaningful connections at networking events that actually last.

You’ll learn:

• Why stories beat selling every time — and how to craft your own “connection story.”
• Practical tips for building authentic relationships at conferences, meetups, and industry mixers.
• The subtle moves that turn small talk into powerful opportunities.
• Common pitfalls to avoid so you don’t come across as pushy or forgettable.

This is more than networking advice — it’s about marketing yourself with heart, creating bonds that feel good, and walking away from events with genuine allies instead of just contacts. Whether you’re a marketer, entrepreneur, or professional looking to grow your circle, this episode will help you connect like a hotshot and make every networking opportunity count. Tune in now and discover how to transform your next event into a place of real connection, joy, and opportunity. Check out Market Like a Hot Shot on your favorite platforms - http://linktr.ee/marketlikeahotshot

Spotify - Amazon - Apple - iHeart Get your Merch - http://www.marketlikeahotshot.com

Stay up to date with your favorite hotshots! Jeff - ‪@Aimcbizsolutions‬ James - ‪@jvfsolutions‬ Market Like A Hot Shot - @marketlikeahotshot

AIMC Marketing Tip: Ditch the Pitch – They Don’t Care About Your Product or Service

When you’re at a professional event—whether you're trying to sell, partner, or simply make meaningful connections—there’s one truth you can’t ignore: The moment people sense a pitch, their guard goes up, their attention fades, and their interest evaporates.

That clever explanation or convincing argument you’ve rehearsed. It’s not landing the way you think it is. If you want someone to say “yes” to your idea, stop pitching. Imagine someone trying to sell you something. If they’re using a scripted pitch, what are the chances it truly speaks to your unique needs or motivations? Slim to none. That’s why it’s time to ditch the pitch. The most powerful way to persuade isn’t with a one-size-fits-all message—it’s through a real, personalized conversation that your audience actually cares about. Try these strategies instead:

• Think Conversation, Not Presentation Ditch the script. Start a dialogue.
• Uncover What’s Happening Behind the Scenes

What’s really motivating them? What problem are they trying to solve?

• Go with the Flow - Stay flexible. Let the conversation evolve naturally.
• Make It About Them, Not You - Focus on their story, not your solution.
• Share and Listen to Stories Stories create connection. Let your conversation be a shared narrative.

Just because a pitch sounds great in front of a mirror doesn’t mean it works in the real world. In fact, it’s usually the opposite. Practice the art of authentic conversation, ditch the pitch, and watch how often “no” turns into “yes.” Any questions, contact us - http://www.aimcbizsolutions.com

#ditchthepitch #marketing

Check out our video on the AIMC Business Solutions YouTube Channel - 

Hello Linkedin Connection! I Think We Lost The True Meaning of Networking. It Takes Seven!

Earlier today, I wished a connection a Happy Birthday message today on Linkedin and in return I got a long irrelevant sales pitch.

By 4pm today, I have received 12 new LinkedIn Connection requests and 10 of them where from someone offshore that does lead generation. Lead generation? Really, how? By spamming as many people as possible? The Ignore key was pretty busy.

Then I heard from an old friend that I haven't talked to in over five years, and his first question was if I have any computer equipment to dispose of. Really? Um, I am a recruiter, why would I have computer equipment to dispose of? Want an old laptop running Windows XP?

I get it that we all need to eat and have to be aggressive to a point to make any deals, but I think some people are out of control and need to go back to basics. LinkedIn or any other marketing channel/social media site was not built to be a free for all in mass marketing.

But all is not lost, and there is a way to adjust your approach.

Have you heard for the Seven Touches Rule?

It is a basic marketing principle that it takes seven “touches” before someone will internalize and/or act upon your call to action. These touches can take many forms: A physical connection, such as meeting at a networking event. Seeing an ad, either physical or digital.   So essentially, it takes up to seven interactions but someone will listen to you.

So there it is in a nutshell.  When you connect to someone, get to know them.  Understand their pain and then at some point, offer a solution.   Dumping a sales pitch at the first or second touch NEVER works.  Whoever taught you that sales technique needs to retire now.  

The path to the transaction is for your connection to know you, like you and trust you.  Once they trust you, then they will listen to what you have to say.

So when you reach out to someone, ask how they are doing, wish them a Happy Birthday or a congratulations for their accomplishment.  Have a conversation and talk about their projects while never revealing what you do or what you offer.  Wait and have another conversation and eventually you will have your "in".  Don't blow it.

When At A Networking Event, Ditch The Sales Pitch.... NOW!

 Have you ever gone to a networking event and it feels like you wish you got those couple of hours back into your life.   You worked the room hoping to build professional relationships, but instead, you are pitched some great insurance, a vacuum cleaner or some brain vitamin that is going to save your life.  Not once were you able to even mention your name, never mind what you have to offer.  After all, it is about them not you.

Unfortunately, the sales pitch at networking events whether online on Zoom or in person has given professional networking a bad rap.   I know we are told that you need to network when you need a new job, a new client or to survive and not lose your house.  However, if you make it all about you and your product/service without having a professional conversation, you are going to lose the whole concept of networking and fast.

So what can you do?

First, lose the pitch and get to know me.

I don't care about your product or service, but I do like to know about what kind of music you like, who is your favorite sport team is or where you grew up.  We might have some common interests, you never know.  And if we do, then guess what, I may start to trust you.

Second, offer advice.

I have had some amazing conversations with professionals at my events.   What has worked and not worked in the world of marketing, how can I save on taxes or even how was that last shark tank episode.  Again, the conversation is light and engaging.

Third, don't introduce yourself with your elevator pitch

Professionals don't go to networking events to listen to a bunch of television commercials.  That is why Tivo was invented, to skip the commercials.   It make you think you wished you had a clicker in your hand at the event to fast forward through those sales pitches.   The general public does not care about that product or service, but they do care about what your favorite music is.

Finally, have fun networking.

Stop thinking you need to score some business and be positive, influencial and fun at an event.   People will remember you and want to get to know you if you stand out.  If they like you, they will look you up on LinkedIn and know what you do/sell etc.   Don't be the opposite and cause people to cring when you speak.

I like to leave you with some great resources, just click the link to go to each article for some additional tips on Business Networking:

• Business Networking - How to be A Good Conversationalist
• Professional Networking Tip - Networking in the New Normal
• The Business Networking Toolkit – Cheat Sheet by DeSocial Connector

Ok, now go build some quality relationships and LOSE THE ELEVATOR PITCH!!!

Bonus - Get To Know Me:  I like classic rock music, graduated Northeastern University and love the Boston Red Sox!