There are many different audiences you'll come across when you're networking. Many different people will ask you 'What do you do?'

Unless you know something about who has asked you the question, you're in a 'blind situation.' You're at a distinct disadvantage. So here are ten of the most useful questions about your audience to help you craft a more bespoke Elevator Speech (ES):

1. Who are they?
2. What is their role in the company/organisation?
3. What does their company do or make?
4. Who are their customers/clients?
5. What makes them good or unique?
6. What are their needs and issues?
7. Where are they hurting?
8. Are they failing in any areas?
9. What are their plans and goals?
10. Where might there be opportunities?

It pays when you're networking to ask more questions than you answer, and get your questions in first. Then by the time they ask you, you can craft your ES accordingly. And that makes it impactful, memorable and 'pass on-able'.

As a result, you'll soon find your referral income going through the roof. And all because you've started to craft your message!