4 Questions to Find New Business
Feb 10, 2026Rich Scott here again with a quick lesson. Today we're going to talk about the four questions that lead to opportunities.
The Common Challenge in Networking Conversations
This is probably the situation I hear about most from professionals.
Most people are comfortable networking and making connections — but they get stuck when it comes to turning those relationships into real opportunities.
They don’t want to feel pushy or salesy, yet they also don’t know how to guide the conversation toward something meaningful where they can actually help.
Why These Four Questions Work
These four questions are designed so you can stay natural, professional, and genuinely curious.
If there is an opportunity, it will surface organically — without pressure or awkward selling.
Question 1: What’s Made You Successful?
This is a great opener in a networking conversation.
Most people appreciate this question because it recognizes their accomplishments.
More importantly, their answer reveals what they value, how they think, and what matters most in their business.
Question 2: How Are You Different or Unique?
This helps you understand how they see themselves compared to competitors.
It also highlights what they believe sets them apart — which is incredibly useful context.
Question 3: What Are You Excited About?
Ask: “What are you excited about over the next year or 18 months?”
This is future-facing, not backward-looking.
You’re not asking how things have been — you’re asking where they’re headed.
Question 4: What Needs to Happen to Make That Happen?
This is the key question.
It uncovers what they see as the biggest levers for success.
If something they mention overlaps with what you do, that’s where a real opportunity naturally appears.
The Final, Simple Close
Then you can simply ask:
“Would you like me to help you with that?”
If you can’t help, you can refer them to someone who can — which still adds value and builds trust.
Recap: The Four Questions
- What made you successful?
- How are you different or unique?
- What are you excited about over the next year?
- What needs to happen to make that happen?
Closing
How do these questions fit into your business?
Is there one that feels especially powerful — or one that feels awkward?
I’d love your thoughts.
Until next time, I’m Rich Scott. Thanks for listening.
