By Danny Rubin

This past weekend, I flew to Las Vegas for a public relations convention bachelor party. On the flight, I struck up conversation with a couple of interesting people (one being a UPS truck driver from New Hampshire). It reminded me the power of chit-chat on a plane and how it can expand your network.

To that end, here are my three steps to networking while in-flight.

1. Begin the conversation

The most difficult part of networking on a plane is how to start. But there’s one line that almost always breaks the ice.

You: Hey, so are you traveling for business?

If the person responds with a “Yep,” then your next question is easy.

You: Cool. So what do you do?

Let the person explain his/her career and then toss out a follow-up question with one of the six most powerful words in networking. Something like:

You: How often do you travel for business?

After a few minutes of chit-chat, it’s crucial to formally introduce yourself. Until now, it’s two strangers who pass words back and forth. Once you know each other’s names, it’s a conversation.

You: Hi, I’m ______. What’s your name?

Firm handshake, eye contact and you’re in “networking” mode.

***Two notes before we move on:

– Gauge the situation before you ask questions. If the person is asleep, wearing headphones or deep in a book, leave him/her alone. But if you’re sitting there…and he/she is sitting there…be bold and make a friend.

– If the person is on vacation (not traveling for business), then ask a question to kick things off like, “Oh nice. Do you have any big plans during your vacation?” After a few minutes, introduce yourself and say, “So what do you do for a living?” Then you turn random plane chatter into a professional networking opportunity.

2. Keep the discussion going

Now the flight — and your conversation — are off the ground. Keep things rolling with questions that show the other person you’re curious, insightful and more engaging than the book he/she had planned to read.

Questions like:

– What do you find most interesting about your job?

– What’s a good example of the kind of work you do?

– What does the average person not understand about your line of work?

– How did you end up in [the particular field]?

Any one of those questions could turn into a five-minute discussion.

***One note, and then we’re onto step 3:

It’s possible the person will talk and talk — and never turn the questions back on you. That’s OK. Push yourself to find new angles and avenues to keep the dialogue going.

3. Wrap it up

If you’re on a short, 55-minute flight, you might be able to chat the entire time you’re in the air. If the flight will take a while or the other person won’t shut up, there’s a safe and courteous way to wrap up the networking session.

You: Well, I’ll let you get back to your [book/computer/music], but it’s been really nice talking with you. Thanks for the conversation!”

That’s an appropriate way to say, “OK, time for a talking break.”

***One final note, and it’s a big one:

Before you exit the plane, ask the person for a business card or contact info. Say you will follow up with an email and then actually do so within 48 hours.