1-on-1 Marketing Meetings
If your meetings consist of purely social discussions about golf, vacations, or your new mobile phone, you are squandering valuable marketing time.
Most professionals spend hundreds of hours a year in networking meetings with friends, relatives, and acquaintances. Unfortunately most approach these meetings (lunch being the most popular) haphazardly.
Avoiding business discussions or allowing only superficial ones is a missed opportunity to deepen a relationship. Not only is it okay to discuss business with friends, it's a true compliment to ask a person to educate you about their area of expertise.
What you do before, during and after the individual networking meeting is key. Here are a few pointers:
Before the Meeting
- DO YOUR HOMEWORK. What, or who, do you know that can add value to the person your are meeting with?
- PREPARE QUESTIONS. (see: "13 Sure Fire Questions" for inspiration)
During the Meeting
- LISTEN MORE AND TALK LESS. Learn their needs, and how you can help them.
- HELP THEM REDUCE THEIR "WORRY PILE." Everyone has "issues" - be attentive, and be ready to forgo your prepared questions of lieu of brainstorming solutions.
- ASK THEIR OPINION. Consider your own "worry pile" and find out how they can help you.
- ASK YOUR PREPARED QUESTIONS. These questions are surprisingly effective, even with people you've known for years.
- ASK TRANSITION QUESTIONS. These are designed to bridge the conversation from casual to professional. "How does working with your current company compare to working at your former company?"
- LOOK FOR MUTUAL BENEFIT. Actively explore putting your friend together with someone for their mutual benefit.
The Coach's questions -
- Are you networking effectively?
- Do you consistently bring value to your networking meetings?
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