Fancy a different approach to your One to One's?
Its no secret (or shouldn't be if my marketing strategy is working :D ) that I am an advocate of Social Media. Social Networking, Digital Marketing, the whole 'in bound', permission based marketing model. While I have lectured, presented and trained thousands of people on how to add Social Networking to your marketing mix... I am also big on 'get it off the screen', the whole people buy from people mantra.
If you ever find yourself attending one of my meetings, the 2nd slide you see will ask .. "Have you had a one to one ?". I aim to have two a week, trying to lead by example, they never a waste of time because I choose carefully, do my due diligence before hand, so I am sure there's most likely going to be a real expectation of an ROI of the hour we spend together.
I have blogged about having one to one's before - you will find that article HERE
Have One to One's
With this blog, for those that are new to networking - I would like to document and share a one to one strategy that I have used recently to spectacular effect...
If its the first time you have met - spend only 10 minutes each talking about you, your business, what motivates you and what type of contacts you are currently looking to meet - be sure to share your 'WHY'... If its not the first time you have met, and you know each other's business well - spend 5 minutes each updating on what's new... Remember - you should have both researched each other before the meeting, and be familiar with their business (good old LinkedIn, Facebook and Google).
And that's it with the 'let me tell you in ever more detail how great my business is' time. Because this is where the meeting could slide into 'sales pitch' territory, this one to one is too precious, your time is too precious, to waste on a futile sales pitch.
Be sure that you go first, and lets reverse the dynamic, no more talking in terms of 'me', 'I', 'we', you now stop talking about your business and focus on the other person and their business. If you have chosen your one to one partner well, (and you are getting on as people! As if you don't like each other that's a bit of a show stopper), this focus on THEM will be make them feel great, and feel good towards you, which is handy as next up its their turn to think how they can help you. Try it, it works.
Try a Different Engagement Strategy For Your Next One to One Click To Tweet
Take turns, first YOU simply spend half the time working out how YOU can help the other person. Really, genuinely work at this, try to see how many ways you may be able to help. Then, all grateful and inspired - its their turn to spend half the time working out how they can help you.
And by 'help' I don't mean whether you can use/buy their products/services yourself (that's a short term bonus if you can). I mean - think -
- Who do you know that might be interested in them, their products or services?
- How could you, your business or anyone in your network help them grow their business?
- Could you work together, maybe on joint ventures?
- Who do you know that might be able to work with them on a joint venture?
Its clearly far more strategic than hoping to get lucky and meet someone that could end up buying from you, far more productive and respectful than pitching or being pitched. And a fabulous way to start or maintain a mutually beneficial relationship.
Try a new approach to one to one's
OK - I sense the need for some anecdotal evidence - which of course I have plenty and happy to share them with you... I know ! Lets have a one to one, face to face if you are in the South East UK, otherwise no excuses we can do this on line as I also have :-
Google Hangout email@example.com
Remind me to tell you the one about the multi £Bn UK PLC, or the Driving School, the Photographer, and I must share with you the opportunities that came from a one to one with a s/w house discussing ways to help them launch a radical highly disruptive product - that resulted in us having to re-think our whole business model...
Hope to talk - Soon.
Lets connect -
I am on LinkedIn here - https://uk.linkedin.com/in/mickholloway
I am on Facebook here - https://www.facebook.com/mick.holloway
I am on Twitter here - @mick_holloway