Have you ever been the recipient of verbal vomit? You know, you
meet someone at a chamber of commerce event and before you know it; you
have been forced to listen politely as this new acquaintance
regurgitates everything you didn't want to know about their company. It
leaves you feeling the need for a Silkwood Scrubdown.
This happens
because novice business people and seasoned professionals alike have
not stopped long enough to think about how they want to be remembered.
Unfortunately for the unskilled, we remember them in the worst possible
context.
An experienced professional (let's call her Jane) who
knows what the end-game is approaches the message sharing process
differently. Recognizing that a chance meeting is no place to try to
share her message or make the sale, Jane politely asks questions about
the other person (let's call him Steve). Taking mental note of Steve's
interests and preferences, Jane transfers those mental notes to the back
of Steve's business card. It's all a part of the ultimate plan.
Jane's
plan includes the type and number of people she wishes to meet and what
she will ask those people. Once she is armed with everything she needs,
she will contact her new acquaintances and invite them for a cup of
coffee (let's say Starbucks). Here is the dialogue Jane will have with
Steve: "Hi Steve, it's Jane. We met at the networking event last night.
Have you got a moment?" (Jane realizes that her call may be interrupting
other activities. She continues with permission.) "I would like to know
a bit more about you and your company. I might have some resources for
you but I need more information to be sure. Would you meet me at
Starbucks for a cup of coffee so we could chat? It will be my treat."
Since
Jane focused all of the conversation on Steve he is happy to meet with
her, after all she may have some solutions for Steve's challenges. When
they meet, Jane has taken five steps to ensure that the meeting is
successful:
1. Jane has arrived early and scoped out the best
spot. She's probably been there long enough to ensure that she got the
big comfy chairs to make the meeting more relaxed. And she's relaxed
since she isn't fighting to get there on time.
2. Jane has left
her credit card with the baristas or otherwise arranged for them to take
Steve's order without charging him. He's being treated like a valued
guest.
3. As Steve arrives Jane greets him with a firm but not
overly aggressive handshake, making certain that her hand and Steve's
interlock web to web. She greets him with a smile.
4. Jane has a
brief outline or agenda for the meeting and makes certain to stick to
the time allotted. How does she know how long she has? She asks and
honors the time given. Starbucks is an easy place to linger, but she
won't.
5. Jane observes the Christmas present law: She comes
prepared with a gift for Steve. An introduction to someone in her sphere
of influence outside of her company and the business she wishes to do
with Steve. By giving first, she gets what she wants which is a
relationship with Steve that will endure beyond a simple business
transaction.
Jane demonstrates her professionalism by never
attempting to tell anyone everything about her company in the first
meeting. There will be time to tell her story in a relaxed, casual
atmosphere that is conducive to building strong relationships that stand
the test of time. Try these tips and see your relationship base grow.
