How to conduct an effective one to one meeting

Kath Bonner-Dunham 30th April 2013

One to One


Select with care

• Synergy

• Common ground

• Win – Win

• Productivity

• LISTEN


Establish Purpose

Beware The Time Waster:

“A person who either consciously or

unconsciously tries to engage you in a

fruitless investment of your energy,

time, money or attention.”


Time• Suitable to both parties• Set an end time

Place• Comfortable• Private

Honesty• No Sales• Realistic about offer

Scheduled


Prepare Agenda

Like any other meeting

• Introductions

• Increase productivity

• Key points for discussion

• Questions

• Wrap-up


Keep on Track

Value your R.O.E

• Keep to the subject matter

• Preferred clients

• Clients in common

• Referral preferences

• Park irrelevant chat


“…connect to your customers and stand out from the rest of the pack…”

• The main reason a person would buy from you

• The message that communicates why a customer should choose your product or service

• The difference between you and your competitors

• Creates value for a customer segment through a distinct mix of elements catering to that segments need

Value Proposition


Know, Like & Trust

People buy from people they:Know• Be congruent• Be clearLike• Be the most authentic you• Be compelling Trust • Be consistent • Be constant


Agree Actions

Be consistent with everything you do

• SMART actions

• Under promise

• Be frank


Follow - up

• Summarise

• Next steps

• Connections

• Referrals

• Additional meetings


Your One 2 One

Establish Purpose – The outcomes you are seekingSchedule Time – Chose a quiet private placeAgenda – List all the areas to be discussedKeep on Track – Avoid general chit-chatValue Proposition – Main reason clients buy from youKnow, Like, Trust - Be honest, open and realisticAgree Actions – What happens next? Follow-up – Absolutely no point unless you follow-up


Individuality

Personality-based brands create polarization

• People either love you or hate you

• The people that love you, REALLY, love you

• The people that hate you, well, who cares

• They were never the right fit anyway

How to conduct an effective one to one meeting

Business