by James Canada
If you enter your one-on-one meetings with the intention of finding out how you can help others reach their goals, you’ll make better connections. Keep the conversations going by asking open-ended questions that focus on the other person. Ask probing questions about their company, what they do, what their role is, etc. I ask them, “What type of client are you looking for?” or “Who do you want to meet?” If they are not sure, ask more probing questions to get a clear idea.
Sometimes, they are wondering if you are going to try to sell them something. Show them that you actually truly want to get to know them—and to learn how to help them. Don’t focus on yourself or make it about what you are doing. When you focus on helping them, they will feel a certain amount of obligation to reciprocate. If you can give them a number of connections, they will feel the meeting was worth their time.
Let’s say you give them five or six contacts—somewhere down the road, eventually, they will want to help you. The minute you touch another’s life, it creates a ripple effect that always comes back to you in multiple ways. I never worry about the return, which creates a liberating feeling. I like to end the meeting by getting to know the personal side of people. I ask questions such as, “Do you have any children?” It works every time. I watch them light up as they talk about their family.
I like to leave them feeling positive. Ending on a good note will send them away thinking about how to return the favor—it’s the beginning of a meaningful connection. n
James H. Canada is managing partner/CEO for Alliance Technologies LLC, ITEN mentor and author of “Corporate to Entrepreneur: Strategies for Success.” Contact Jim at james.canada@alliancetechnologiesllc.com, 636-734-2337 or www.alliancetechnologiesllc.com.
Submitted 5 years 184 days ago