When you get those “call backs” from the people you’ve met at networking meetings, Chamber of Commerce events, trade shows, etc – what do you do? Do you even remember them? You probably run through your mental roll-a-dex trying to place the name and request with a face? If the individual requesting your time has indeed made some lasting impression (their unique business card, their product or service) you probably set the appointment.
Having been on both sides of this issue, I’ve come to the realization that the focus of these meetings must be on the person being wooed. It also becomes very frustrating when the presenter jumps to conclusions about how they and their product/service will solve my problems!
I’d hope you agree that these eager consultants are doing themselves a grave disservice. The approach I suggest is called the Coaching Approach … Coaches are observes, they look at current circumstances, evaluate, as best they can, the strengths and talents of the personnel , ask questions, and most important bring a mind-set that the existing management, staff and employees have the answers to any current problems … if only someone could ask the right questions, the right way to the right people.
I’ve listed (7) questions I like to use when I’m the person requesting the meeting and enjoy when someone uses them on me as they interview me … I hope these are useful in your next opportunity meeting:
- Where do you want to see your business in 2 years? 5 years?
- If you have focused on a basic direction, how are you measuring your progress toward it?
- What’s getting in your way?
- Do some of your challenges revolve around leadership of self, plan definition, and/or follow-through measures?
- Are sales incidental or primary for your Executive Team?
- “If you knew then what you know now, what would you do differently?”
- In general conversation, if you find out that someone fails to write down his or her goals what do you do? (You may say, “Yes, you should do that.” “If you ever need some assistance with that please let me know, I’d be glad to assist you.”
