Fruitful and Productive Chats

We get asked all the time – how do I turn my networking into meetings, productive meetings, that lead to sales or referrals?

Good Question

There are many factors in this – starting with what does your follow-up look like?

Not our topic today however, here are a few articles and resources for that:

10X Your Referrals in 90 Days (video)

Several past articles and videos on Networking and Follow-up

Today let’s assume that you are doing a great job of connecting and staying in touch so we can focus on getting the meeting and making sure it is the right meeting and that it is destined to be productive.

First step, stop thinking of it as a meeting.

It may seem like semantics but a conversation or a quick chat sounds less formal, less intimidating, and certainly less salesy.

You want the conversation to be fruitful, so make sure you are not putting the other person ‘on guard’ before it even starts.

Now that we are calling it a conversation – think about who do you really want to converse with?

So many people go to a networking event and then are determined, because someone somewhere – or a book – told them to have a 1:1 with everyone the meet.

Really?

I don’t have that kind of time – do you? Neither do they I promise you.

They want to avoid the unproductive times as well. Yes, in a world with unlimited time we could all sit down with everyone for an hour of chit-chat and coffee, and it would be great – friendship is a highly fruitful outcome…but we are focused on moving forward with our businesses right now.

The most fruitful conversations will occur when you are offering the other person something they want…which probably is not what you do for a living.

When approaching anyone to set a time/date for a conversation think about what would be highly relevant to them and exceptionally compelling.

Lead your ask with that.

This is NOT what you want to provide them, get from them, sell them, or tell them. It is NOT what you want them to want from you. It is what THEY want out of the conversation (and no, that doesn’t mean you as a client).

Or, alternatively, you can approach them with a mutual commonality, or touching on a mutual connection, that will provide a sort of kinship that can be built upon. Possibly discussing an industry trend or direction and swapping opinions and ideas on it (great for possible SBAs)

Maybe you know people they want to know, or you could introduce them to a small group of connections you have (like at a NBG event or Huddle). EVERY business owner loves to meet new people! Who you know they would possibly never meet otherwise – think about it. That is why a strong network is undoubtedly powerful.

Maybe you can connect them to resources they would otherwise not have access to.

Understanding that the topic of conversation does not START or have the expectation of leaving with a sale or a referral, but rather a two-way stimulating conversation filled with information, value, and mutual enlightenment is the goal here.

Here is the real kicker to having a productive and fruitful conversation –

…if you are individually chatting with anyone and everyone you meet, with no strategy or understanding of WHY you are conversing with them, then you can’t expect a positive and productive outcome.

You just can’t.

It begins with who you are sitting down with –

With our Executive clients and Grow members we talk about what are your qualifications for working with someone. This goes beyond the ‘ideal client’ demographics and into are they a good fit for you. They might need your products and services – which makes them the ‘right’ prospect, but maybe not the ‘right’ prospect for you.

Having conversations with these people will not only be frustrating, but also it will not be fruitful.

You also have to define what qualifications you have for good strategic business alliances (SBA) and referral partners.

Not having clear parameters will have you building and nurturing relationships with many people that don’t have the connections that you are looking for. Doesn’t mean you ignore them – just means you have different strategies and protocols for different people.

On the flip side – know who can benefit from cultivating a relationship with you. Who can you help?  Not with what you provide/sell, but by who you know, resources you can send their way, wisdom to help them grow their business.

Often these are the first people I strike up a conversation with. They very well may not be a prospective client for me, but I have connections they need and want. I connect them – they are grateful and reciprocate with connections for me. Plus…if feels great to help others out!

Productive conversations start with having the right people a part of it … for sure! You can find those people in your CRM right now.

There are several places you can look to start forming your list and find a plethora of names that match your new definition of who are the qualified ones to strike up a conversation with.

Look at your current client base – are they needing a conversation with you about additional products and services you offer that they are not taking advantage of? Is there anyone or anything they need that lies outside of what you do but might be of service to them? How can you help?

Past buyers…  hopefully you are still in constant contact with them 😊

What do you have that can further help them? Can you reach out and connect them to something or someone else they need? How can you help?

Staying in touch and continuing those relationships allows you the opportunity to ‘reach through’ them to the people they know (who will most likely meet your qualifications if they are connected to someone you already have worked with).  Birds of a feather flock together!

Lost opportunities – Now, it might have been lost by your choice or it wasn’t a good fit (and still won’t be), but if it was lost due to timing, price, not the right product/service but now you offer what they need – then reach back out. OR – what else can you provide…connections, resources, whatever they would find compelling. How can you help?

Your Network – look at the members list…

Who are good SBA’s?

Who are good referral partners?

Who needs connections from you?

Who are possible qualified prospects?

Determine that … then determine what would be a compelling and relevant conversation in THEIR opinion. Then, and only then, reach out to start the conversation.

And finally, have talking points in mind before you go.

Formulate a few questions to ask them, things to talk about that will be compelling to them, and have a few resources/information/connections in mind to give to them should the conversation come around to that.

We talk to our clients about having a set of Power Questions and Stump Questions or Statements. These are basically questions and statements that get them thinking about something – even around what your products and services are all about. We structure them in a way that allows us to glean some vital information from them as to how best we can help as well as gets them thinking about how they can allow you to come along side them and help them out.

Power and Stump questions are tricky – they can sound really salesy if they are not done right. So be careful in constructing them. Be thinking from their point of view – not yours.

One last note: this is a conversation, not a monologue. This is a conversation, not a presentation. This is a conversation, not a sales pitch. This is a conversation, not a meeting to discuss next steps.

So, there it is:

1. Know who you want to have a conversation with by setting your qualification parameters.
2. Find a list of names in your current CRM – they are there…I promise you!
3. Understand what you can provide – think about what will be highly relevant and exceptionally compelling to them.
4. Create talking points, Power questions and Stump questions and statements before you go.

By taking the time to do this and to think about the ‘meetings’ differently you will lead yourself, and others, into great conversations that are fruitful – for everyone.