Imagine you’ve arranged that meeting with a person you want to meet. You’ve researched some valuable insights about their business. And you know how to move from an issues conversation into a project conversation … if that’s appropriate.
So, how do you get the meeting off to a great start?
Here’s a suggestion. Take a few minutes to build rapport. Then try asking the other person some variation of:
- What would you most like to get from this meeting?
- Why did you agree to take this meeting?
Once they’ve answered, frame your reasons for meeting too. Use something like this.
- What I would like to get from this meeting is … [make your outcome explicit.]
- The reason I wanted to meet with you is … [set the context for introducing an unconsidered issue.]
This approach helps you establish credibility. You signal you’ll be consulting with the other person, not pitching. And you show them you’re interested in what’s important to them … not only what’s important to you.
That’s a good start.
A mini-mission for you.
- Look at your schedule for the week.
- Pick 3 meetings where you will practice this approach. [These don’t have to be first meetings].
- After each meeting explore how you did.
Let me know how you get on with this approach.