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How to conduct an effective one to one meeting


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How to conduct an effective one to one meeting

  1. 1. Kath Bonner-Dunham 30th April 2013One to One
  2. 2. Kath Bonner-Dunham 30th April 2013Select with care• Synergy• Common ground• Win – Win• Productivity• LISTEN
  3. 3. Kath Bonner-Dunham 30th April 2013Establish PurposeBeware The Time Waster:“A person who either consciously orunconsciously tries to engage you in afruitless investment of yourenergy, time, money or attention.”
  4. 4. Kath Bonner-Dunham 30th April 2013Time• Suitable to both parties• Set an end timePlace• Comfortable• PrivateHonesty• No Sales• Realistic about offerScheduled
  5. 5. Kath Bonner-Dunham 30th April 2013Prepare AgendaLike any other meeting• Introductions• Increase productivity• Key points for discussion• Questions• Wrap-up
  6. 6. Kath Bonner-Dunham 30th April 2013Keep on TrackValue your R.O.E• Keep to the subject matter• Preferred clients• Clients in common• Referral preferences• Park irrelevant chat
  7. 7. Kath Bonner-Dunham 30th April 2013“…connect to your customers andstand out from the rest of the pack…”• The main reason a person would buy from you• The message that communicates why a customershould choose your product or service• The difference between you and your competitors• Creates value for a customer segmentthrough a distinct mix of elementscatering to that segments needValue Proposition
  8. 8. Kath Bonner-Dunham 30th April 2013Know, Like & TrustPeople buy from people they:Know• Be congruent• Be clearLike• Be the most authentic you• Be compellingTrust• Be consistent• Be constant
  9. 9. Kath Bonner-Dunham 30th April 2013Agree ActionsBe consistent with everything you do• SMART actions• Under promise• Be frank
  10. 10. Kath Bonner-Dunham 30th April 2013Follow - up• Summarise• Next steps• Connections• Referrals• Additional meetings
  11. 11. Kath Bonner-Dunham 30th April 2013Your One 2 OneEstablish 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
  12. 12. Kath Bonner-Dunham 30th April 2013IndividualityPersonality-based brandscreate 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