One to Ones can be one of your most powerful resources… If you use them to your benefit! So we’re going to cover a couple of the key factors you want to consider when doing a one-to-one.
What Do You Wear?
Since you are not meeting with a group of people and you already have a general idea of the caliber of the person you are meeting with, you can tailor your outfit to connect most with your prospect. So if you’re meeting someone and you know they will probably show up in a business suit or something of that nature. Then you probably want to dress to match. On the other hand if you’re meeting someone and they’re a bit more low-key you can tone it down so you don’t look over the top.
What Do You Bring?
Flip Chart Presentation or Laptop- there’s always the great debate over how technical you should get. I always believe that whenever you do a one-to-one the goal is to match everything to connect with your Prospect the most. If you are meeting with someone and perhaps they own a construction business, or are in the restaurant world, sometimes these people are not the most high-tech. So using a paper flip chart presentation may not be a bad idea. If on the other hand you are meeting with someone and you know they’re into their tech and gadgets, you will probably use a laptop or iPad. Remember you want to connect with your prospect–so use whatever you think that might be. Also, if you’re meeting with someone and you feel they might be a little tight on the start-up capital remember when they see you using a presentation flip chart they can easily see how they can get started. Because while they may not have a laptop or iPad most people can go ahead and pick up a $10 or $20 flip chart.
Where Should You Meet?
The answer is the place with the least amount of distractions! So definitely not at their work and not at some place with a waiter or waitress. There’s no better way to kill your closing momentum then have a waiter or waitress interrupt you all the time. So I suggest a coffee shop. I like Panera Bread or La Madeleine they are several of my favorite. Starbucks is okay but typically they’re small crowded and noisy. So just find a good spot nearby. Their home or your home, either one of those is also good.
How about the Kids?
Now if they have kids and you have the opportunity to do a meeting where they don’t bring their children—that is your best bet. You may find many parents tell you that they are “listening” . But their kids are screaming bloody murder in the background! It is very very tough to have a good meeting like that. Getting their undivided attention is obviously going to be much more effective. So if you can make that happen go that route.
Obviously the best case scenario is to meet with a husband and wife together at the same time. However many times you may only know one of them. So would be kind of strange to suggest to meet with her spouse the first go-around. So to sum it up if you know both the husband and wife and you can get them all together at the same time excellent! If not just book your appointment. And you can always set up a follow-up time to meet again and they can bring your spouse.
How Long Should Your One-to-One Be?
30 minutes to an hour… Definitely not two or three hours. Remember whatever you with your prospect, they are going to judge and think that if they do your business, that they will need to do it as well. So you want to remain the most duplicable as possible. Whatever you do with your prospect you’d want them to feel that they can do that also.
How about Your Presentation?
This is kind of a trick question, because it’s more of a conversation than a presentation. You don’t want to be “talking at” your prospect. You want to be talking with them. You will find that as you go through, what you have to share there will be key points where you guys will stop and linger for a minute. Your prospect will have something to say, or they greatly connect on something that you are sharing. So keep it cool and relaxed, and just go through everything in a casual manner.
What Should You Bring?
Your presentation material, product samples that you want them to try, supporting documents that edify your company, or leadership. Like if you guys were featured in a magazine or you have a “treasure chest/ success book” of the leaders in your company– definitely bring that. Also last but not least applications! J I am a firm believer in signing people up on paper! It’s simple, easy, and everybody knows how to do it! So never forget your applications! Remember some people may not be techy and do not feel comfortable going through the sign-up process that your company has online. Paper applications remove that obstacle and makes it as easy as possible for the prospect to sign up.
I hope you enjoyed these tips and strategies check out this video to hear more…
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