4/3/11
I’ve written several times on the value of One2Ones, as there is no better way to increase the amount of business done between members. A really effective One2One will allow you to get to know the other person better, to build trust, to find out what sort of business they are looking for, what kind of business they don’t want, and how to start conversations about them. You will learn a great deal about them and they a great deal about you. You will build a deeper relationship and, hopefully, like them more!
All of this will result in more business for both parties. So, I really can’t recommend having One2Ones anything like enough. In fact, if you are not having regular and effective One2Ones you really are missing out on business.
Going to a fellow member’s place of work is one of the best ways of having a One2One, as it often tells you things that would never come up in the course of a One2One, held, say, in a coffee shop. For example what the offices are like, the other people in the business, how busy the firm is. Pictures hanging on the walls often lead to interesting stories. All build a greater understanding of the business and a deeper relationship with the person.
It also means that you need to have another One2One!
Okay, some members don’t have an office but it’s very few, and I’ve learnt a great deal about someone by going to their ‘home’ office. If a trade, why not have your One2One on site? It’s a great way to see how they work plus the quality of the work done. All very important information if you are going to refer someone with confidence.
But, my main reason for writing this blog, is a testimonial that was read at a recent meeting I attended. It was for a One2One! Very unusual, but a member had become a story worth talking about. It’s what we all need to become: someone that people will talk about. As I am doing now!
A member had gone for a One2One at another member's place of business: Dominion Auto Services. Two things stuck in my mind: the member said that they had never seen such a clean workshop, but the thing that really impressed me was that when the member returned to their car it was gleaming. It had been given a full wash and polish. Now that is really adding value to a One2One and what a brilliant way to be remembered!
So, what can you do that will really add value to your next One2One to ensure that you get talked about?
Harry Dass - Dominion Auto Services – 020 8813 8350
2 comments:
David,
Excellent refresher on the importance of not only consistently having one2ones, but also on the effectiveness of asking the right questions and sharing the right information. Well done!
Great story, David. It goes to show that a little effort can lead to not only impressing the person you're having a 1-2-1 with, but also the people that person tells. I will be sharing your story when I teach MSP. Thanks.
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