The Business of Exchanging Business :: Effective One-on-Ones

Even though we see each other each week, the one on ones are an extremely important part of having CEO work for you. This is where many, many members get their greatest number of referrals.

The objectives for the one on ones are:

• Get to know the other member

• Get to know the other member’s business or service

• Find out how to help them

• Make sure they know you and your business

• Ask for what you specifically want

First, identify the members that might have the same client base as your target market. Even as a new member, you be the person to call and set up an appointment. This can be lunch, breakfast, coffee or just a meeting. If you can, check out the other member’s web site before the meeting.

Come to the meeting prepared to let them know about you: your accomplishments, how you got in business, why you are in this business, who is your target market, who some of your clients have been, maybe even bring validation letters if they are not on your web site, plus what kind of problems do you solve….what they can be listening for to give you a lead.

Remember, this is a relationship business. Referrals are personal. They are extending the givers name with the other company. The more we know, understand and trust each other and the business/service, the more referrals will be passed.

One of the most important questions for the whole meeting is:
“How may I help you?”
And then the second most important thing is being an active, good listener.

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