How many ‘first’ meetings have you had? You know the ones. Meetings secured with prospects or new contacts that are the result of either good networking or good intentions on your part. Now, have you ever contemplated the ‘ratio’ of first meetings to second meetings?
Far too much time and money is wasted on first meetings that don’t turn into something concrete – either a clear understanding there is nothing realistically to pursue, or that there is a clear understanding that a second meeting would be justified on the basis that matters were raised worthy of a follow up conversation.
How good are you at securing a second meeting?
Of course, you can be lucky (see 'lucky cat' from Japan, pictured) – in fact if the choice is between being lucky and being good, take lucky every time. Butwouldn’t it be better to be lucky AND good? So what do you need to do to be good at securing the second meeting? Without being too harsh….make the first one count!
Specifically, have a plan before you go into the first meeting. What do you think the markets your client operates in are going to struggle to deal with over the next year? What do you imagine to be the major hurdles your client (specifically the person you are meeting) will be worried about? What do you think your best offer of help would be? What problems have you solved for others that might be present in your client's business?
If you can begin to imagine the answers to these questions, and professionally table them, and explore the options to resolve them at that meeting, what would you like to ask for? What would be the logical outcome of the identification of a need, followed by a tabling of evidence of your ability to help?
Would it be to table a proposal? Would it make better sense to meet another person in the client’s business to flesh out the issue? Would a workshop/meeting to fully consider the solution options make sense? What would an event like this look like – time, agenda, cost, etc?
Answer these questions yourself, in preparation for your first meeting, and a second (productive) meeting is much more likely.
[First published on LinkedIn Feb 16 under the title 'Would you rather be lucky or good (getting a follow up meeting)?']