The 411 on 1-1’s – meeting #5
In the previous post about 1-1 meetings (review here) we discussed how the first 4 meetings with a networking partner should be handled. Now, let’s make a few assumptions.
- Assuming that you have established KLT (Know/Like/Trust) with your referral partner
- And, you understand their business well
- And, you have been able to find a few referrals for them (hopefully they have for you as well)
…what more would you have to discuss?
Well…plenty. Using the CANEI principle (Constant And Never-Ending Improvement) you need to assess whether the referrals you are passing are actually resulting in closed business.
Meeting #5 is a quality control check up.
In this meeting, you review the referrals that have been passed and ask some very important questions. Assuming that you track your referrals, you present your list and check off each in this fashion:
- I sent you a referral to Jennifer.
- Did you contact her?
- Did she make an appointment with you?
- Did that turn into a sale for you?
- Was she a good referral for you?
- Do you want more referrals like this one?
- Is there anything I could do to find better referrals for you?
- Who do you want to meet next?
From this quality control check up you can make changes and improvements. Without it, you may be sending leads, not qualified referrals (the subject of another post), or it’s possible that you are sending the wrong type of referrals.
I recommend doing regular QC check ups as often as you can.
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