The Secret To Successful Business Meetings
When I first started my network marketing business, I had a real fear of approaching people to join the business. Other people called it the “Fear of Cold Calling” and there was an element of truth to that. Everyone has a streak of xenophobia in them, that fear of the strange or alien, and if you are outside your comfort zone, EVERYTHING seems strange and alien.
I understood the issue and believed that it did not apply to me as I genuinely like meeting people and am usually unfazed by talking with them. My issue was fear of rejection – rejection of a my business proposals in which I had much emotional energy tied up. When I realized what my problem was I was able to apply solutions.
My mentor instructs on small business strategies. He believes we can break every personal interaction down to basic components, and work out scenarios where the outcomes are optimised, without creating further unresolvable problems for any of the involved parties. Necessarily these strategies must incorporate all parties needs, if they can be ascertained.
By doing this you gain objectivity, and the entire situation is examined without any bias. This tends to empower all parties, without pressures. The interactions and negotiations will be more relaxed, open and without antipathy.
There are techniques that can be used to simplify this facilitation. I personally use a chart which is similar to the Ben Franklin that many are familiar with
I work out what I want from the scenario, by listing my expectations. These can be labelled as my goals, emotions and personal expectation. It is easy to work out goals and what I expect, but figuring out your feelings may take some time and effort. Your feelings affect everything you do, no matter what and with who. Practice and it will get easier.
I then try to work out a similar list for the other parties. Again the emotions of the other parties may be more difficult than their potential goals and expectations.
An example of an interaction might be if I called a lead to see if they were ready to fill in an application for my business.
My goals are to find out if the lead wants to complete an application, and if they do facillitate the application. If they do not want to at this time my goal is for the lead to stay as a subscriber to my newsletters.
I would be excited if they do want to go with the business, afraid that they would not want to and disappointed should they show no interest at all.
On the positive expectation, they will submit an application, and/or remain on my email subscriber list. My negative expectations would include a complete lack of interest, suspicion, hostility or rudeness.
They would no doubt want to avoid commitment, and find out what the call is about without giving anything away. They could be excited about the opportunity, afraid I am going to rip them off, or take advantage of them. They are probably expecting the hard sell to which they would say no, they will expect to learn more about the opportunity, and the may expect that a decision will be needed.
By anticipating these factors, I am in the drivers seat and can plan for each and every contingency. I can work out how to make the interaction positive for them, and help us both reach mutual understanding and respect. We have a much better chance of reaching a negotiated and mutually acceptable outcome.
Don Fuller has been successfully using this and other techniques to grow his Internet marketing business for years. To get more information on the techniques existing to empower your business and your interpersonal skills, you can subscribe to our newsletter by go toing his website and following the prompts to his On Line Opportunity or go to Don’s Blog
