From “Waste-of-Time” Catch-Ups to Strategic Business Development Meetings
Ah, the all-too-familiar “catch-up” or 1-2-1 meeting. We’ve all been there, haven’t we? You pencil in a time, prepare your finest coffee, and settle down for what promises to be a fruitful conversation, only to find yourself an hour later saying, “Well that was a waste of time” … No clearer direction, no action items, just pleasantries exchanged and perhaps a vague promise to “Let’s do this again sometime”.
What if I told you, you could turn these Non Productive Meetings into something far more valuable? What if these meetings became your business development strategy?
Change your Mindset
The key lies in changing our mindset and the language we use. Let’s stop calling them “catch-up” meetings or 1-2-1’s and start referring to them as “Business Development Meetings”. It’s not just a change in terminology, this will shift your (and your meeting partner/s) perspective.
Setting the Stage for Success
Before you even set foot in what was once the battlefield of wasted time, ensure you’re armed with intention. Here are a few pointers to transform these meetings into strategic gold mines:
• Have an Objective: Before the meeting, clearly define what you want to achieve. It could be as simple as identifying potential referral partners or as complex as strategising a collaborative project.
• Research and Prepare: Understand who you’re meeting and their business. This allows you to tailor the conversation towards mutually beneficial outcomes.
• Have an Agenda: A structured agenda (even a loose one) ensures you cover essential points and respect each other’s time.
• Have a Follow Up plan: Always conclude with clear next steps. Whether it’s another meeting, an introduction to a third party, or a promise to share resources, make sure there’s a tangible outcome.
The Art of Listening
The most successful “Business Development Meetings” are where listening takes precedence. It’s not about dominating the conversation but understanding the other party’s needs and how you can support each other. You should be able to walk away from these meetings knowing how you can help them.
Measure Success
Measure the success of these meetings. It’s not always about immediate gains but planting seeds for future growth. Every meeting should leave you with insights, new ideas, or strengthened relationships.
By transforming these catch-ups into purpose-driven “Business Development Meetings”, you’re not only respecting your time but also valuing the time of those in your network. It’s about creating opportunities for collaboration, referral partnerships, and mutual growth. People always ask me “How do I develop deeper relationships with my business network” my answer…Get them business! Show me anyone who would not like you after you get them business. Your Business Development meeting should focus on this and then the relationships will become stronger.
So, next time you find yourself about to schedule a “quick catch-up,” pause. Reframe it as a Business Development Meeting and approach it with the intent to make every moment count. This small shift could very well be the catalyst for significant growth in your relationships and business.
