Thrival Guide: Section III
Have 1 Face-to-Face Per Week
As you know by now we believe that IN BUSINESS, RELATIONSHIPS DO MATTER, and relationships can take time and concerted effort to start, grow, and maintain.
As you put relationships first and allow genuine referrals to flow from knowing and trusting the other members in your chapter, it’s important to understand the practical ways to develop a lasting referral relationship with them.
The most effective way to build solid business referral relationships is through Face-to- Face meetings. There are important things about the other members in your chapter that may not reveal themselves in your chapter meetings, and Face-to-Faces are the way to truly understand who the other members in your chapter are and how they conduct their business.
HAVE 1 FACE-TO-FACE PER WEEK: WHAT
A Face-to-Face is a business meeting between two members of SBRG, typically in the same chapter, outside a chapter meeting.
HAVE 1 FACE-TO-FACE PER WEEK: WHY
A Face-to-Face is all about knowing and being known, so the more you have, the more you’ll be able to give and receive quality referrals. To give a quality referral, you need to be able to communicate to the people you come across exactly who the other members of your chapter are, and what makes them unique and worthy of trust. The same is true if you want to receive quality referrals. You can only learn so much from one another’s Business Reel, which is why Face-to-Faces are so important. During these meetings, you can start to fully understand who else is in your chapter, and how to best refer them.
Having a Face-to-Face shouldn’t be a one-time proposition, since industries shift all the time, and important information you learned about a fellow member’s profession has likely changed in the months since you last met with them. Similarly, your industry has likely had some significant changes that the other members in your chapter need to know. A Business Reel can only go so far in communicating these changes; Face-to-Faces are the best way to understand how these changes affect consumers, and therefore the referrals you give and receive.
HAVE 1 FACE-TO-FACE PER WEEK: WHO
It’s important to have Face-to-Faces on a consistent basis with all your chapter members, and especially those within your Inner Circle. Your Inner Circle should be the first chapter members you meet with, and those you see most frequently. Once you’ve met with the all the members in your Inner Circle, seek out meetings with the other members.
HAVE 1 FACE-TO-FACE PER WEEK: WHERE
The environment you meet in can make or break a Face-to-Face. Be careful to choose an appropriate venue that will allow for mostly uninterrupted conversation and is conveniently located for both of you. Possible venues include someone’s office, a coffee shop, a quiet restaurant or a library meeting room. If you choose to meet after your business day, make sure you’re able to stay focused on the task at hand, and aren’t distracted by your environment or what you’re eating/drinking.
HAVE 1 FACE-TO-FACE PER WEEK: HOW
The format for a Face-to-Face is simple, and if you’re meeting for an hour, the time should be split: the first 30 minutes focus on one member and the last 30 minutes focus on the other.
FACE-TO-FACE RULES OF RESPECT
- Be on time to your meeting.
- If you must reschedule, give plenty of notice.
- Be present. Don’t look at your phone, take calls or text.
- Presenter, be prepared to present.
- Listener, be prepared to ask questions and take notes.
- Be genuine and grow your relationship, not just sell your product or service.
A Face-to-Face is a Q&A session, and we’ve provided some good starter questions that can give you valuable information about the other member, and also set up your conversation to flow naturally into other topics.
BASIC FACE-TO-FACE CONVERSATION STARTERS
- Tell me about yourself.
- Tell me about your business and how you work.
- What separates your business/company/organization from the competition?
- Do you have a mission/vision statement?
- Describe your ideal client without saying “anyone” or “everyone.”
- Describe a unique situation or circumstance where you shined.
- How have you become successful in your business?
- What is the strangest or funniest incident you’ve experienced in your business?
These questions are a guide for the conversation, and if the meeting doesn’t follow this exact format, it’s okay. Keep in mind the purpose of these meetings is for you to know and be known, and learn enough about the other members of your chapter so you can clearly communicate why someone you know should use their services.