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Kath Bonner-Dunham 30th April 2013
One to One
Kath Bonner-Dunham 30th April 2013
Select with care
• Synergy
• Common ground
• Win – Win
• Productivity
• LISTEN
Kath Bonner-Dunham 30th April 2013
Establish Purpose
Beware The Time Waster:
“A person who either consciously or
unconsciously tries to engage you in a
fruitless investment of your energy,
time, money or attention.”
Kath Bonner-Dunham 30th April 2013
Time• Suitable to both parties• Set an end time
Place• Comfortable• Private
Honesty• No Sales• Realistic about offer
Scheduled
Kath Bonner-Dunham 30th April 2013
Prepare Agenda
Like any other meeting
• Introductions
• Increase productivity
• Key points for discussion
• Questions
• Wrap-up
Kath Bonner-Dunham 30th April 2013
Keep on Track
Value your R.O.E
• Keep to the subject matter
• Preferred clients
• Clients in common
• Referral preferences
• Park irrelevant chat
Kath Bonner-Dunham 30th April 2013
“…connect to your customers and stand out from the rest of the pack…”
• The main reason a person would buy from you
• The message that communicates why a customer should choose your product or service
• The difference between you and your competitors
• Creates value for a customer segment through a distinct mix of elements catering to that segments need
Value Proposition
Kath Bonner-Dunham 30th April 2013
Know, Like & Trust
People buy from people they:Know• Be congruent• Be clearLike• Be the most authentic you• Be compelling Trust • Be consistent • Be constant
Kath Bonner-Dunham 30th April 2013
Agree Actions
Be consistent with everything you do
• SMART actions
• Under promise
• Be frank
Kath Bonner-Dunham 30th April 2013
Follow - up
• Summarise
• Next steps
• Connections
• Referrals
• Additional meetings
Kath Bonner-Dunham 30th April 2013
Your One 2 One
Establish Purpose – The outcomes you are seekingSchedule Time – Chose a quiet private placeAgenda – List all the areas to be discussedKeep on Track – Avoid general chit-chatValue Proposition – Main reason clients buy from youKnow, Like, Trust - Be honest, open and realisticAgree Actions – What happens next? Follow-up – Absolutely no point unless you follow-up
Kath Bonner-Dunham 30th April 2013
Individuality
Personality-based brands create polarization
• People either love you or hate you
• The people that love you, REALLY, love you
• The people that hate you, well, who cares
• They were never the right fit anyway
