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6 Tips for Crushing a Cold Meeting

Ever been nervous meeting a stranger? Nerve no more!

Impressing a stranger on first encounter can literally change your life. Interviews are a good example. Others includesales pitches, freelance consultations, partnerships, supplier agreements and even dates.

They’re a necessity in life. So why not get good?

Here are some tips to get you started.

Research:

If you know who you’re meeting, take 10-20 min to Google, Facebook, LinkedIn & Twitter them. Ideally you’relooking for information related to the topic of your meeting. But you’re also looking for personal information such asachievements and common interests.

Look for media interviews & charity support. Do you both rock climb? Have they recently been promoted? Have theyachieved one of your goals?

Also do company searches on the web, Google News, Twitter and in your CRM if you have one.

Agenda

To Agenda or not to agenda?

An agenda is contextual. You wouldn’t do it in an interview, but you’ll never have a consultant from McKinsey orKPMG book a meeting without sending you one. My general method is for every meeting ask these questions:

If I set an agenda, what would be in it?

Will I remember to do all of the above without writing it down?

Will it benefit my prospect if I send them a copy? – If it will, send one. Consider adding a photo so they knowwho you are.

Basically the agenda should add value to your stranger. Usually, more complex meetings have agendas. This givesyour stranger time to prepare.

On Arrival

Once you arrive at the meeting location - 10 minutes early - wait around the corner for 5 min then head to reception orthe cafe to be seated. Arriving more than 5 minutes early can look disrespectful as opposed to eager.

But most importantly DON'T BE LATE! If you think there is a 50%+ chance you’ll be late by even a few minutes, calland notify someone. It looks way better to call and say you may be 5 min late, and arrive on time, then if you arrive 5min late without calling.

The Lobby

After reception calls my stranger, I will stay standing until they arrive. Warning – if you take this road, be prepared forsome long stands. But I feel it looks better than kicking your feet up on lobby couches.

Sweaty palms? I hold my folder with my left hand and keep my right hand in my pocket –dodges the slimy handshake.Remember eye contact and a smile on greeting. Stand tall, chest out, firm handshake.

If you’re in a busy lobby and you don’t know your strangers face, finding them can be awkward at times. Try and makethe first approach, (it may take you a couple of times to get it right). Your stranger will be thankful for the awkwardnessremoval. Look for people looking for people.

Exchange some short pleasantries then ask where they would like to go (unless there is already a plan).

The walk

During the walk from the point of meeting to room or cafe, aim to walk side by side, and ask a few standard openended questions like:

“Thanks for taking the time to see me. How has your day been?”

Don’t worry what they say - you’re just trying to keep them engaged until you arrive at the sitting location.

Try to find an anecdote (maybe something that happened on the way in or earlier that day) or common topic (theoffices, building, location, current event or last resort – the weather) to keep them chatting until the sitting location.

Just try and avoid a long walk of silence.

Also, avoid discussing any important topics during the walk, interruptions are common and will kill your flow.

Personal Note: I like to treat all my strangers like a first date. I open doors, hold elevators and offer them the firstseat. Don’t take this to the extreme but if the opportunity is there, unleash the chivalry (that goes for you too ladies!).This shows you’re attentive and will put in the extra effort if they partner with you.

Sitting Down

Once you arrive at the meeting table, wait for the person you’re meeting to sit down first (unless they offer you a seat– then just take it). If you’re already in a cafe waiting for them, stand and shake their hand when they arrive. Again,watch the sweaty palms, smile, eye contact etc. I usually like to sit at a 90 degree angle avoiding the formal face toface arrangement. This is not always possible but it makes it easier to look over documents together or to describewhile writing on paper or using your laptop.

Once seated, give a business card to each person so they know who you are, how to spell your name (useful if youhave a weird name like mine) and how to contact you after.

Then you’re off.

Do you do things differently?

I originally published this post in 2010 here.

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