If you have a prospective client that you would like to get to know, coffee is a great neutral ground (pun).
Most people like coffee and if your client doesn’t like coffee that should be reason enough to move along.
So, how do you do it? How do you get millions of dollars in new business by simply buying someone an overpriced cup-of-Joe?
With our proven multi-step process you will improve your close ratio by fractions of a percent - and there’s more.
Step 1. Keep it simple. Funny enough, early in my career I thought it was important to share my resume in a conversational email.
Using my background in criminal justice, I deduced that most people were indifferent to my impressive list of marginal accomplishments.
I further gathered that there was a direct relationship between the length of the email and the rejection rate of my requests.
Keep your request simple. If people are interested they will look you up on LinkedIn or ask around. You don’t need to tell them your life story or make an impassioned pleas for why they should choose contestant number 3.
Step 2. Be specific. Rather than an open ended invite to coffee at a place of their choosing at some future date, pick a place and a time.
It may seem intrusive to invite Jane Doe to the Bestest Java on Wednesday at 930am but I believe it is actually quite polite.
By providing a place and time you aren’t wasting their time searching the whole of their calendar and thinking through when would be best for them.
You also increase the probability that they actually check their calendar. “Is it even possible for me, Jane Doe, to meet at the Bestest Java on Wednesday at 930am?” It simplifies the process.
They can say yes.
They can say no.
Or they can say, actually Thursday at 830am would be better.
I promised there would be more. Here it is.
Most people like to try new things, if there is a new place use that as a reason to invite them.
If your prospect has a specific coffee taste, using a specific place may allow them to suggest a different location. I have some people who like Fast food chain coffee and others who stick with the known names. There have been plenty of times when when clients have said, “I’ve never been there.”
If they can’t find the time, offer to bring coffee to them and/or their team.
When you get your coffee meet up on the books, do as much research as you can to enable you to make an initial impression. Don’t over do it but come prepared. It is polite, professional and effective to know some basics about your prospect.
If this is an initial invite you should plan to keep things primarily personal, get to know the person and work to earn their trust. Most people want to have a sense of whether they know, like and trust you before they will do business.
Ask questions and get them talking. This is both polite and Sales 101. It is ok to go the whole meeting and not talk about yourself. Typically if you are genuinely interested there will come an opportunity where your guest will ask you, “So, what is it that you do?”
When inviting another professional to coffee - keep it simple, don’t waste time, be specific and be genuine. I’ll guarantee that this is more effective than being complicated, wasting time, being generic and doing the typical sales routine.
If you haven’t increased your close ratio by fractions of a percent, we will give you your money back.
Let us know if you’ve had 10’s of more coffee appointments by using these ultra secret steps to maximum success.
The golden rule can help keep you centered as you pursue success.
The Golden Rule states, "Do unto others as you would have them do unto you." The essence of the principle is that we should treat everyone with the same universal respect and goodwill that we want extended to ourselves.
In reverse, this does not mean that if someone treats you terribly that they are setting an example of how they would like to be treated. How often have you thought or heard, "If that's how they are going to treat me then they are going to get the same (or worse) right back." When faced with ill treatment our natural response is to get defensive and even to retaliate. Such reciprocal action drags ourselves away from our values. Taking the higher road is a commitment to operate with high standards regardless of the results.
This does not mean that we endure or allow abuse. We also want to set a standard of both how we will treat others as well as how we expect them to treat us. The golden rule should not be manipulated by others to enable them to trample over you as a person and a professional. In a business setting this can be a helpful tool when a team member is being mishandled by a client. "Dear client, our company works hard to follow the golden rule and would request that you do the same. If we cannot treat each other with this universal standard of respect then we will have to rethink our working relationship."
Applying the golden rule requires us to empathize with those we are serving. We should be asking how this person thinks, perceives the relationship and would like to be treated. We want to be considered as individuals as do those we interact with. Taking time to listen, observe and apply the knowledge that we gain enables us to adapt to optimize our personal as well as professional relationships.
As Jim Collins noted in Good To Great, you need to get the right people on the bus [your organization] and you need to ensure they are in the right seats on the bus. When it is difficult to find people at all, growth minded businesses understand the value of investing in developing internal talent. Investing in the employees you have can produce significant return on investment.
Whether you are an entrepreneur or a person in a position of leadership at the helm of a large organization, attracting good talent starts with:
Key to Success: Process
Process. Culture and systems have to be in sync with each other for a company to succeed. While culture is a hot topic, it is more about what an organization does than what it says it will do. It is important for entrepreneurs and leadership teams to review whether their processes are in alignment with their vision. If there are setbacks to growth, a good place to start would be in reviewing the processes that are in place. Developing systems helps to ensure that there is consistency in your organization. Clarifying expectations helps team members to understand what they need to do in order to succeed. Communicating processes that are consistent with the vision enable everyone to see where they can help move things forward.
Key to Success: Production
Production. A company has to produce goods and/or services. Having the right people and processes completes the cycle of needs to ensure an organization will create value through production. Production issues help to reveal shortcomings in processes. Often failure helps us to better see areas we can improve than success does. Be sure to embrace the opportunity to grow as a leader and a team. Production, process and people all work together to create progress. If you are struggling to make progress start to work backwards to determine areas that need to be addressed.
Here is a good resources from EOS on how to trace down issues and establish better meetings:
Key to Success: Progress
Progress. Having the right people, developing your processes and improving production are all keys to success. There is no guarantee for success. There are no short cuts to success. Leaders can learn a lot from gardening on how to cultivate a growing team. In an article published with Restoration and Remediation Magazine, we identified keys to change for withering grass, flowering weeds and crab grass within an organization. Like a flourishing garden, growth in an organization is attractive and creates a sense of pride. If we invest in our people, process and production we will find that progress is much more attainable. As the organization moves forward together it is easier to identify and address areas of the company that need to be adjusted. Progress is not perfection. Progress means we are gaining on our goals.
We often glamorize stories like The Wolf of Wall Street. Leonardo DiCaprio who plays the notorious ring leader of the Stratton Oakmont, Jordan Belfort. Stratton was expelled by the NASD in 1996. Belfort was indicted for securities fraud and money laundering in 1999. During it’s heyday, the company employed over 1,000 stockbrokers. One of these stockbrokers was Richard Bronson who shares his story in the video below. Bronson was charged with financial crimes and served two years in prison. As noted by the creators of the video, Freethink,
“While incarcerated, his eyes were opened to the inequities prisoners faced – and how daunting re-entry to society was. He decided to do something about it. He started the website 70 million jobs, with the aim of getting everyone leaving prison not only employment, but a career.”
The difficulty for felons to find a job
Finding a job can be difficult enough. Finding a job with a criminal record can seem almost impossible for most ex-felons working to reintegrate back into society. Bronson’s organization 70 Million Jobs works to be a reliable resource for those looking to improve their employment opportunities. Felons can find help with resumes and finding local job listings from companies ready to hire applicants with a criminal background. In and interview with Forbes Magazine, Bronson is asked why he believes that felon’s should be given a second chance. Richard responds,
Having lived with hundreds of men in prison, I observed that as people they were no better or worse than those I knew on the outside. Mostly, they were folks who had very few options in life, and followed the path that others around them were following.
Advantages of giving jobs to felons
In the article and on his organization’s website, Bronson notes that there are some advantages when employers take a chance on an applicant with a criminal background:
Providing jobs for felons reduces recidivism
Recidivism refers to the likelihood that someone who has been incarcerated for a crime will return to those circumstances. The rates of recidivism are very high. Working together at the federal, state and community level to create opportunities for ex-felons is a benefit to all in society. Groups like 70 Millon Jobs and United Purpose Network are hard at work to promote resources for recycling lives. Richard speaks to the value of investing in opportunities for those with a criminal past:
Recidivism costs cities like Los Angeles tens of billions of dollars annually, destroys lives and families, erodes society, to say nothing of the impact on the new victims. We think that progressive cities and states are recognizing the economics of recidivism and are looking for business solutions. That’s our big opportunity over time. Employment is the silver bullet.
Originally published by The Felon Toolbox
Jon Isaacson / IZ Ventures - Creative business solutions. We help you connect, collaborate & conquer. #MTWSL
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