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One to One Meetings tips & advice

“If we continue to do what we have always done, we will continue to get what we always got”

“The Definition of Insanity is doing the same thing over and over again and expecting different results.”

This a simple guide to having One to One Meetings for businesses.

When it comes doing one to one meetings you may have read my explanation on how to do them technically – see below. So lets just look at some of the benefits of doing them.

Why do we do 121s?
Nobody goes to business networking events every week in order to bring business leads to you, they attend to get business leads from you. But in order for someone to try spotting opportunities for you they have to know, like and trust you. Then you have to educate them on how to spot opportunities for you. You can only do that by doing dedicated One to One Meetings or 121’s, as in an hour of focused time together. Allocate this one hour and after a maximum of 5 minutes of small talk, start talking business. Dig in to each others business connections, relations, groups, affiliations, any connections related to hobbies and so on.

10 Benefits of doing 121’s – repeatedly, again, and again, and again

1. Build relationships by getting to know more about each other and your various networks – this is relationship marketing
2. Save time – one hour focused time is a lot more productive than loads of rushed 10 minute slots, snatched at networking events
3. Create a bond, loyalty and commitment as you develop your relationship
4. Swop feedback and constructive criticism about your business and methods of doing business
5. Support – be there as back up for each other, just like members in any good team
6. Continuous Relationship Development – CRD see the people at these events who are always with each other, always strengthening the bond and learning about each other
7. WOMM Word of Mouth Marketing is great advertising, which beats any other form of advertising
8. Referrals generated by people who really know you and what you offer, will always be very warm – see short guide on getting referrals
9. These people who risk their good name by trusting you with a referral to someone they know, can also get you feedback from those very clients
10. It is a great hour spent outside the office, working on the business, rather than in it. You get space to take a breath and be open to ideas and suggestion.

Reciprocity
Remember that people feel an indebtedness that they will go to great lengths to repay. Giving and helping also makes you feel good and genuinely improves the life of others.
What would you add to this list? What questions do you have?

Tips on Effective 1-2-1s – Meeting other Networkers

What do you want to get out of a 1-2-1? Ask yourself, in advance.
Prepare a 121 Toolkit, send it, exchange it with other person, read theirs in advance, be prepared. This explains what you do, includes is a list of people or business categories you want to meet, what you offer and some examples of case studies or happy clients.
Set an agenda, meet with purpose, agree actions, finish by including a date for next meeting.
1-2-1’s are opportunities to educate and be educated by others about:

• What is a good referral for each other – be clear, practical & honest
• Who would be good to bring as a visitor for each other to another meeting
• What to look out for in our daily work that is a possible indication or “Trigger” that someone needs each other’s services. Problems like poor phone service, needs insurance, a website or printing or a painter, car issues, tax issues, going to a wedding etc.
• What to listen for in a conversation that could lead to a referral
• How to start a conversation for the other member which will lead to business It’s also a chance to work on who we know from our networks that could be future clients for each other. Every conversation you have with anyone could lead to a Referral – LISTEN !

Some Tips on etiquette for One to One Meetings

• Be respectful of each other’s time – give’ each other the time 30 mins to 1 hour each way
• Be a good listener – Share or dedicate that time taking turns to talk about your businesses
• Spend only five minutes talking about the weather, sport, etc Get down to business
• Always be positive and give encouragement.
• Stay focused on what you need to be doing to help the other person.
• Never walk away without learning something new
• Never leave the meeting without having a name of a person that you could either:
a. Bring someone to a meeting as a visitor for the other person
b. Or start a conversation that could lead to business for the other person.

Once you leave the meeting, be sure to go out and WORK at finding your partner a referral or a visitor who could lead to business. Read our guide on Business Networking.

Remember Givers Gain – be a Farmer not a Hunter.

Do you want more traffic?

Hi, at MEANit we help 40 ‘Professional Services Businesses‘ to be effective online annually. Will your business be one of the 40 in 2022?

MEANit-Web-Design-Agency-Michael-MacGinty

Written by Michael MacGinty

Michael is a well known speaker, author and coach on how to use the web to grow a business. He is also WP Elevation certified as a Digital Business Consultant.
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A Web Presence Checklist, for the senior partner

12 things to oversee the web presence for your legal practice

LinkedIn including company profile page and personal profile for you and all employees. Post some articles about your services, giving some useful advice, sharing insights or sharing industry news. Connect with logical potentially good connections. No sales pitch, just hello with a short line to make the connection, like swopping a business card at a networking event. Read our Linkedin Guide.

Facebook – keep it a basic entry for the practice just to turn up in Facebook in search or get reviews. You could use it to get reviews from people who spend a lot of time on this platform. Or use Facebook to advertise your services, if it is right for your target market.

Website focusing on the services that you want to specialise in, the ones that make you the most margin and that you are happiest to deliver. Bear in mind that you can offer services that you do not personally have to deliver, but make you margin. You do not have to deliver you do not necessarily have to be involved in the process whatsoever. Who is responsible for your SEO Search Engine Optimisation? Read our Guide.

Include SSL – This is the little padlock that appears on the top left corner, to indicate the site is safe. This is not just for eCommerce websites.

Google Business Profile – Have you got one? Is your Google Business Profile profile populated, as in photos, service details, opening hours, blog items, reviews. Independent Google Reviews are fuel for your practice. Get as many as you can. Remember to reply to every single one of them. These are happy clients or people who are in need of attention. Read our Guide.

NAP – Include nap NAP everywhere that you write your address, search Google to see where you appear and ensure the NAP is exactly the same everywhere, including the Eircode.
Do any Google search of your name in an ‘Incognito window’ to see what people see on their computer when they do a search of your company. Whilst you’re there also do a search for solicitors in your town or area. Also do a search for the legal services that you want to promote in your area. Such as conveyancing in Dundalk or conveyancing solicitors in Dundalk.

Recruitment – Your website can also be used for finding new team members, rather than going through the expense of recruitment agencies. This tactic would generally be known as being a part of your overall content marketing strategy. This is where are you create content on your website that will attract people who are looking for certain things. Whether that be a specific legal service or a job in a legal practice that looks attractive to them.

Google Page Insights is a tool that is free and will give you an idea of the speed of your website. Google gives a lot of weight to a fast loading website, especially on a mobile view. Websites are being measured by Google more and more for their mobile view as a key metric.

Google analytics is also free and will give you an idea of the number of people travelling to your website visiting your website on a monthly basis. Use the overview to see how many people visit your website on a monthly basis to see if it’s going up or down. Google Analytics is a great tool but having a high numbers visit your website does not guarantee a conversion to a customer. In order to get conversions you continually need to add content and optimise content and compete with whoever your competitors are. A very simple search for a legal practice in your area will show you who is ranking number 1, 2 or 3. These are the competitors or people you’re competing with, so you need to be better than them. Read our Guide.

Google – With Google Ads you can spend a fortune easily. So if you want to use this platform, get to understand it or engage a specialist. It can be very useful in the short term or to use whilst you are working on your website and SEO. Read our Google Ads Guide.

Conversion. However, bear in mind even if you are number one and you get click through so people visit your website when they land on a page on your website. You have to work on the content in order to get them to convert from visitor to customer. This is your user experience as in UX through your User Interface referred to as the UI.

Reports – Ensure someone is producing a monthly report to measure the numbers. As Peter Drucker said “What gets measured gets managed — even when it’s pointless to measure and manage it, and even if it harms the purpose of the organisation to do so”. Ensure you get a Google Analytics report. And ideally have a report created, so that you can see the numbers at a glance.

Conclusion:
As a senior partner you do not need to do all of this work. This is not what you’re qualified to do and could be way below your paygrade. Unless you engage someone who can deliver a high return in the long term and needs to be well compensated in the short term. Get a proper Digital Marketing Plan drawn up.

However, somebody has to do the work. It would be good if you could use some of these tools to see if the person, practice manager or web agency is doing a good job with your investment.
The bottom line is the practice should be kept busy. And ideally be able to recruit enough staff to deliver services. As a senior partner if you allocate a half hour every month to review these basic reports, you will then be in a position to see what is being done on your behalf.

Read the monthly reports from your Digital marketer. And if needs be, have a conversation about what needs to be improved. The Digital marketer will need a budget to do the search engine optimisation or create graphics for the website. And possibly doing advertising on LinkedIn or Facebook or anywhere where your potential customers are hanging out. Without sounding like an ambulance chaser you can have your content found when people do a search for chiropractor or osteopath or bad back or medical negligence. Get ahead of the curve.

How much time, hassle and money would it save you to have any and all advertising done online through your own website by a competent specialist agency?
Also posted here.

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