“Power, the ability to control and influence circumstances.”  Dr. Myles Monroe

The amazing thing that happens when you sit down and do a one on one with someone is that you learn amazing stuff.  Stuff you never thought this person did, knew about or was in anyway involved in.  It is so great to learn about people.


I was having a one on one with a prospect the other day.  This person was in the construction business.  Custom cabinets.  Very nice and very high end stuff.  I was amazed at the product.  The amazing thing I learned from the one on one was that prior to doing this business, the person was an international banker who knew people and still had connections on 5 continents.  Did I need some help making a connection in China?  Did I need a referral in England?  I did not, but you might.


Don’t assume who someone is by what they are doing today. 


Don’t say, like so many people, “they can’t help me.” 


How do you know if someone can help you before you really spend some time with him or her and learn about him or her?  If you are into building relationships, then take time to do one on ones.  They are where the real power of building powerful relationships is.



One on one’s are the gold of follow up and relationship building.  They open up doors that you never thought could be opened.


So, the next step in continuing to follow up is to do a one on one meeting. 


For me, if I see someone on my list is opening and reading the newsletters over an extended period, then I am going to try and set up a one on one meeting.  This signals to me that they have an interest and I better see how I can help them.


If I go to LinkedIn and see a person has amazing connections that I want to meet, I am going to request a one on one with them.   If they are connected to the people I want to meet and want to work with, then I have to start the relationship with them.


A one on one is a key piece of follow up.  This is when you really start to get deep. 


This person is willing to given you an hour or so of their time to sit down and talk, so what are you going to do with that time?



First, make sure you have many questions ready to ask.  More questions than you could ever get to.  You never know if the person is quiet, or if the person is a talker.  If they are a talker, you will be fine, but if they are quiet, you could blow through a bunch of questions before they ever open up to you.


Next, make sure you do your research on the person.  Don’t ask questions that are so easy to find online.  This makes people think you have not done any homework.


Third, I suggest you make a list of people you both know.  Then talk about the ones you have a good relationship with.  However, make sure you let the other person lead.  You do not want to put your foot in your mouth by talking well about someone they do not like.  If they take the lead, you will stay in a safe area.


Next, make a list of people they are connected with that you might want to meet.  These are the people who you want to connect to.  If you don’t ask, then how will you ever get connected?  But, it is important to ask with grace and patience.  Don’t go forward pushing, go forward asking.


Don’t say, “so you know Joe, could you introduce me?”


Instead say, “so I see you know Joe, how long have you two known each other? 

Do you do work together?  Etc.” 


Keep asking.  You might be surprised by the response– “would you like me to introduce you?”  Yes, yes, yes.


Make sure that when you meet you make it your number one goal to listen. 

Then to learn. 

Then to help. 


If you move in this way, you will be amazed at what you can get out of the relationship.


It is amazing what you can learn if you do the one on one effectively.


It is not about what they do, it is about whom they know.

Let’s face it; most people will never want to buy what you sell.

However, they just might know many people that do and if you follow up and stay connected and build a lasting relationship, they might just introduce you to them.


I have gotten some of my greatest business simply because I followed up and in that follow up, I ask for a one on one meeting.

In that one on one meeting, I listened, took notes, and was really interested.


At some point, maybe not today, tomorrow next week or even next year.

But if I continue to stay connected, then at some point, this follow up will yield business.   That I can guarantee you.


Read more in our latest book: My Sales Follow Up Sucks.

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