You are a woman professional and have invited a male contact out for lunch. This is your first time meeting 1-to-1. You’ve made it past ordering food. As the waiter takes the menus away, panic strikes.
“Now what?”
Here are some tips to fast-track your 1-to-1 lunch skills:
(Part 2 of a 2-part series)
Conversation
1. Ask questions. People will like you if you take an interest in them. Remember, you are the host.
2. It doesn’t have to be all about business. Networking is about getting to know others and finding values alignment. This week I asked, “So, tell me your story. How did you end up at (such and so company) in Edmonton, Alberta?” Be prepared to tell your own story – concisely!
3. Listen! When you become a good listener, you will hear lots of things to ask about and carry the conversation.
4. Be interesting. Rather than talking about how “busy” you are, comments about yourself should be meaningful and interesting. No one cares about your grades or how amazing that brief is that you are drafting. They care about what inspires you! Give your guest a hint of what you’re all about.
5. Manage the conversation to guard against overly personal questions. Your age should not come up, nor should your home address, or where you will be later that evening.
6. Always have one solid business question on hand so you can re-set the conversation if necessary. This could be a question about a current matter you are working on, or a direct question about their company. “I understand that your company is acquiring a competitor. Tell me how that came about and what that will mean for your role.”
7. Be prepared to make an ask. If your guest says “How can I help you?”, have an answer! And be specific. “I’m trying to build my connections in office leasing. I know that’s your area, so I’m interested to hear how you have built your network over the years.”
8. Religion and politics and any other contentious topic (such as Covid vaccinations) are entirely off-limits until you are skilled enough to eloquently redirect a discussion that turns overbearing or polarizing. Getting into a debate with a new contact will not endear you to them.
9. Have an exit strategy: “My team will be expecting me back shortly, so thank you for your time today,” is an easy way to wrap it up.
Accountability
1. Log your business development activity.
2. Send a “thank you” email or card.
3. If you wish to connect again, then set a calendar reminder to follow up.
4. Submit your expense reimbursement.
5. Congratulate yourself for making progress, even if it wasn’t “amazing”.
6. Then book another lunch with another new contact!
Hack:
The more the merrier: If you’re still scared stiff, ask your guest to bring along someone they think you should meet. Conversation always flows better among three people where two are not strangers.
