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 © 2008, Business Influence, All Rights Reservedwww.businessinfluence.com.au 
16 Ways to Succeed in External Meetings
By Darren Bourke – Director of Business Influence Pty Ltd 
1. Get out there.
Being invisible would have to be one of the greatest barriers tosuccess. No-one can get to know you, understand you, find you or offer you businesswhen you're in your office. Make a commitment to regularly catch up with people inyour network. 
2. Be proactive not passive.
Be proactive in you behaviours. When there's anopportunity to invite someone to meet up together, get on the front foot and invitethem. Alternatively, when others suggest meeting up don't go for the defaultresponse of saying no unless you have to. Proactive people win more than passivepeople. 
3. Frequency is key.
Don't fall for the trap of scheduling a whole bunch of meetingsa few times during the year. Good business people have a consistent and regularflow of external meetings. 
4. Pick the right medium.
Understand the individual you're meeting with, therelationship you have and the nature of your meeting. This is important as the venueand medium set the scene. Taking a person you don't know to a fine diningrestaurant may be misleading and confusing for your guest. I find that coffees,breakfasts or light lunches work well as they are reasonably informal and allow eitherattendee to easily get away to their next commitment. 
5. Everyone deserves a go.
Try and be inclusive rather than exclusive in meetingup with others. I don't suggest you have to meet up with the taxi driver you had lastnight. But be open to giving every individual a chance. If it doesn't work out for you,there's no pressure to meet up again. What's the downside? I rarely have had a badcoffee.
6. Be genuine.
It's important to be yourself in external meetings. If you try andposition yourself or take on a persona which is not you, the other party will invariablydetect this. You want the other individual to connect with you not an actor. Beyourself and be authentic.
7. Care.
When you're with somebody, genuinely care about your time together. Tryand understand, empathise and listen to the other person and their needs andfrustrations. When you are disinterested or self serving the other person concludesthat you don't care about them. Permanently.
8. Be generous.
Don't be afraid to be generous and this is linked to picking the rightmedium. Offer to pick up the tab for the coffee more often than not. Shout people adrink or a meal. Offer to do them a favour at no cost or obligation just because youwant to. Monetary or non-monetary generosity is always noticed and rememberedlong after the meeting.
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