If you’ve been following our Unlocking Success series and implementing our protocol to transform your practice, soon you will encounter the following scenario:

“I have an Employer Partner meeting scheduled. NOW WHAT DO I DO!!???”

As excited as you are, you’re wondering if you’re up to the challenge. Never fear: We didn’t bring you this far only to abandon you now!

First, congratulations on securing a meeting with an Employer Partner! Now, follow this structured approach to ensure your meeting is productive and leaves a lasting impression.

Step 1: Exploration

Your primary objective is to learn about your Partner’s needs and challenges. This stage is all about asking questions through discussion.

Leave Preconceived Notions Behind: Enter the meeting with an open mind! This allows you to truly hear the other person, and quickly adapt to their perspectives, communication style, and needs.

Starter Exploration Questions: Engage each participant by asking them to:

• Describe their responsibilities.
• Highlight the issues they deal with.
• Share the complexities they face.
• Discuss hot-button issues they wish to address.

Listen Actively: As participants share, show them you’re paying attention by taking notes. This not only signals that their input is valuable but also helps you gather critical BANT (Budget, Authority, Needs, Timeline) information.

Step 2: Your Turn to Ask Questions

After everyone has had a turn to share their thoughts, this is your opportunity to dive deeper. Pay attention to detail at this stage, because this is your chance to finely hone your insight so that you can present your services in a light that provides ultimate value to the client!

Ask Open-Ended Questions: Use this time to seek both factual and emotional responses.

Fact-Based Questions:

• How many (units, incidents, etc.)?
• How often (does this issue occur)?
• Where (are the problem areas)?
• What are the costs involved?
• What are the time frames?

Feeling-Based Questions:

• What did you find to be…?
• How did that work for…?
• What do you think is the biggest issue of…?
• What has been the most frustrating aspect?
• Can you elaborate on…?

Step 3: Present Your Solutions

Now that you have a clear understanding of their challenges, it’s time to show what you have to offer. You will incorporate all of the detail you gathered during Step 2 to demonstrate your value and form a true partnership – not just provide services – with your client!

Focus on Their Problems. Tailor your presentation to address their current and articulated issues. Solving their immediate concerns can lead to more extensive business opportunities in the future.

Use Their Words. Reflect their language and terminology back to them.

• Adapt to Their Personality Style:
• If they are analytical: Provide data.
• If they are a driver: Highlight time frames and efficiency.
• If they are amiable: Emphasize collaborative and mutually beneficial outcomes.
• If they are expressive: Inject excitement and vision.

Step 4: Establish Next Steps

Before concluding the meeting, outline the next steps clearly.

Involve your Employer Partner in planning! Engage them in developing the action plan and research tasks. Their participation increases their investment in the project’s success.

Implementing these steps will not only help you run an effective Employer Partner meeting but also build a strong foundation for a successful and collaborative relationship. By focusing on their needs, asking insightful questions, and presenting tailored solutions, you demonstrate your commitment to their success.

Ready to put these principles into action? Schedule a consultation with us today to further enhance your meeting strategies and achieve your business goals. Call us now to make an appointment!