Specific ways to confidently close a 1:1 meeting

In a workshop I conducted for the CEO Institute a year or two ago, one of the CEOs commented that he had been in the audience where a conference speaker started his presentation very well,  grabbing the attention of everyone, but then trailed off – in effect abusing the attention of the audience. It’s important to start a presentation well. For example, to ‘hook’ the audience to listen, and answer the audience’s unstated question. Namely, ‘Why should I listen to you?‘ ** But you may shoot yourself in the foot if you don’t keep that attention to the end of your presentation or meeting. Consider this. What things do you say or do, to end a meeting well? My field research indicates that 80% of what an audience will remember (an audience of 1 to 101+) will be the opening and closing of the presentation/meeting. You may have heard the statement that ‘people will remember how you made them feel’. I posit that your opening and closing will significantly contribute  to how the person(s) feels. Here are some of my questions that I choose from, to ask near the end of a meeting with a prospective client, particularly when the meeting has gone well, and where the prospect is interested in engaging my services:

• What’s important to you about us working together, so that the highest possible relationship between you and me could be achieved?’
• Do you have questions for me?’
• On a scale from 1 –10, how would you rate the quality of our relationship in this meeting? (if they answer less that 10 ask) ‘What would it take to make it a 10?’ (then act on those areas prior to your next meeting).
• What questions can I answer about my fees and my services, so you feel confident you know exactly what you are getting?
• What else do we need to discuss at this time?’

In addition to the  above questions, as many of you already do,  I clearly and specifically recap the next steps(s) that we’ve agreed to in the meeting. Your CALL to action/HOW to apply for this post: During one of your meetings in the next seven days, reflect on how well the meeting ended. Did you end it with energy, certainty and clarity? What else could you do to improve the end of your meetings? **(Due to the millions of mediocre presentations that have been delivered in the last week – most people aren’t holding their breath to listen to another one). Check out this great one day workshop co-presented by a video luminary Geoff Anderson, entitled Make awesome videos in house  Here is the last post with radio broadcaster Angela Cattern’s advice on speaking