Honor clients words and needs, echo them in your agenda
A couple of weeks ago we talked about listening to hear, truly listening in a way that many of our client decision makers do not get attended to at work or home. LOL and true!
So given we honored them in those intersections, your agenda is a great way to establish an space to honor your dialogue with them. Formal. Maybe. Informal. Maybe. Detailed. Maybe. A sketch or 4 hand written lines. Maybe.
Just showing that you honor the inquiry into their needs and the chance to showcase your solutions increases the forward and enduring impact of your meeting.
That top producer in the last few articles... not only "I get to be in more than one place at a time" as different clients and future client contacts read their agendas and summaries at the same time I am in a face-to-face meeting...
In this way I "manage the echo effect", setting up a recurring image and memory re-creation of a powerful, focused meeting.
As Robert Cialdini said in Pre-Suasion, "you can't control what people think, you can influence what they think about."
As he and Carmen Simon "Impossible to Ignore" both emphasize that timing is essential... are they preparing for a meeting and pop goes their inbox with your agenda?
Are they getting clogged up in their week and their memory decaying of a focused solution meeting and "ding", in some a vibrant Summary?