NO SUCH THING AS TOO MANY COFFEES

Welcome back!

Welcome back to where we fill you in on the latest topics at The Attention Seeker (ATTN).

This newsletter is coming from Ashley Short, the ATTN Internal Brand Exec.

This week we discuss The Coffee Method.

What the hell is the coffee method?

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What is the Coffee Method?

Simply put, the coffee method is meeting with someone to get to know them and their business. Over a coffee, we see if they have any problems we can help solve. If we can't help, we will point them in the right direction. And sometimes, people just want a chat.

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Why is the coffee method so important our?business?

For Stanley, sales are done in three steps.

1. Build relationships with people,

2. Identify their problem or challenges,

3. Provide them with a solution.

The best way to build relationships with people is to break bread with them; the next best thing to having lunch with prospects is to have coffee with them.

Grabbing a coffee with people is less invasive than asking people into a discovery call or whatever people will call it.

And because the sale only goes ahead if we have a solution to a problem they have, which we don't know until we get to know them, there is no way the first meeting can be anything other than a coffee meeting where we build a relationship and start to identify problems or issues they have.

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Have we tried other methods of getting?leads?

The Coffee Method is less about generating leads and more about how you think of a lead. If you go into any coffee meeting thinking the primary objective of this coffee catch-up is to build a relationship, it changes the tone of the meeting. It allows people to open up more and reveal their problems easier.

When you go in as a prospecting call, people are usually more guarded and don’t open up as easily, making step 2 harder to do.

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Pros and Cons as a business owner with the coffee?method

The Pros:

1. People are more likely to say yes.
2. There is less pressure for both parties. The only outcome is to build a relationship.
3. You can handle more coffees a day as you don’t really need to prep for them. They are designed to be exploratory.
4. Breaking bread with people or having a coffee, in this instance, is a fundamental human condition we are hard-wired to over-index as a positive relationship-building activity.

The Cons:

1. You will have more coffees than if you only went after people who were ‘warm leads’, so this method uses up a lot more time.
2. You need to know how to make small talk.
3. You need to know how to identify problems well.

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