Glen Gould

As we celebrate our nation’s 233^rd birthday this July 4, it is important to remember that our freedom came at a heavy price.  Men and women who personally sacrificed and continue to sacrifice to provide us with liberty should be thanked and remembered in reflective thought and prayer.  We are truly blessed to live in this most favored nation.

Yet every day we continue to sacrifice the freedom we have been so graciously provided.  While each day we debate how current or past political climes have diminished our freedom, it is not the purpose of this writing.  It is time to take a serious look at our individual freedom and how we willingly give it away when we become dependent upon a job.  According to a recent article Why Americans hate their jobs, “A majority of Americans now say they are unhappy at work.” (The Week January 7, 2010)

The greatest loss of freedom in America happens on Monday morning.  Millions of people climb into their cars and funnel into the rat race.  There they fight and struggle to maintain a lifestyle they have built based on the income provided by the job they have selected. Whether by ignorance, influence, or indifference, most employees have built an invisible yet totally effective cage they now live in.  They are imprisoned by their jobs, trapped by the need to provide for a family and maintain a lifestyle.

The idea that each person is free is long forgotten.  Each week many will fear the loss of “their job” not realizing it isn’t theirs, it belongs to the employer and he or she has full control over who will own “their job”.  Sadly, many will find that even their employer has little or no control over who will stay and who will go as companies we never imagined would go out of business disappear from the landscape.  Circuit City went from good to great to gone leaving thousands unemployed.

There is hope.  We still enjoy individual freedom in this country and we should exercise our freedom with great vigor.  We are free to choose where and if we will work and we’re free to create our own work should we choose.  Here are four steps to ensure you maintain your freedom:

1. Find your passion.  What is it that you were uniquely designed to do?  Many will have to spend hours sifting through the years of work they have done for the money to get to the essence of who they really are.  Everyone has a purpose.  What is yours?
2. Remember that you are the CEO of your own personal services corporation.  You have the option to choose to sell your services to one client (your employer) or to open up your own shop to serve many.  Entrepreneurship is the single greatest tool to ensure independence.  The first step is to realize that you are already in business for yourself.  Who do you choose as your customer?
3. Examine your current line of work to find an opportunity.  While you may not believe your current work is your passion, there is likely a good reason you chose to work in the field you are in.  Is there a place where your passion and your experience intersect?  That’s where opportunity lies!
4. Exercise your freedom.  Don’t remain trapped by the current situation.  Think of the countless hours you likely waste each week that could be put to good use developing your own business that will provide added income, opportunity, and freedom.

Every person in the United States (the world for that matter) should approach his or her work as a business owner.  How well are you using the resources you currently possess?  Everyone has time, talent, knowledge, experience, expertise, passion, and property they can leverage to create greater value for their customer(s).  That may mean becoming more valuable at your current job or opening a small business to serve others.

Honor the sacrifice made on your behalf by those men and women who provided you with freedom by approaching your work as a business owner.  When you work at a job for one employer, give it your very best.  No one ever created a better life by giving it anything less.  You made the choice to work where you work.  Remember that you are selling your services to your employer. You receive both money and experience as payment for your services.  Learn how to do your work better than before and your services will be more valuable to your current employer, future employers, and future clients.

Treat your work as a business, and treat your business as an opportunity.  Entrepreneurship is the greatest exercise of freedom.

Many people think that the automobile brought on the death of the buggy whip manufacturer. Not true!

Buggy whip manufacturing still exists today. But it’s safe to say the market for buggy whips isn’t what it used to be.

Many people believed the internet would be the end of printed newspapers. Again, not true. Many fine newspapers still exist, although they are under increased pressure.

What do buggy whip manufacturers, newspapers, and your business all have in common?

They all must understand the business they are in.

Some argue that buggy whip manufacturers could have survived and thrived if they had noticed the changes and responded more quickly. But if they continued to believe they were in the buggy whip business they never could. The only way they could have made the transition would have been if they knew they were in the transportation initiation business.  A buggy whip initiated the motion of the horse and buggy.

Buggy whip manufacturers are not needed unless you want to initiate transportation via horse and buggy. For buggy whip manufacturers to truly survive they would have needed to fundamentally change their focus of manufacturing to starters for internal combustion engines.   This would have resulted in a new target market for their products.  Nonetheless, buggy whip manufacturers could have survived had they focused on their core business of transportation initiation.

Newspapers are not needed without advertisers (with all apologies to fine reporting and information dispersion).  Newspapers are more likely to survive and transition with the times because they recognize they are in the business of aggregating audiences for advertisers. The delivery of news and information is a by-product of the need to bring audiences together for advertisers.

According to Peter Drucker, “The purpose of a business is to create and keep a customer.”  I would argue that is only partially true.  The actual purpose of a business is to create and keep the right customers.  While newspapers create subscribers who are customers, they would be hard pressed to survive on subscribers alone.  They bring together two groups of customers to create a value.  Subscribers receive value from the information from the publication.  The advertisers receive value from the exposure to the subscribers who are likely candidates for their products and services.

Regardless of the eventual outcome of the changes in the newspaper business, it is safe to say that many will survive and transition to a new model because they understand the business they are really in, aggregating an audience for advertisers.  The subscriber base is essential to the advertisers and monetizing it is an added bonus.

What about your business?  Are there ways to increase the value you bring to your “right customers” that would increase your business value? What is the real purpose of your business?  Who are your “right customers”?

By answering these questions you can answer the ultimate question, “What business am I really in?” When you identify this core fact you’ll be in a position to dominate your marketplace.

Asking questions skillfully and listening carefully can improve your networking and sales success.  When you learn to ask The Million Dollar Question you can super-charge your results.

It’s called The Million Dollar Question because it can literally make you a millionaire.  People from all walks of life find this one question to be so different from anything they have ever learned that they just can’t stop talking about the impact it has on their careers.

The Million Dollar Question cannot be asked as a stand alone question.  It is used in the context of a conversation and only after a considerable amount of questioning skillfully and listening carefully.  As your conversation continues, ask the person you’re speaking with for their card and be ready to write notes on the back as you ask questions.  Genuine interest is required to use the question wisely.

So what’s The Million Dollar Question?

“I’m in the public quite a bit, tell me (insert name), in the course of my day, how will I recognize a good prospect for you if I see one?  (Yes, WOW is an appropriate response right now!)

You see, most people are so busy thinking about themselves and how they will benefit from this relationship that they fail to recognize that it is NOT about them, it is about the person they’re in front of.  The person you are talking to will hesitate at first because this kind of question is so rarely asked.  It shows you truly are interested in them.

Often people who are asked this question appear puzzled at first since they rarely come in contact with people who are genuinely interested in helping them.  Do not despair.  As you build your skill asking questions and listening to answers you’ll become adept at discovering ideal clients and prospects for the people you meet too.

Clearly you can see the benefit of asking The Million Dollar Question but remember that you must take care to record what you’ve learned.  Be certain to record what you’ve learned about the person you just met on the business card you asked for earlier.  While you don’t want to promise that you’ll be on the lookout for referrals, you will have implied that you are.  And subconsciously your mind will go to work seeking a solution.

That’s it.  While it seems simple it is rarely done and rarer still are those who do it regularly.  If you do you will stand out from the crowd, be known as a caring connector, and people and resources will magically appear in your life.

If you are seeking a way to stand out from the crowd, perhaps no better opportunity exists than to host or sponsor an event that brings people together.  Whether it’s just an intimate group or a large crowd, hosting and sponsoring events provides excellent exposure, however there are significant risks as well.

Sponsoring an event is different from hosting an event.  To sponsor an event usually means that you are providing financial or in-kind support of an event produced by others.  A good example would be if you sponsored a local chamber of commerce luncheon.  You could provide financial support that would assist in promoting the event or paying for the lunch for the attendees.  Perhaps you could provide meeting space for a chamber mixer.  Or you might provide the printed invitations to the annual dinner.  In these examples, you would provide financial support either directly through cash payment or indirectly through in-kind service.  Both are important to the success of the event and you would be recognized as a sponsor of the event.  The chamber would do the rest.

Hosting an event is similar in that you would provide financial support through cash or in-kind service, but then you would also be producing the event.  You would invite the attendees, coordinate the venue, food, parking, and all the other aspects of the event to ensure it’s success.  Hosting an event is not for the faint of heart but the rewards often can be greater.  When hosting an event, you control who comes to the event since you have invited all the guests.  You can create the atmosphere that works best for the attendees and for you.  Done well, hosting an event can pay off in a big way.

Whether hosting or sponsoring, the exposure you and your company receive is invaluable.  Most people assume that sponsor and host companies are better established, more financially sound, and therefore better able to serve customers and clients.  Many companies use sponsorships to position their brand as a player in key markets that matter to them most.

A local bank is usually a big supporter of the local chamber of commerce while an energy or gas company may be a big supporter of green initiatives and programs.  The key is to find the group of people you wish to influence and target them with your sponsorship.  Often companies recognize that other organizations produce events better than they can and that they can gain influence through sponsorship of chambers and other cause centric groups.

Hosting events gives you the opportunity to reduce the target group to the key people you choose.  While sponsorship provides exposure and the opportunity to influence, hosting provides the opportunity to interact.  Often the cost of hosting an event is not much different than sponsoring an event, but the cost in hours of planning and executing can easily exceed the financial investment.  Nonetheless, if you or your staff have the ability to host an event, your investment will be easier to track than it will be when sponsoring events.

Most people and companies begin by sponsoring events.  This is a good place to start establishing your brand presence.  You will get noticed and we highly recommend sponsoring events that are congruent with your company mission and that attract your target market.

But we can’t urge you strongly enough to try hosting an event as well.  Start with a goal that is small and easily managed.  Perhaps you could invite six clients, prospects, or potential networking partners to a get together over coffee at your office.  Start small and learn through the experience.  Then expand your events to include more people, different formats, and different venues.  You may find it easier to spread the responsibility by co-hosting with a few friends, partners, or vendors.  And remember, vendors who sell you products that you ultimately sell to others are good prospects for sponsoring your hosted events.  You will need to have a few successes under your belt before you will get vendor co-op dollars.

A bit of caution:  While it does happen, rarely do people hold sponsors accountable when an event isn’t a total success.  But when you host an event you will be the sole party responsible for the experience of the attendee.  If it goes well or if it goes poorly, you will receive the credit.  So plan well.  Additionally, people are becoming event-fatigued.  Unless your event has a unique twist, you may have trouble succeeding.  That’s why putting a few people together that have a common interest is key.  If you are unsure how to put the right people together or what to do to make the event appealing and different, we can help.  Just email us.

Sponsoring the right event or series of events can put you in front of your target market in a way that no other advertising can but it is hard to measure.  Hosting an event with the right invitees can position you and your company as the industry leader regardless of your experience.  Remember, people do business with people they know, like, and trust.  When they attend a well-run event that you have produced, they will get to know, like, and trust you much more quickly.  Try sponsoring or hosting events to make your business grow.

Attend networking events and before long you will have the opportunity to introduce yourself to a crowd.  While what you say is very important, how you say it will determine if your carefully crafted message (your Magical Networking Moment) will be heard.  It’s not as simple as speaking loudly enough to be heard.

Most people intuitively know that they must speak up in front of a crowd, especially in a large room without a microphone.  But even the most seasoned speaker has limited experience with different acoustical characteristics. Flooring, ceiling material, furnishings, and wall coverings play a role in how well your voice will carry in a room.

A good rule of thumb is to remember that the harder the surface, the more your voice will carry and be reflected.  You will need to speak louder in rooms with carpet, soft wall coverings, abundant plush seating, and textured ceiling tile since these materials will absorb sound.  Conversely, you will speak softer and more slowly in a school cafeteria where you will find hard floors, chairs, tables, and ceiling materials since your voice will carry and even echo is some situations.

Regardless of venue, every event has its share of soft-spoken folks who fail to be heard. Here are a few tips to ensure that you will be heard every time you introduce yourself.

1.    Get there early.  If you arrive early you can test your voice in the room.  This will ensure that you will be loud enough, but it will also ensure that you won’t be too loud too.
2.    Choose your seat carefully.  Choose a seat near the front of the room or at least on the perimeter of the crowd.  You don’t want to have your back to anyone.
3.    Be ready when it is your turn and stand up.  Read my previous articles on Stand, Pause, Breathe, Lean Forward, and Speak Loud Enough to be Heard.
4.    Slow down!  Most people speak too fast and therefore do not enunciate properly.  While you know exactly what you are talking about, the audience doesn’t.  Give the listener time to grasp what you are saying.
5.    Remember that less is more.  Give the audience only one or two points to remember. Chances are they will not remember much.

It is important to remember your goal.  You want others to come up to you and ask for more information.  You cannot and should not try to be all things to all people.  If you carefully craft your message and deliver it with the proper volume and pace, you will find that you will attract all the right people.  Following the tips above will ensure that the right people will hear you in every crowd.

Do you want to see your sales soar, your relationships blossom, and your stress level decrease?  Unclip your electronic leash.  That’s right, turn off your mobile phone or better yet, leave it in the car when you arrive at a business meeting, networking event, or dinner with a loved one.  Before you immediately dismiss the idea, consider the following.

As hard as it may be to believe, back in the last century there was a time when no one had a mobile phone.  No one had access to the current Tweets from their friends, texts from their co-workers or weather updates from the web.  And people got along just fine.

Opportunity and outstanding situation marketing has driven us to believe that we should not (or cannot) function without our mobile device.  We have been conditioned to believe that we are less effective, less connected, and less important without a mobile phone.  And while recent studies indicate that people feel more stressed if they are without their mobile phone, these same studies indicate that the use of electronic communication is a tool to help people find “real world friends” (Keeping it real… ‘Offline’ communications still key to connecting with ‘Digital Generation’ DSSResources) .  In essence, people use mobile phones to enhance, not create relationships that matter.

And in a relationship that matters, what behaviors do you exhibit?  When you are with a premier client, do you answer your mobile phone or text to others?  When sharing an intimate dinner with your mate, do you text to others or receive calls from friends?  If you do, stop it now.

Aren’t there times when you intuitively know that you should silence your phone or leave it behind?  Would you answer your phone in a theatre?  At the symphony?  In the library?  Society is changing its tolerance of mobile phones and the abusers who use them.  The signs are everywhere.  In banks, at retail check out counters, and at virtually every governmental agency, mobile phone use is no longer permitted.

The reasons are many, but the simplest explanation is that we no longer wish to be told we are less important than the person who isn’t even here.  When you answer a mobile phone call or text a friend in the presence of others, you are telling them that they are not as important as the people you want to connect with who aren’t with you right now.

The biggest problem we have with mobile phones is they have become habitual.  Just like yawning, when others look at their phones or are texting, we feel compelled to look or text too.   Mobile phones are arguably the cigarettes of the new society.  We unknowingly light them up by checking for texts, messages, and missed calls.  For many, making a call the moment they get in the car has become a habit, just like lighting a cigarette was in the past.

Clearly there are times and circumstances where keeping your phone accessible is required.  You wife is expecting a child, you are expecting an important call, or you work in a field where you are on call.  The examples of acceptable reasons to keep your phone handy are as ubiquitous as phones themselves.  But stop for a moment and ask,  “Do I really need my phone right now?”

Try this test.  Look back through your call and text log over the past day.  How many calls and texts did you make and receive?  How many of those calls and texts were crucial?  How many were time sensitive?  How many really mattered at that moment?  You’ll find that most of the interactions on your mobile device are brain candy.  They keep you occupied.  And occupied while with a significant client or loved one is distracted.  You lose.

When you begin to focus on the people in front of you as much as you do your mobile device, you will begin to change the nature of your relationships.  Better relationships are the source of more sales and less stress.  Lose the leash.

We’ve all been there.  We are at a networking event and it’s time for the elevator speeches.  And one by one they drone one in a rhythmic fashion.  “I’m Bob with Bobs Inc.”  “I’m Mary with Mary’s Cleaning.”  “I’m Steve with Steve’s Warehouse.”  Each introduction more mundane than the last.  YAWN!

But then something unusual happens.  We find that we’re listening to someone more intently.  And before we know it, we’re hooked.  We forget about the time and our wonderful buffet lunch, and find ourselves deep inside another world.  In this new world we are experiencing new and exciting things.  What is the difference?  A story.

When delivering your elevator speech (Magical Networking Moment), using stories will capture the imagination and move the audience to take action much faster than the facts.  So present the facts in a success story.  A success story is any recount of an experience a customer has had with you, your product, your service, or your business.  Success stories are extremely powerful.

Most people are thinking about themselves most of the time.  This is the challenge every marketer has when conveying information about their products and services.  How do we break the preoccupation of the audience? People will naturally listen longer and more intently to a story than to a pitch.  What’s more, people are naturally curious and want to know how a story ends.

And when a story applies to them, people have the ability to project themselves into the story and really see the success happening for them too.  When they do, you have the rare opportunity to use their self-focus to your benefit. When people are able to think about themselves while using your product or service it translates into more business for you.

Be certain that your story is true as honesty is always the best policy and your integrity and credibility are keys to networking success.  And resist the temptation to embellish for effect.  Those who relate to the story won’t need a larger than life experience to be drawn in.  That isn’t to say that you shouldn’t bring life to the story.  Include sensory words like saw, felt, tasted, and heard to bring the story to life.

And for those who are new to the company, use a story from a seasoned veteran.  Again, confirm the truth of the story but once confirmed, share the success story with audiences until you have your own.  Tell a success story every chance you get.  You may use different stories or the same one over and over again.  Remember there are always new ears listening.

One bit of caution when using stories.  Just as the audience will be drawn in and will loose track of time, so will you if you haven’t practiced.  Don’t attempt to tell a story off the cuff.  Practice your story in front of a mirror until you have the right facial expressions and you have a handle on the time it takes to share.  Telling the story masterfully is a skill that must be developed and practiced.

Storytelling has been with us since our first words.  Cave dwellers and ancients from all parts of the globe used pictures to tell stories.  Today we continue to share our most powerful lessons through stories.  You can use stories to tell in a more interesting way the story of your product or service and more people will be interested.  Use the success story to win more business and build better relationships. Tell the story.

Every once in a while you will be placed in a situation where you only have a few seconds to convey to others who you are and what you do.  It may be at a formal networking event or in a chance meeting.  These short interactions can be extremely powerful if you are prepared.

Have you ever noticed that the volume on your television magically increases during commercials?  Advertisers know that they must grab your attention in the first few seconds of their message and they also know that you are likely to leave the room for a moment or two.  Therefore they increase the volume to lure you back.  Even if you don’t return to the room, they want to be sure that they have been heard.

But Magical Networking Moments (elevator pitches or self-introductions) in a group or one on one are different.  While it is important that the volume and pitch of your voice are appropriate for the setting, what you say will be far more important than a commercial advertiser.  You are likely to only have this one chance to make an impression.  Therefore you must plan well what you will say and what you hope to gain by delivering the message.

Remember your desired outcome.  It is impossible to get everyone in the room or every person you meet to be interested in your products or services solely based on a short introduction.  This should be the beginning of a relationship.  Your goal is to craft a message in such a way that the people who are right for you are compelled to ask you for more information.  You’ll know you’re on the right track when you deliver a short message and people ask you for more information.

Experts tell us that we have between three and seven seconds to grab someone’s attention long enough to keep it when they are expecting our message. Starting with a simple question and following with your name is a good technique.  For example, “Have you ever known someone who struggled introducing themselves in front of a group?  I’m Glen and I help people get what they want when meeting people.”   Always end with a tag line or your name in the final sentence.  We recommend using only your first name since time is short and one name is easier to remember than two.

In the example above we are seeking people who are struggling to introduce themselves.  And while we are targeting the group in which this message is delivered, we have done it in a way that gives each person who responds deniability.  Few people are willing to admit they have a problem in front of others.  Each person can feel comfortable approaching us without revealing to the group that they have a problem since our message was directed to people who have “known someone who struggled.”  If it had asked “have you ever struggled” our responses would be very few.

The key is to take your standard Magical Networking Moment and pull the middle out.  Start with a bang and end with a bang and your time is up. If you haven’t crafted your standard Magical Networking Moment yet this shortened message will be the boilerplate for your standard version.  Either way you should remain consistent.

What you say and how you say it will have a big impact on your results.  Having a standard Magical Networking Moment that begins and ends the same will provide you with the ability to shorten your message to fit any occasion.  You will be more consistent and memorable which will deliver better results and help you build deep relationships with your clients and referring partners.

Regardless of the community, group, or event, there always seems to be someone who meets just the right people at just the right time.  While others spend years attending events hoping to meet someone, these seemingly chosen few find it easy to connect and grow their network (and their business).  Why?

Here are seven simple steps to become more like those “chosen few”.

First.  Remember that you are not there to sell anything right now.  Everyone has come to the event or group with the desire to grow their business.  And that is why so many people fail to connect.  Since everyone expects everyone else to be selling, they naturally put up their protective wall.  It’s hard to connect with people through a wall.

Second:  Remember that everyone is thinking about themselves most of the time.  You must be aware that people love to hear their own name and things about them.  That’s why so many people verbally vomit all over others when they meet them.  It’s not because they think others want to hear about them, it’s because they want to hear about themselves.

Third:  Smile!  It’s proven that smiling, seemingly happy people are more attractive to us than people who do not smile.  People who smile more are more successful.  The simple act of smiling can make you happier.  What’s more, smiling leaves evidence on your face in “smiling lines” that make you appear to be smiling even when you are not.  Smiling tells others that you are warm and inviting, and most of all, fun!

Fourth:  Seek to meet people.  Here’s a secret:  Everyone is scared just like you.  It’s natural to be apprehensive when in a crowd of strangers.  When you take the first step and engage others in conversation, you will subliminally be easing the pain that the other person is experiencing.  Everyone is there to meet people.  You should make it easy for others to meet you by taking the first step.

Fifth:  Have a warm handshake, literally and figuratively.  If your hands are cold, rub them together to warm them up.  Shake hands with people being sure to get a good web-to-web grip.  See my previous article “Success in Sales and in Life Depends on a Great Handshake” to learn how to do this.

Sixth:  Ask questions that show a genuine interest in the other person.  One great example is, “how did you get into the work that you are in right now?”  Asking questions that go beyond what you do and how you do it will go a long way to building rapport and that leads to a better connection.

Seventh:  Ask for their business card.  When you get their card write down a few notes to remind you about the conversation.  Be sure to ask the Million Dollar Question: “As I meet people, how will I know a perfect referral for you?”  Write this down and then follow up with a phone call or note.

Every group has the chosen few who seem to have the inside track.  They know everyone and everyone knows them.  Meeting new people comes naturally for them.  Follow these seven steps and you will soon be among the chosen few who meet all the right people at just the right time.

Are you ready to make your networking efforts pay huge dividends?  There are many things you can and should do to ensure success, but none so important as setting time aside each week and meeting with individuals face-to-face, also known as having a one-on-one.  Individual meetings with people are so critical that we believe you cannot truly succeed without them.

When it is just you and another person meeting you will have the ability to really get to know each other.  You will have a chance to learn about each others personal life, goals, and dreams.  In learning more you will also discover things you have in common and you will naturally grow to like each other.  That is assuming you have carefully chosen those with whom you meet.

One-on-one meetings are where the networking plan you have created really pays off.  Since you have carefully considered the people you want to meet and you skillfully asked questions previously, you won’t be wasting your time when you meet discovering if you are a match.  You can get right into knowing each other better.

Occasionally you will have a one-on-one with someone that you thought would be a match but turns out not to be.  When this happens it is best to refer them to someone else and move on.  Be polite but honest.  The best thing for everyone is to have people in your network that truly belong.  Skillful questioning, careful listening, and clearly explaining your needs will clarify the relationship.  Both you and your meeting partner will quickly see if there is a good match or not.

Meet at a neutral location like a local Starbucks or other coffee house.  Meeting at a neutral location keeps the focus of the meeting on the two of you as equals and prevents the conversation from turning one-sided.  Neutral locations also provide ease of exit when a match isn’t felt. One-on-ones can be over a meal if you choose.  We suggest breakfast as the meal of choice.  It’s easy to focus on the food and restaurant when having lunch or dinner, but you want to focus on your meeting partner.  Breakfast also provides the lowest cost of entry and the shortest time.  One-on-ones should be short and to the point but long enough to become comfortable with each other.

You should bring what you believe will be a good lead or referral for the person you are meeting with.  As you engage in more one-on-ones you will become skilled at referring others on short notice.  You’ll hear what they do and quickly think of someone you just met or have known for quite a while that needs to know your meeting partner.  But and in the beginning it may take a bit more thought.  Having at least one potential lead or referral means you have done your homework and that you cared enough to come prepared.  It also puts into motion the law of reciprocity.  Simply stated, you have done something for them, now they feel obligated to do something for you.  All too often we leave meetings feeling like we have made a great connection and neither party takes the next step and gives a referral. Coming prepared puts the relationship into action.

One-on-one meetings are essential to success.  They are the building blocks of relationships that will result in more referrals and closed business.  People do business with people they know, like, and trust.  One-on-one meetings give you the opportunity to know, like, and trust each other.