The Power of Pre-Meeting Strategy
Success with centers of influence (COIs) isn't about perfecting your pitch or mastering meeting dynamics - it's about the strategic groundwork you lay before making initial contact. This preparation-focused approach dramatically increases your success rate with potential professional partnerships.
Understanding Your Target COI
Research and Preparation
Before reaching out to any center of influence:
- Identify their ideal client profile
- Research their service offerings
- Understand their business model
- Review their professional background
- Analyze their current market position
The Strategic Pre-Work Process
Building Leverage
Rather than making cold outreach, first develop relationships with:
- Existing business owners
- Community members
- Professional connections
- Network contacts
- Industry participants
Qualifying Potential Introductions
When speaking with business owners, use this conversation framework:
"Who are you currently working with for [service]?"
- Get specific names and firms
- Ask for ratings: Great, Average, or Poor
- Probe for specific pain points
- Identify improvement opportunities
- gauge interest in alternatives
The Professional Outreach Strategy
Initial Contact Script
Instead of leading with your services, start with:
"I have several business owners in the community who are unhappy with their current [professional]. I'd like to learn more about your services to see if there might be a better fit."
Why This Approach Works
- Leads with value proposition
- Demonstrates market knowledge
- Shows existing relationships
- Focuses on their interests
- Creates immediate opportunity
Meeting Preparation
Value-First Positioning
Present yourself as someone who:
- Has existing relationships
- Understands their target market
- Brings immediate opportunity
- Values long-term partnerships
- Focuses on mutual benefit
Relationship Development
Emphasize that you're not just looking to:
- Exchange referral names
- Make quick introductions
- Create transactional relationships
- Get immediate business
- Trade contact lists
Implementation Process
Building The Relationship
Focus on:
- Understanding their practice
- Learning their process
- Identifying ideal clients
- Establishing communication protocols
- Developing joint service models
Managing Introductions
When ready to make introductions:
- Lead clients through the process
- Attend initial meetings
- Facilitate communications
- Ensure smooth transitions
- Monitor satisfaction
Measuring Success
Track key metrics such as:
- Number of qualified prospects identified
- Success rate of initial meetings
- Partnership development progress
- Client satisfaction scores
- Long-term relationship retention
Best Practices
Do:
- Research thoroughly before contact
- Build genuine relationships first
- Lead with immediate value
- Focus on long-term partnership
- Monitor and measure results
Don't:
- Make cold outreach
- Lead with your services
- Rush the process
- Simply exchange names
- Forget follow-up
Creating Sustainable Partnerships
The goal is to build lasting professional relationships that:
- Benefit all parties
- Serve clients better
- Create recurring value
- Generate steady referrals
- Enhance practice growth
