I am continuing a series for our newsletter to include a leadership topic along with passing along news in the nursing community. I want to focus on the positive in nursing and leadership. Subscribe to receive notification when our newsletter comes out. We publish twice a month.
I had an experience a couple of months ago. I was riding on a high. I had just landed a new client and business was picking up. I spoke at a training conference which was well received and I was feeling grateful for the blessings. I had a conversation with my Kingdom family (shout out to you Fellow Destiny Seekers) and we were encouraging one another in our businesses. It was just a great day. Then, I had a networking call with another “coach”. This person, after speaking with me for 10 or 15 minutes, proceeded to tell me about how I was doing everything wrong and that if I wanted my business to grow, I should book another call with her and change what I was doing. I immediately felt my energy level shift. Not only shift, but it also plummeted! I initially set the phone call, because I was being polite and accommodating. After I hung up, I thought, “What just happened? I was feeling great and optimistic, and now I am in the dumps.” I realized, it was the phone call and just “bad vibes.” You know what I am saying, the feeling you get when someone is an energy vampire, sucking out all of your goodwill and positivity, dumping their preconceived notions on you, and leaving you feeling drained. That person who has a perpetual frown and the sky is always gray. The individual who is so focused on what is going wrong, he or she cannot see what is going right. The focus is not on how I understand you and your problem but rather, how I am wonderful and my product/services are the best so you should want to work with me. “I have worked with these major brands and I am all that. I solve all the problems in the world and you are your biggest problem.” People who start the conversation like this tend to make it about themselves and not about the customer. I can say this is sales gone wrong. Let me break it down for you.
1. The Purpose of the meeting: the purpose of this meeting was to get to know one another, potentially collaborate on a project, co-market, or become referral partners. However, her agenda was to “sell” me her services. If you are meeting someone for the first time, stick to the meeting agenda. If the meeting is to network, this is not the time to sell your services or provide unsolicited coaching. The person does not know you, like you, or trust you at that point.
2. Mutual conversation: The purpose of the meeting should be to establish rapport, getting to know each other, and providing ample time for each other to speak. If the meeting is one-sided and all about you, you are not networking, you are lecturing. It shows disrespect and that you are not really interested in the needs of the listener, you just want to push that product. It makes the relationship transactional rather than collaborative.
3. Validate the other person. Your connection must have something positive or interesting about them, otherwise, why did you set the appointment in the first place? I meet people with open mindedness. I want to get to know you. By getting to know you, I can provide some encouragement or acknowledgement of the wonderful things you are doing. I want to celebrate you for being you. For example, I meet with a student recently. Although our relationship as student and teacher is already defined, imagine we are meeting for the first time. I want to know the student’s background, her interest in the subject, and how we may have a mutually beneficial relationship. I will compliment her on her accomplishments. “Hey, you applied to be in the program. You were proactive, you are a go-getter. Your insights are appreciated.” I am authentic in my compliments. I am not blowing smoke. I celebrate the fact that she has taken an interest in her personal growth and development.
4. Offer of help. I may then seek permission to offer my help. I don’t automatically jump into “What I would do” or give advice. Often, the individual may ask my opinion or I may say, “May I offer some feedback?” I get permission and don’t launch into my top 10 benefits of my service. I am offering help so I give quick, actionable steps. For example, “Have you considered sending a copy of the table of contents of your book to the association that you would like to speak to?” or “I can introduce you to Mr. Jones, who owns ACME med supplies, and I believe he has that item at a good price.” You are offering help and fostering goodwill.
5. Invite them to the next steps. After the individual has shared what is needed and you are ready to introduce you to your services or products, extend an invitation. “I believe I can help you grow your business. Would you be open to continuing this conversation? If now is not a good time, perhaps we can schedule another call later today or tomorrow?” Let them know you value their time, while giving them an opening to continue the dialogue. Leave them with a positive feeling for having met you. Give good vibes.
This is a better way to develop a relationship. It takes time but it is well worth it. That individual may become your biggest referral partner. Imagine her being excited for having met you and saying to her friends, “Hey, you must talk to this lady. She is phenomenal. She knows her stuff. She’s a blast.”
Stay groovy my friends.
Nursing News
A community college in Ohio, Owens Community College, had dozens of students scrambling to complete their clinical hours after their clinical instructor abruptly quit. Students were told they had to make up the clinical hours in order to graduate on time. See the full story here: https://www.13abc.com/2024/10/18/owens-nursing-clinicals-delayed-after-not-having-an-instructor-nearly-two-months/.
About The Nurse Shark Academy
My mission is for you to own your seat at the table of nurse entrepreneurship, gaining the confidence, skills, and freedom to live your life on your own terms. You will dream big and expand your consciousness as an entrepreneur.
I am developing a new webinar and I would appreciate your input. My question, “What do you want to know?” Would you like more information on being a legal nurse consultant, how to be a good podcast guest or how to start your own podcast, or how to create a health education training school? Let me know and comment below.
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