Have you ever set aside time to meet with someone and, after just a few minutes, you realized the meeting was likely a waste of time and didn't need to continue?
In certain situations, such as an internal meeting with your team that concludes early, it's easy to dismiss everyone and give them time back into their day. But sitting through a meeting that has no point in continuing, such as a job interview with an unqualified candidate or an appointment with a prospect that has no interest, can feel incredibly awkward, especially if this meeting was originally intended to last much longer!
One way to combat this is by setting expectations beforehand with a strong up-front contract.
What is an up-front contract?
An up-front contract is simply this: setting expectations before you spend a significant amount of time together, and determining exactly what will take place at that meeting. This means specifying details like the meeting's time, place, and length. In addition to the logistics, be sure you're on the same page regarding the purpose of the meeting, your agenda, the other person's agenda, and the expected outcome.
By setting expectations clearly before you invest time in the meeting, you maintain control of the situation, and there are no unpleasant surprises for you or your prospect. This also helps you avoid making your prospect feel uncomfortable, which can cause a subconscious disconnect from the purpose of the meeting.
How does an up-front contract save time?
Imagine you are extremely busy and need to hire the perfect candidate to help you manage your business. You get a resume for someone that looks awesome on paper, so you bring them in for an interview.
Five minutes into the interview, you realize that their resume was completely fabricated. But since you set the appointment for an hour, you're stuck talking to this person while you could be tending to your business.
What if instead you set an up-front contract for a five-minute screening call before you schedule the interview? You set a time that worked for both you and the candidate, and at the beginning of the call, you told them what to expect. After you finish the screening call, you determine they aren't a good fit. You can wish the candidate well and continue your search. Both parties save time and energy, and nobody's feelings are hurt. Plus, you can spend more time looking for a more qualified candidate.
The up-front contract has many more applications than just hiring. It can result in more productive use of your time with your staff, your customers, your vendors and your prospects.
Remember that spending a bit of time preparing can save you a lot of time down the road!
Jim brings over 35 years of sales, management and marketing experience to the "training table." He has coached hundreds of business owners, sales executives, managers, and corporations to help them achieve greater levels of success and productivity. His areas of expertise range from sales and management training in the advertising and sports marketing fields to professional and business-to-business services, continuing education, new business development, staff hiring and assessments.
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