Making a Positive Impact in Business Meetings

By Mary-Louise Angoujard, Rapporta Limited
Contributed Article: British American Chambers of Commerce Network Magazine

Technology may be the great facilitator, but when it comes to the decisive moments in business, nothing beats the power of people. Which is why taking positive control can dramatically influence the outcome of any business meeting.

Arriving on time, greeting someone with a smile and displaying ‘open’ rather than ‘closed’ body language, are well understood. Fewer people realise a slumped posture detracts from their authority and confidence, or that ‘good’ eye contact involves blinking often, showing empathy and using facial expressions to demonstrate interest.

Nodding at appropriate moments, asking good quality questions, and taking notes (ask permission first, and then record only key words and phrases to minimise loss of eye contact) can also help to build rapport, increase understanding and get positive results.

Simply setting objectives for a business meeting can help achieve a successful outcome, and you are more likely to achieve your objectives if you gently take control. Stating your own objectives and asking the other party to do the same is a good start.

Opening with: “John, what I’d like to achieve today is to find out more about your business to see how we could work together more effectively. What are you looking to get out of this meeting?” is productive because:

1. It’s positive and helps focus energy on positive outcomes for both parties.
2. You’ll find out if it’s possible to achieve the objectives in the time available.
3. It gives an insight into the other party’s perspective and allows you to build a rapport.
4. It conveys the message that you are professional and organised.
5. It helps you take control of the meeting gently.
6. You’ll have context and clarity for the meeting.
7. You’ll be able to evaluate whether this was time well spent.
8. Having considered your objectives before a meeting will give you the opportunity to prepare for it appropriately.

Ends

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