LEADS GROUPS · A PRACTICAL FIELD GUIDE
You have thirty minutes, two cups of coffee, and a chance to understand the person behind the business card. Make room for a conversation worth remembering.
The group meeting ends. You exchange a few words with someone whose work interests you and agree to meet again. By the time you sit down together, you both know the basics: a name, a business, perhaps a service. What comes next takes a little more thought.
A useful 1-to-1 gives those introductions some depth. You learn what a client is dealing with before they call, where the other person’s expertise fits, and how you might recognize an opportunity to help.
You do not need a polished presentation. Come prepared to share the time, ask thoughtful questions, and leave with one next step you can follow through on.
01 / THE PURPOSE
Give the introduction room to grow
A 1-to-1 is a planned conversation between two professionals outside the regular group meeting. It gives you room to ask questions that a short business introduction cannot cover: what a good client looks like, how a service works, and when an introduction would be helpful.
You can meet over coffee, by phone, or on a video call. Agree on the format and duration beforehand. The agenda below is a practical starting point, not a requirement for every meeting.
02 / BEFORE YOU MEET
Bring a little preparation to the table
Before you leave for the meeting, take a few minutes to organize what you want to share and what you hope to learn. These three things are enough to get started.
Your introduction
Explain who you help and what you help them do. Keep it brief enough to leave room for questions.
A client situation
Bring an anonymous example that shows when someone might need your service.
A real question
Look at their website or profile. Find something about their work you would like to understand.
Need help with the first part? Our guide to introducing your business at a networking event gives you a simple starting point.
Confirm the time, location, and how long you both have. Share any useful background in advance so the conversation can begin comfortably.
03 / AT THE TABLE
A 30-minute agenda that gives both people space
Here is one way to structure a 30-minute 1-to-1 networking meeting. Treat it as a flexible guide and make sure both people have time to speak.
- 0–5 min
Reconnect and set a goal
Ask what they are working on and agree on what you both want to learn.
- 5–13 min
Understand their business
Explore who they serve, the problems they handle, and what makes an introduction useful. Leave room for follow-up questions.
- 13–21 min
Share your own work
Explain a typical client situation and the signs that someone could use your help. Invite questions.
- 21–26 min
Look for a useful connection
Consider a resource, a collaboration, or a possible introduction. There is no need to promise a referral.
- 26–30 min
Choose the next step
Agree on who will do what, by when, and how you will stay in touch.
If a topic needs more time, note it for a second conversation rather than rushing the other person’s turn.
Could you describe the kind of person they help, and the moment that person might need them?
04 / GO A LITTLE DEEPER
Ten questions worth asking
Choose three or four that fit the conversation. Leave time to listen and explore the answers.
- Which service or part of your business are you focusing on right now?
- What type of client is the best fit for your work?
- What is usually happening when that person first contacts you?
- What words or questions might I hear that signal someone could use your help?
- Can you walk me through a typical project or client experience, without sharing private details?
- What do people often misunderstand about your service?
- What types of requests are outside your scope?
- What should someone know before I introduce them to you?
- How do you prefer to receive an introduction?
- What is one practical way I could support you this month?
05 / MAKE IT RECOGNIZABLE
Help the other person know what to listen for
“Anyone who owns a business” gives a networking partner very little to listen for. A more useful description names a person, a situation, and a reason to connect.
Illustrative example: “I help small retailers organize their bookkeeping. A useful introduction would be a store owner who says they are behind on monthly records and want a more consistent process. Ask whether they would like to meet a bookkeeper, then check with me before connecting us.”
This gives the other person something recognizable. It also leaves the potential client free to decide whether they want the introduction.
Try this structure for your own business: “I help [person or business] with [specific problem]. Listen for [situation or phrase]. If they are interested, the next step is [simple introduction process].”
Learning this detail is one way to put the principles behind trusted referral partnerships into practice. Only recommend someone when you are comfortable doing so, and ask permission before sharing contact information.
06 / BEFORE YOU LEAVE
End with something you can follow through on
Choose a next step that fits what you discussed. You might send a resource, confirm whether a mutual contact wants an introduction, attend an upcoming event together, or arrange another conversation about a specific topic.
Make it concrete: “I’ll send you the workshop information tomorrow” is easier to act on than “Let’s help each other sometime.” If you do not see an immediate opportunity, say so. Understanding someone’s work can still make the meeting worthwhile.
07 / AFTER THE CONVERSATION
Make the follow-up feel personal
Send a brief note while the conversation is fresh. Mention something specific and confirm only the action you agreed to take.
Subject: Good connecting today, [Name]
Hi [Name],
Thanks for meeting with me today. It was helpful to learn more about [specific service or client need]. I now have a clearer picture of the situations where your work could be useful.
As discussed, I’ll [agreed action] by [day]. Here is the [resource or link] I mentioned: [link].
Looking forward to seeing you at [next meeting or event].
[Your name]
08 / KEEP THE CONTEXT
Remember more than a name
Keep a short record you can find later. Avoid storing confidential client information.
- Name and business:
- Who they help:
- Situations to listen for:
- Work they do not take on:
- Preferred introduction method:
- My next action and date:
At your next group meeting, ask about something they mentioned or follow up on the action you agreed to complete. That gives your next conversation a useful starting point.
YOUR NEXT CONVERSATION
Start with someone you would like to know better.
Invite one person to a 30-minute conversation. Tell them what interested you about their work, and ask what time would suit them.
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