Specific Behaviors for Each Contact Type

End Users

Objective: Understand their needs and position DORIS as a solution

• Focus primarily on asking questions and listening:

• Inquire about their organization's structure and goals

• Explore current challenges they're facing

• Understand their decision-making process

• Hold off on explaining DORIS in detail until they ask or until you've gained a comprehensive understanding of their situation

• When discussing DORIS, tailor your explanation to address the specific needs and pain points they've shared

• Use case studies or examples that relate to their industry or challenges

Strategic Partners

Objective: Establish potential for collaboration and mutual benefit

• Clearly explain DORIS's role and expertise

• Emphasize what DORIS does NOT do (e.g., not architects, interior designers, space planners, IT professionals, HR consultants)

• Highlight how DORIS complements their services:

• Bringing clarity and data-driven decision-making

• Accelerating the process for end-users

• Eliminating bias in the planning process

• Discuss potential collaborative projects or referral arrangements

• Ask about their current projects and explore how DORIS could add value

Connectors

Objective: Educate about DORIS and identify potential introductions

• Provide a concise overview of DORIS services

• Emphasize the types of organizations that benefit from DORIS:

• Those experiencing rapid growth

• Organizations with new leadership

• Companies undergoing massive change initiatives

• Leaders with a growth mindset

• Ask about their network and who might fit these profiles

• Offer to provide more detailed information they can share with potential leads

• Ask for an introduction. Offer to provide the content for a 3-headed email–an email we are copied on from them to the new introduction. 

Key Behaviors for All Meetings

1. Active Listening

• Give your full attention to the speaker

• Take notes on key points

• Ask follow-up questions for clarity

• Be prepared to pivot your approach based on the conversation flow

• Read the room and adjust your tone or style accordingly

• Focus on how you can help them, not just on making a sale

• Offer insights or suggestions even if they don't directly lead to a DORIS engagement

• Be punctual and well-prepared

• Follow through on any promises or commitments made during the meeting

• Look for common interests or experiences to build rapport

• Express genuine interest in their success