Chapter 2 - Understanding Power and Influence
The one-on-one conversation (or 1:1) is one of the most powerful tools in organizing. It’s how you build trust, surface values, uncover shared interests, and invite people into deeper action.
Unlike a pitch or a sales call, a 1:1 is relational — it’s about connecting human to human. You’re not just asking someone to “sign up” — you’re asking them to share what matters to them and imagine what’s possible.
Why 1:1s Are a Core Organizing Tool
A strong 1:1 follows a loose structure:
Open – Set a warm tone. Share who you are and why you're talking.
Story – Ask about their experience as a small business owner. What do they care about? What’s been hard? What are their values?
Connect – Share your story and vision. Relate to what they shared.
Invite – Offer them a clear next step. Join a meeting? Speak at an event? Sign on to a letter?
Follow up – Thank them and keep the relationship going.
The Anatomy of a Great 1:1
“Tell me about your business — how did you get started?”
“What’s been tough lately?”
“What do you wish decision-makers understood about your business?”
“Have you ever spoken out or taken a stand before?”
“What would make it easier for you to get involved?”
Sample Questions to Use
Ask open-ended questions.
Listen more than you talk.
Take notes on what motivates them.
Be honest — this is the start of a relationship, not a transaction.