Section 2
CHAPTER 7: DO YOUR HOMEWORK
Who you meet, how you meet them and what they think of you afterward shouldn’t be left to
chance
Before introducing yourself to anyone it is good that you:
o
Research who they are
o
What their business is
o
What’s important to them (hobbies, challenges, goals)
Before meeting its best to:
o
Prepare a one page synopsis on the person
o
Find out what they are as a human being
o
What they feel strongly about
o
Their proudest achievements
o
How their company is doing

Good or bad quarter?

New products?

What is it they do for the company
Researching them helps:
o
Google: Shows a sense of how active the person is online and how much info they share
about themselves.
o
Linked In: shows how you’re connected, their work history, groups they’ve joined
Find a way to become a part of the things that most interest them and you’ll find a way to
become a part of their life
Having knowledge that is deeper such as their passions, needs, interests can help more than
connect it will give you an opportunity to bond and impress them.
Don’t shy away from mentioning the research you’ve done; inevitability people are flattered and
will be delighted to have a conversation because they know they are talking to a person that
has gone out their way already to get to know them better.
o
“I always make a special effort to inquire about people I’d like to meet”
Turn what could be an unforgettable encounter into a friendship by truly connecting with them
in other parts of their lives, outside of work
CHAPTER 8: TAKE NAMES
Once you’ve figured out where you want to go, next is to see who can help you get there.
Establishing a relationship action plan:
o
Est. 90 day, 1 year, and three year goals

Tip: map out the most important people in that industry and set a goal to get to
know them within a year.
o
Make a list of potential customers or investors

Create your own categories that correspond with your own goals
o
Name the actual decision maker not just the org, the specific name of the person
o
Concentrate on people that are already part of your network
o
Create a contact list, organize it and carry it with you

Lists can be based on:
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Geographical location
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Industry
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Activity
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Whether they are an acquaintance or friend

When adding names don’t worry right away whether you can connect with them

Aspirational contacts: people that have nothing to do with your business but are
extremely interesting and successful
If you’re organized, focused and a stickler for taking names, there’s no one who’s out of your
reach
CHAPTER 9: WARMING THE COLD CALL
How Do you manage a cold call?
o
Attitude: if you don’t believe you're going to get what you want from the call, you
probably wont

Plunge right in, don’t procrastinate

You should view meeting and getting to know new people as a challenge and as
an opportunity
o
Make warm calls and avoid cold calls

Convey credibility by mentioning a familiar person or institution

State your valued proposition

Impart urgency and convenience by being ready at any available time the other
person can meet

Be prepared to offer a compromise that secures a definite follow up at least