Warming the Cold Call - Ch 9 of Never Eat Alone

April 23rd, 2007 by digerati

This is Chapter 9 of the Never Eat Alone series at Catch a Gideon. Points from Mr. Ferrazzi are in bold. I’m asking that you react to the quotes through comments. Share you reaction to each as well as your experiences in college and the real world.

Having a mutual friend or even acquaintances will immediately make you stand out from the other anonymous individuals vying for a piece of someone’s time. Drafting off the brands of others, whether personal references or organizations is a helpful tactic to get past someone’s initial reluctance. When you mention someone both of you have in common, all of a sudden the person you’re calling has a obligation not only to you but also to the friend or associate you just mentioned.

Get a perspective on the person’s life that should give you ideas on where a mutual contact might be found. What sports do they play? What nonprofits do they care about? DO you know other people involved in similar causes?

When you call, state your value (what can you do for them?). Selling is solving another person’s problems. You can only do that if you know what those problems are. Show that you are interested enough in them to have done your homework.

Talk a little but say a lot. Make it quick, convenient, and definitive. Impart a sense of urgency and convenience. Don’t talk too much, and never talk AT someone. Try for a lot, it will help you settle for what it is you really need.

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Never Eat Alone“>Never Eat Alone is one of the best networking books written, period. Buy it now and follow along as Catch a Gideon goes through each chapter of the book.