Thanks to ProBlogger’s
Darren Rowse for sharing an excellent piece by Laura Roeder on making deals
with bigshots in 10 minutes. Here are
some highlights of Laura’s advice, which is sound and absolutely worth
following, because no matter how great you are, there will always be someone
higher up the totem pole who can help you.
Don’t think
people are out of your league. No one is too important for you to contact. It’s always worth a shot.
Keep the chit-chat to a minimum. Follow their lead
if they want to make small talk later, but in the beginning you should get to
the point quickly. If this feels awkward to you, start the call by saying
“Alright, let’s get right to it!”
Do not assume that they know who you are or have read materials you’ve
sent them. Start with a brief overview. Do not take it personally if people have no
clue who you are, they are taking the time to speak with you because they want
to know who you are.
Tell them exactly what you’d like them to do. Never contact someone and say “Hey I
thought we could do a joint venture, any ideas?” Don’t make them work for you, always come from
the position that you are working for them. The benefit is two-fold. One, they
will be happy that you came to the table with something. Two, it is much easier
to agree to an idea than to think of an idea on your own. Make it easy for them
to say yes!
Ask if there’s anything else they would like to discuss. You are
leading the conversation, not dominating it. Make sure you give them a chance
to ask clarifying questions or throw in their own ideas.
Propose some next steps. So many people overlook this and finish a call with “Um, then I guess we’ll get back in touch in a few months?” You need to take ownership of putting your plan into action.
I'm glad you found my advice useful, thanks for sharing it on your blog!
Posted by: Laura Roeder | February 23, 2009 at 05:49 PM
@Laura: Glad you caught my re-post, and thank YOU for the excellent advice.
Posted by: Alexandra Levit | February 23, 2009 at 06:22 PM