Never Eat Alone/Ferrazzi 81-83

82 At no point do you want your interactions to become strained. Creating and maintaining a sense of optimism and gentle pressure around the appointment is all part of the dance.

Warm Calling 1) Convey credibility by mentioning a familiar person or institution 2) State your value proposition 3) Impart urgency and convenience by being prepared to do whatever it takes to meet the other person on his own terms. 4) Be prepared to offer a compromise that secures a definite follow-up at a minimum.

83 Credibility is the first thing you want to establish in any interaction, and ultimately, no one will by from you unless you establish trust. Having a mutual friend or even acquaintance will immediately make you stand out from the other anonymous individuals vying for a piece of someone’s time.