Never Eat Alone/Ferrazzi 83-85

84 When you mention someone both of you have in common, all of a sudden the person you’re calling has an obligation not only to you but also to the friend or associate you just mentioned.

Acquiring a reference or institution to draft off of is only the starting point.

…you’ll need to be prepared to deliver a high-value proposition.

…What can you do for them?

85 Talk a little, say a lot. Make it quick, convenient, and definitive.

..impart both a sense of urgency and a sense of convenience.

It is a dialogue, not a scripted monologue. Even my fifteen-second intro above left time for the yes, etc.

Don’t ever talk at someone. Give them time to come along with you.