Never Eat Alone/Ferrazzi 121-123

122 The President wants you to like him.

His questions always revolved around what the other person was thinking, what was troubling them.

…that you have to get people to like you first. The sales come later—in the follow up discussions you have after the conference. Now is the time to begin to build trust and a relationship.

Know your Targets

122 At each conference, I keep a list of 3-4 people I’d most like to meet on a folded piece of paper in my jacket pocket. …I’ll jot down what we talked about and make a note about how I’m going to contact them later. And, once you’ve me with and engaged someone, you find yourself chatting again and again throughout the conference.

123… I know you’re busy, but I’m wondering if I can call your office and arrange a time to meet with you when we get back home?

…I managed to gain credibility by dropping a familiar and trusted name, show a bit of vulnerability in admitting I admired his career, and suggested I had value to offer with my ideas.