I Cold Called Him to Get the Meeting.
The Obsession | Edition - 037
70%–85% of positions are secured via networking or internal referrals rather than public cold applications.
Don't expect an opportunity when you're unwilling to ask somebody for it.
I think this is part of a greater dilemma in our current society. We hide behind screens and social media instead of having real conversations. And when it comes to looking for a work opportunity, whether you're a college student thinking about your first job or someone at any point in your career, this matters.
A quick story:
I was with a client and we were brainstorming ways for him to get new clients. The conclusion I was trying to lead him to through asking questions was cold calling. After a few questions we got there and he said that cold calling doesn't work.
I smiled, paused, and said, "I cold called you to get this meeting."
He just smiled back and said, "That's true."
Then I shared something with him. People you would want to work with like to meet people to talk about business. Why? Because if you come across as someone genuinely looking for their help, they want to help. It makes them feel good. And if they're really good, they're looking for something they can learn from you too.
So how do you ask for an opportunity?
Whether it's a coffee where you're hoping the other person might open a door for you, or a dinner with someone you're hoping will become a client, I think there are two things to keep top of mind.
Make it about them:
When you meet someone for the first time, make the entire first encounter about them. People like to feel needed, helpful, and they like to talk about themselves.
Set your agenda aside and come with great questions. This doesn't only make you look good. It helps you actually get to know them. It's your opportunity to pop the hood and see if this is someone you want to become closer with. Just like you would on a date.
A simple rule to follow: if you are talking more than them, you are losing.
Stay on top:
You always want to end a meeting with an action item. Here's how I do this.
If I'm meeting with a mentor or someone I'm looking to for advice, there are usually questions we talked through. Maybe conversations with a boss that we prepared for. Maybe books that were recommended.
I always follow up on these things. If a question was posed and I needed to think about it, I will and then share my thoughts. If we prepared for a conversation with a boss, I'll share how that conversation went. If a book was recommended, I'll read it and share my thoughts along the way.
These are opportunities to re-engage with the person. And these extra touches do two things. They keep you top of mind, and they show that you are serious about the conversation. People who aren't serious won't put in that effort.
To close:
Don't let the fear of asking someone you don't know for an opportunity stop you. One conversation could change your entire career.
“Fear is the Mind Killer” - Dune
THE WEEKLY 3
1) One Question I Asked Myself
Is there someone I've been wanting to reach out to but haven't because I'm afraid of the ask?
2) One Idea That Shifted Me
The meeting is just the beginning. What you do after, the follow-ups, the action items, the effort to stay top of mind, is what separates you from everyone else who had the same coffee.
3) One Challenge to Take Into Your Week
Reach out to one person this week you've been putting off. Set up a coffee or a call. Make it about them. And when it's over, follow up on something you talked about. That's how it starts.
