Reaching out to somebody you have never met, who has never heard of you or your company, and attempting to establish a new relationship is daunting.  Our innate fear of failure often keeps us from even making the call, attempting to connect on Linkedin, or send the email.  Even if we are able to overcome that fear, what do we say?  How do we approach them? How do we make the most of our time in front of them?

 

Coming to the realization that we are all just people is what it comes down to.  As simple as it sounds, it is easy to put these people on a pedestal in our minds.

 

The first 30 seconds of interaction with somebody may be all we every get with them, and make or break millions in potential future business.  Whether it is a phone call, email, or in-person introduction, it is crucial to establish rapport while also making a personal connection (see “Making the Leap” blog for more on first introductions).  Preparing for these moments is as much about preparation as it is about experience.  Curating and executing a well thought out elevator pitch allows you to get your foot in the door and pique the interest of the person on the receiving end, but people don’t want to be sold to.  Reading the verbal and non-verbal cues of the person we are trying to captivate and adjusting our style to align with those cues builds a sense of familiarity and comfort.  Additionally, asking targeted questions will not only give you more information to build on, but also allow for you to sense the interest level and tone to use in the conversation moving forward.