Bigwigs Have Kids, Too
| 22 | Nov |
| 2013 |
By Jeff Kaplan
I learned the importance of filling out the back of the business card from then mayor of Dallas, now U.S. Trade Representative and cabinet member Ron Kirk. Mayor Kirk supported a large civic event I’d proposed to the City of Dallas.
I was in my late 20s at the time, trying to get a $30-million project I’d dreamed up off the ground. It was pretty obvious that I was nervous around him and he took the opportunity to offer me some great advice. He told me that whenever I met somebody who was a “big deal,” someone with a big title or a lot of money, to picture them doing the things that regular people do.
Beyond just not getting flustered, he explained, you want to get your head in the right place (although I didn’t know it at the time, he was talking about the power of getting into the right mindset) so that you can communicate with them as an equal.
To do that, you should imagine that person doing the same things you do, the same things your friends do, the same things the people in your life with whom you’re most comfortable do every day.
Think about that important business executive out in front of his or her house, playing catch with his or her kid, or getting woken up at 2:00 in the morning and spit up on by their newborn.
If you imagine these otherwise intimidating people doing all the ordinary, day-to-day things that we do, you’ll relax (your prospect will sense your ease, just as they sense nervousness). Finding that angle from which to see them as ordinary people will change your tone and body language.
If we can think “ordinary stuff,” that angst that we naturally have when we walk into a sales situation dissolves. We stand a little taller and feel more confident. We're going to feel like we have a little bit of an inside track in knowing who these people are and what they're about. That attitude of ours will take much of the chill off that cold call or first meeting and turn it into a gathering of potential friends.
I learned the importance of filling out the back of the business card from then mayor of Dallas, now U.S. Trade Representative and cabinet member Ron Kirk. Mayor Kirk supported a large civic event I’d proposed to the City of Dallas.
I was in my late 20s at the time, trying to get a $30-million project I’d dreamed up off the ground. It was pretty obvious that I was nervous around him and he took the opportunity to offer me some great advice. He told me that whenever I met somebody who was a “big deal,” someone with a big title or a lot of money, to picture them doing the things that regular people do.
Beyond just not getting flustered, he explained, you want to get your head in the right place (although I didn’t know it at the time, he was talking about the power of getting into the right mindset) so that you can communicate with them as an equal.
To do that, you should imagine that person doing the same things you do, the same things your friends do, the same things the people in your life with whom you’re most comfortable do every day.
Think about that important business executive out in front of his or her house, playing catch with his or her kid, or getting woken up at 2:00 in the morning and spit up on by their newborn.
If you imagine these otherwise intimidating people doing all the ordinary, day-to-day things that we do, you’ll relax (your prospect will sense your ease, just as they sense nervousness). Finding that angle from which to see them as ordinary people will change your tone and body language.
If we can think “ordinary stuff,” that angst that we naturally have when we walk into a sales situation dissolves. We stand a little taller and feel more confident. We're going to feel like we have a little bit of an inside track in knowing who these people are and what they're about. That attitude of ours will take much of the chill off that cold call or first meeting and turn it into a gathering of potential friends.
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