If it isn’t what you know, but who you know…..does you know who – know you?
Harvey Mackay tells a story about his buddy Brandon Steiner of Steiner Sports who asks if your contact at a client company left, does your relationship leave with them?
Therefore it is their philosophy to get to know as many people at an organization as possible.
Develop a good relationship with the gatekeeper, but seek out introductions to other people within that organization thru your initial contact to have more depth…..and staying power when the powers that be….are out of power.
Staying in touch with the people who leave is another way of broadening your reach. God willing, for both of you, they wind up somewhere and bring you in with them.
I have often sent out client’s resumes when they wanted to leave or were downsized, trying to help them land a new job. That gesture always brings good will and is never forgotten.
I even once introduced a divorcing client to his next wife, a deed he will never forget…..for better of for worse, in sickness and in health.
Develop deep relationships. Harvey Mackay calls this “digging your well before you’re thirsty” the title of his new book.
Check it out.
