Home Search Speaker Request Speaker Corporate Event Planning For Ceo's Videos About Us Articles Links
Keith Ferrazzi Full Profile >> Testimonials … Contact Us … FAQ … Site Map … Glossary …
Do Your Homework (Really)
by Keith Ferrazzi

Before I meet with any new prospect I've been thinking of introducing myself to, I make damn sure I do my homework. And when I say homework, I mean more than checking to see if the company has a website by typing www.amazon.com to do research on a marketing executive at Amazon. Sure, you should be up-to-date with the major news about the prospect's company. But what you really want to know is more personal. Think of it this way: A good salesperson does research on companies; a great salesperson does research on people.

I like to have a one-page synopsis on the person with all kinds of information. I want to know what's important to him: his hobbies, his family, his most remarkable achievements, what he's most passionate about. The only criterion for what should be included is that it reflects something about the person as a human being. Even stuff about the person's company has to be something that affects him personally, in his daily life.

Did the company have a good quarter but is the division the prospect runs on the rocks and his career status questionable? Is there a freeze on hiring at the company, and he's pissed that his team is overworked and others aren't pulling their weight? What about his favorite charity? What college he went to? How many kids? These are the things that matter to him. And trust me, even the most giving, humble people naturally care, above and beyond anything else, about what it is they do. If you can show that you care, too, and have understanding or even a way to help, you'll feel the appreciation radiate from them and cover you.

The purpose of all this research is to find a point of common ground that is deeper and richer than what can be discovered in a serendipitous encounter. Before I met one CEO, with whom I shared no affiliations or organizations, I found out she had run the New York Marathon by simply doing a Google search. (Note: You won't find the personal stuff on the company website. You'll have to dig through the more obscure search results like college class notes and old articles in which they talk about their lives.) When I ran into her, I was able to say, "You know, I don't know how you do it. I like to think I'm in great shape, but just the training for a marathon killed me."

Of course, she was surprised. "How the heck did you know I ran a marathon?" she happily quipped. Here's the best part of doing your homework -- it doesn't have to be a secret. In fact, I never shy away from mentioning the research I've done. I told this particular CEO, "I always make a special effort to inquire about the people I'd like to meet." Inevitably, people are flattered. Wouldn't you be? Instantly, the other person knows that rather than suffering through a strained half-hour with a stranger, she's able to connect with someone with whom she shares an interest, someone who has gone out of his way to get to know her better.

Copyright Keith Ferrazzi. All Rights Reserved.

Home Search Speaker Request Speaker Corporate Event Planning For Ceo's Videos About Us Articles Links
Testimonials … Contact Us … FAQ … Site Map … Glossary …
© Copyright @ 2004 Keynote Resource Inc. All rights reserved. Permission is granted for linking to web pages within Keynote Resource
To book a speaker call toll-free : 1-800-420-4155       e-mail:
yvon@keynoteresource.com      Privacy Policy
Privacy Statement/Policy
Keynote Resource realizes that when you complete forms on our web site you are providing us with information that is of a private nature. We assure you that we will not share or sell this information to a third party for any purpose. We treat all information provided to us as strictly confidential.
About KeynoteResource.com:
Keynote Resource speakers bureau can help you find the ideal keynote speakers for your next event. We represent inspirational speakers, motivational speakers, corporate entertainment and more.

Keynote Resource speakers bureau will find the perfect keynote speaker for your upcoming event, whether you are looking for inspirational speakers with a message, motivational speakers to set the tone of your conference or a facilitator for your annual retreat.

Keynote Resource speakers bureau works closely with executives, meeting planners and training directors to create events that result in highly productive learning or are just plain fun. We can identify business speakers, inspirational speakers or motivational speakers that are well suited to your event, send you videos and press kits to help you with your speaker selection and we’ll work closely with the keynote speakers you hire to ensure they customize their presentations to meet the specific needs of your audience.

We have speakers in all areas including Arizona, California, Colorado, Connecticut, Delaware, Florida, Georgia, Hawaii, Illinois, Indiana, Iowa, Kansas, Maryland, Massachusetts, Michigan, Minnesota, Missouri, Nevada, New York, North Carolina, Ohio, Oregon, Pennsylvania, South Carolina, Tennessee, Texas, Utah, Virginia, Washington and Wisconsin.

We can book speakers for you worldwide, in Canada, New Zealand, Australia, Singapore, Hong Kong, China, Ireland, England, France, Italy, Switzerland, Denmark, Sweden, Brazil and The Bahamas. Click Here to Search A Speaker

Speaker fees are determined based on a number of factors and may change without notice. Fees may vary based on the speaker’s availability, supply and demand, program length and location of the event.

Each fee range listed on this website is intended to serve as a guideline only. In some cases, the actual price quote may be above or below the fee range stated. For the most current fee, please contact your representative directly.