Do a little homework on your prospective date. I met a commercial/editorial photographer who had relocated to Los Angeles from New York and wanted break into the same highly competitive market in his new home town. One of things he said he did was do a little research at his local library by reading magazines that he wanted to shoot for.
During his research he learned the names of the photo editors that handled the clients he wanted to work with. Once he had a few names he made sure that his body of work matched the style that he believed the editors were looking for.
Next he picked up the phone and introduced himself and made his invitation. Did everyone he contacted take him up on his offer? No. But that’s not the point. He knew that if he wanted to be noticed he had to think bolder and that meant not going though the “normal” channels i.e. dropping off his book and waiting for response.
So he figured if he could get the editors out of their normal habitat and into an environment where had more control over the experience he stood a better chance of making an impression that yielded him the results he was looking for. This brings me to step two.
Look for a connection, not just a job. What mean is people like to business with people that they know like and trust. Think about it, when you go on a first date with someone new chances are you don’t ask them to get married. Perhaps you do, I don’t know. But I’d bet that you probably don’t.
No, the lunch meeting is the first date meaning it gives you both an opportunity to get to know one another. Relationship building is key. People who you have a good relationship with will eagerly help you and vice-versa.
So if you approach your invitations from that prospective you’ll stand a far better chance of working with this person in the short as well as the long term. And even if they can’t help you if you made a good impression chances are they will most likely go out of their way to connect you with their colleagues. Finally.
Listen and Follow-Up. After you get the date, make sure you listen more than you talk. People love to be listened to and to know they are being heard. In addition if you focus on listening you’ll learn fairly quickly if you are good match, if not, see how you can be of further help and don’t forget to ask if they could recommend someone in their rolodex to you that may be a better match.
If you are sincere and honest chances are great that you will get a referral or two. Now on to the one of the most critical components of this entire process and one where many drop the ball. Follow-up. This is imperative. As a matter of fact you should have the thank you note (handwritten, not email) ready to go before you even take the meeting.
Immediately after your meeting concludes drop your handwritten note on quality stationary in mail either the day of meeting no later than the next day. In you note thank them for their time and ask for a date to follow up again. These three tips can a long way towards creating new relationships that can pay off for years to come.
© Rodney Washington