60 Seconds With Bill Gates!
If you had 60 seconds with Bill Gates could you leave a positive impression?
During my years in Sports and Entertainment, I witnessed many careers take flight based on brief unexpected encounters with movers and shakers. Also known as The Elevator Pitch. These pivotal moments could propel you from obscurity to a major player, instantly.
For a simplified understanding, I equate this event to a man approaching a woman. As all men should know, you can’t sway sleeping beauty just because you have the courage to advance. If you walk up to a lady with the wrong combination of nouns, verbs and adjectives, you will soon be waving the white flag. To give yourself a chance, you have to compound your approach with finesse or passion.
Over the years, through trial and many errors, I have learned how to successfully communicate in time sensitive, high pressure situations. It’s essential to be effective and efficient with every opportunity. For the record, the above analogy only goes so far. Stuttering might be cute with the opposite sex, but not in this scenario. Here are a few of my Key Rules for leaving an impression on influential people. The rules are simple and interchangeable.
1. BOLDNESS: Here’s an example (true story). One time I ran into one of my favorite Multi-Platinum artists whose album I had recently purchased. Unfortunately the album was terrible. Privately (to prevent embarrassment) I stated, “Seriously, you owe me a drink, dinner or something. I love your work, BUT that last album…” The result – we had a great laugh and I don’t drink. In the future when we would cross paths, the artist would seek me out for my opinion on their music.
Say what you mean and mean what you say, but be respectful.
2. ENGAGE THEN SHUT UP: Often individuals in positions of power or limelight have strong egos. The objective is to convert this understanding to your advantage. A common by-product of individuals with strong egos is they love to talk, so don’t interrupt! Present an intriguing question and go dumb immediately, it never fails. Learn to be an attentive listener, even if the information is redundant.
3. ESTABLISH TWO-WAY RESPECT: Is essential to establish yourself as more than your average Joe. We all have admiration for people we perceive to have some enlightenment. To immediately create a silent respect, quote from a book or recommend a book, it suggests you’re a cerebral person.
Here’s an example:
“What you just said reminds me of a chapter in Think and Grow Rich by Napoleon Hill. Where he said…”
Subtly, you just made your target pay a lot more attention to your words.
4. EVERYDAY CONVERSATION: Trust and believe he/she already knows they are a CEO, celebrity or your boss. There is absolutely no reason for you to remind them of a given. Start your conversation with topics pertaining to normal life headaches. “My utility bill is ridiculous, the the energy companies have a monopoly. Are you having the same issue?” Bring the human element to the center of the conversation.
5. CREATE ONE DEGREE OF SEPARATION: Don’t limit your weapons of mass influence. Just because you don’t know anyone in common doesn’t mean you can’t create a connection. Most people only equate degrees of separation to a person, while I use a person, place or thing. All that is required is minimal research – what college did they attend? where is there birth place? what is there favorite food? etc…
If I were to use the favorite food scenario, this is how I would implement it. “I just found the BEST seafood restaurant in town…” or “Do you have any recommendations on a great seafood restaurant?”
Remember to read body language as you’re communicating, which will give you an indication if you should change techniques. I suggest practicing your delivery with random individuals to perfect style. Over time, it will become second nature.
What would you say if you wanted to leave a positive impression?
Recommended reading – Influence: The Psychology of Persuasion (Robert B. Cialdini), The Confident Speaker (Harrison Monarth) and Yes! 50 Scientific Proven Ways to be Persuasive (Noah J. Goldstein)
Stay up to date with NEW articles:
Test subscribing via Email
Test subscribing via RSS
Hi, Talani! The title speaks true volumes, for me this is sales. I will compare this to a business to business sale. When it comes to the oppositie sex, that is easy I am women. LOL.I feel you could ad just a few items to close the sale, everything you have listed is on point. Talani, did I mention I respect your business style!
Confidence-Know you are the best and you will get the opportunity..Be careful here not to cocky, it can turn them off.
Research- please do mot mess your facts up or you get pushed to the door or kick off the phone. Know the company inside and out. Linkedin is a good way to get business information on the person. Hoovers is good for the business or Manta it is free.
Persistence- do not give up until three people in the company says no, to call it cold: CFO,COO, and CIO
Humor- this helps you build a relationship and help you not to go crazy.I like to used Janet Jackson’s song Nasty if their mean…Sing once your off the phone..
Timing- This can take practice with persistence..
Now can anyone arrange a 10 minutes meeting with Bill Gates for me? I could sell him in a second…
"Sage advice. Ive implemented a number of your ideas over the years with influencial people. In my line of work as a freelance illustrator I often come in contact with "People of Influence". These people will write you off in a New York Minute if you present yourself like a moron. Establishing yourself as a person who is cerebral is an excellent way of "upping your status" in their eyes. Great article write more."
T, love this. I wish this was taught in H.S. I use this right along with my Informational Interview technique. But who want’s to meet Bill G. How about some one in the trenches. David Allen or Merlin Mann.
Hi friends
@Sharon – WOW…..I was taking notes from your comment
@Elgin – "sage advice"…Thanks for the compliment but these rules are from real-life experiences. Mnay errors along the way.
@Paul – Your Informational Interview Technique should be trademarked.
Great comments,
Talani
Talani,
I’m with your friend Paul. Who wants to meet Bill Gates? No, I am just joking, but I need more than 60 seconds with Bill Gates. I would tell him i am aware that we only have 60 seconds, but surely you have more time for someone who shares the same zodiac sign as yourself. I would ask Bill Gates these questions. What is your secret on keeping a balance with three kids and a wife? And how do keep children grounded that are born rich? However, if he only have 60 seconds i would ask one question. Can you sum up in one sentence, what is your definition of success? I believe we can learn something from the richest to the poorest within seconds.
Thanks for sharing this thought with me, I had to think about that question for several minutes.
Sharone
@Sharone – Soon your going to make me look bad on my own blog
Stop playing around and put up a blog. You have a wealth of knowledge to share.
Great Comment!
Wow man! Right on point again T…T…Tao! As an individual in the entertainment industry I have had the opportunity and pleasure of meeting so of the most powerful people in the game. You must have courage, persistance and be saavy enough to know when and how to strike or you will get shut down immediately, 1. cause they don’t have time to waste and 2. they surely have better things to do. I can be a witness to the fact that I have stumbled a lot early in my career along the way and learned how to deal effectively which is why I still have a career. Young people everywhere needs to know about your blog man this stuff is priceless coming from guys like us. I’m making a pledge to you man to let everyone I know about this blog-space. God Bless you man and keep the great words of empowerment coming WE NEED IT!
Sheldon"So"Goode
Buy:Cialis Professional.Maxaman.VPXL.Viagra Super Force.Cialis Super Active+.Propecia.Super Active ED Pack.Zithromax.Cialis Soft Tabs.Viagra Soft Tabs.Levitra.Tramadol.Viagra.Cialis.Soma.Viagra Super Active+.Viagra Professional….
Buy:Prozac.Lasix.Female Pink Viagra.Buspar.Seroquel.Cozaar.Aricept.Nymphomax.Zocor.Benicar.Ventolin.Zetia.Lipothin.Advair.SleepWell.Acomplia.Female Cialis.Lipitor.Amoxicillin.Wellbutrin SR….