Recent Articles

Networking Tip: Are You Using the Act of Connecting Strategically?

by Scott

Have you ever met a great contact, then found yourself cautious to email them months later because you’re not sure if they even remember who you are? I sure have.

I’ve wrote about this before, but the biggest networking fail is consistency.

A great networker strategically massages his network in order to turn acquaintances into trusted professional contacts and friends. The methodology for doing this is simple – consistently provide value to these acquaintances without expecting anything in return. Just like content marketing, time + value is the magic formula.

Anyone who’s attempted this realizes that building relationships this way can be challenging and time-consuming. After all there’s only so many relevant articles to ping, feedback to provide, or potential hires to source …
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The Art of Making Things Easy

by Scott

Many people miss opportunities because they don’t make things easy when they ask for something.

The best way to increase the number of positive responses you receive when you ask for anything, is to make it as easy as possible for the other person to follow through. The more difficult fulfilling a request appears, the less likely they are to do it.

I want to take this opportunity to highlight a few examples of “making things easy” done right so people know what this looks like.

Hiring

 

This is an email from my buddy David Fraga. Instead of making me hoof it over to the Shutterstock site to fetch all this information to forward along, he linked to it throughout the ask email. He …
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BD Best Practice: Taking A LinkedIn Inventory

by Scott

Business Development professionals live and die by their network. Thus, many of us end up living and dieing by our LinkedIn.

LinkedIn’s greatest value is that it provides transparency to the personal networks of  my immediate network in the form of 2nd degree connection. This information is often the gateway to the deals, partnerships, and sales we strive for on a continuous basis. Consequently, it’s in all business development practitioners best interest to expand their *true LinkedIn network. After all, the difference between the deal of a lifetime and no-deal could be just one warm introduction. But in order to even identify these opportunities there must be transparency.

A best practice to make sure you’re effectively engaging in this is to schedule …
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How To Ask Someone For a Coffee Meeting

by Scott

I encounter a lot of people who want to “get coffee sometime.”

A lot of them are younger people I haven’t met or brief acquaintances looking for advice or help.

If you fall into this category (vs. a friend/colleague), there are effective ways to go about asking for coffee that make people more likely to meet with you as well as elicit a greater sense of respect for their time.

 

I’m breaking this down into two parts.

1. How to increase your odds that a busy, cool person will meet with you

2. An effective way to ask for a coffee meeting

Increasing the Odds This Person Will Meet For Coffee

You’ve identified the person you’d like to grab a cup of joe …
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How to Start Using Twitter and Building Your Presence (Non-Toolish Remix 1.0)

by Scott

Getting started on twitter can be daunting. What does RT mean? Who do I follow? Is there etiquette on here? Why did @sexylexy46 who follows 45,000 people and is followed by 5 just follow me? I wondered all these things when I started out and did a lot of stupid things in the process of trying to build a digital presence. I have a lot of friends trying to “break in” to the startup scene, so I figured I wrote a post on my learnings to help them avoid some mistakes I made.

This is my unofficial guide of how to get started and build a digital presence on twitter – something that’s really useful for people looking to break into …
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My BD Toolkit

by Scott

I thought it might be useful to highlight some products I use on the reg for BD.

Rapportive

For those that aren’t familiar, Rapportive is a gmail plugin that populates social profile information attached to an email address in your inbox. It sharpens my BD blade in a variety of ways:

Context/Rapport Building – People are constantly eliciting relevant events or things they’re interested in through facebook and twitter. Rapportive helps me identify these signals which can be used to add a personal touch to an email.

For example, if someone was writing me an email right now, rapportive might inform them that Mashable just covered the newest release of the YP App and the extension of our partnership. This is news they might …
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How to Ask for An Email Introduction

by Scott

There are effective practices when asking for email introduction that respect the time and circumstance of all parties. I’ve really come to appreciate these and wish more people approached introduction requests this way.

 

 

Here’s how I approach asking for an email introduction:

Step 1: Preliminary Request for An Introduction

You’ve identified that someone in your network is connected to the person you’re trying to reach. Send them a brief preliminary intro request to gauge the strength of their relationship and willingness to connect.  An example script:

Hi X,

I was looking to get introduced to Johnny Dealmaker from Project X and saw you were connected to him. Not sure how well you’re connected to him, but if the relationship is strong, I’d really appreciate …
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