The next story is already a few months old, but a presentation that I gave yesterday for Aiesec remembered me of it.
So it was nice to see him again. And he was obviously pleasantly surprised that I still remembered his name. We talked a bit and suddenly he said: “I’m your biggest fan I guess”. “What do you mean?” I asked him. “I already ordered 10 copies of your book for my team and department members because networking is really important inside and outside our company.” he explained.
“Thanks a lot for ordering the books” I replied and I continued “Do you really mean that networking is perceived as very important in the company?”. “Yes it is” he said.
“Well, do you want to do me and Mobistar a favour then?” I asked him. “Sure” he replied. So I asked him the following question:
“Do you want to bring me and the training manager in contact with each other via an e-mail where you introduce us to each other?”
“Yes, of course” he answered. And he kept his promise. Two days later he sent the e-mail. A day later I got a phone call from the training manager. 3 days later we had an appointment and the next day the contract for a pilot session was signed.
Don’t you like this way of doing business? I do 😉
But it only happened because I asked him to introduce us to each other. Most people don’t do it themselves. Not because they don’t want to do it, but because they don’t think of it. So you have to help them to help you by asking them the question.
Try it for yourself and be surprised about the results !