Never Eat Alone, Expanded and Updated: And Other Secrets to Success, One Relationship at a Time

by Keith Ferrazzi

When I call someone directly whom I haven’t spoken with before, I try to call at an unusual time. Someone who is busy is more likely to pick up his own phone at 8:00 A.M. or 6:30 P.M. Plus, he’s probably less stressed out since he’s not facing typical nine-to-five pressures. I called in the early morning, but got Serge’s voice mail. So I left a message: “I just want to reiterate my excitement regarding our meeting. I’ve never heard John talk so flatteringly of a business associate. I understand how busy you must be. I haven’t heard from your administrative assistant, but I’m sure I will. See you soon.” At no point do you want your interactions to become strained. Creating and maintaining a sense of optimism and gentle pressure around the appointment is all part of the dance.