Keith Ferrazzi, author of Never Eat Alone, sounds unbearable:
Keith Ferrazzi enters your life like a circus coming to town — the two ringing cell phones, the two PalmPilots, the multiple conversations in which he seems to be listening and talking simultaneously. The way he walks and looks, all tanned and fit, with the styled hair and custom suit and black Prada shoes. The deals that are hanging in the air, the favors being extended or secured, the sideshows, the laughter, the juggling. That irresistible balloon of energy.
The 10 Secrets of a Master Networker:
Rule 1: Don’t network just to network.
Rule 2: Take names.
Rule 3: Build it before you need it.
Rule 4: Never eat alone.
Rule 5: Be interesting.
Rule 6: Manage the gatekeeper. Artfully.
Rule 7: Always ask.
Rule 8: Don’t keep score.
Rule 9: Ping constantly.
Rule 10: Find anchor tenants. Feed them.
Rule 7 in action:
Pete Ferrazzi, a steelworker whose world was hard hours and low wages, knew he wanted more for his son. He knew his boy’s life would be better if he could find a way out of their working-class Pittsburgh suburb.But the elder Ferrazzi didn’t know the exits. He’d never been to college. He knew nothing of country clubs or private schools. He could picture only one man who might have the sort of pull that could help: his boss. Actually, the boss of his boss’s boss — Alex McKenna, CEO of Kennametal, in whose factory Pete Ferrazzi worked. The two men had never met. But the elder Ferrazzi had an idea about how the world worked. He’d observed that audacity was often the only thing that separated two equally talented men and their job titles. Pete Ferrazzi asked to speak with McKenna, who, upon hearing the request, was so intrigued that he took the meeting. In it, he agreed to meet Pete’s son, Keith, but not to do anything more.
However, it turned out that McKenna liked the precocious adolescent — especially because of the way young Keith had come to his attention. McKenna was on the board of a local prep school where he sent his own children, by reputation one of the best schools in the country. Strings were indeed pulled, and Keith entered a new world, on scholarship, that set him on an entirely new course, just as his father had hoped. “I got one of the best educations America has to offer,” Ferrazzi says today. “Starting with elementary school, prep school, on to Yale and Harvard — it would never have happened if my father hadn’t believed that it never hurts to ask. The worst anyone can say is no. Not many people believe that. Embarrassment and fear are debilitating.”