5 things to do to get what you want

We live in a world where asking for what we want may not always yield the desired results.  Have you ever considered the issue may be how we ask for what we want? 

We ask for what we want in business and in our personal lives.  In the business world we want clients, introductions to decision makers, we want funding for our business, a new job and more. 

Throughout my business career many of my colleagues have requested introductions.  Usually those requests are vague and general.  For example:

• "Larry, CFO's of middle market companies would be ideal introductions for me." 
• "Do you know any CEO's, because they make decisions for my product/service." 
• "The best companies for me are in the financial services industry."

How can anyone respond to these vague requests for introductions?  We usually have canned responses to those requests:  "Great, I will keep you in mind when I come across CFO's of middle market companies."  Sure you will or sure I will!  I won't and you won't, because we are too busy to keep those vague introduction requests top of mind.

What if you modified your request to be more "specific"?  Could you introduce me to Tom Smith, the CFO of ABC Company?  Do you know executives at the C-Level at ABC Company?  LinkedIn, Hoovers, Company Websites and other resources allow us to be specific and customize our introduction requests to business professionals and company targets. 

If you were looking for a job isn't it easier to ask your network for help by providing the company name, open position, job title and job ID?  If you are in transition or in a proactive career search, ask for what you want and results will follow.

5 things to do to get what you want:

1. Introductions to decision makers:  Ask for a decision maker by name or ask for an introduction to the CEO, COO, CFO at a named company.  Research LinkedIn, company websites, search the internet to be as specific as possible for your introduction request.
2. Introductions to companies:  Ask for introductions to companies by company name.  If you want access to an executive at that company, provide the title of the executive and name of the company.
3. Introductions for reactive or proactive career search:  Provide the hiring company name, job title, job ID, hiring executive name, recruiter name, etc. 
4. What do you want?  What are you trying to achieve through this introduction (potential client, hiring manager, prospective job, investor, etc.)?
5. How can I help you?  Remember if you are going to ask for help, always ask "How can I help you?  Giving will take you further than taking. 

About Larry Kaufman:  Larry is an AVP with Arthur Gallagher.  He is a published national Keynote Speaker and Trainer on LinkedIn, Connector, Pay-it-Forward Advocate, Mentor, Coach and Trainer to sales professionals, CEO's, CFO's, College students/graduates and professionals from all levels and industries.   He has been in sales and sales leadership roles for over 27 years across industries.  He is an investor, board member, advisor and he is philanthropic.