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The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue by Andrew Dietz

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 16

CALL THE RIGHT PLAY

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The next day, Allen made a few calls on behalf of Sam and Becca. Without exception, his contacts were surprisingly warm and receptive to the idea of helping out a friend of Allen’s. Also without exception, they were a bit surprised to hear from Allen. Indeed, he heard “How long has it been since we talked?” so often that he started to realize he needed to do a far better and more frequent job of talking to people. Also, the fact that so many people related to him in a purely social manner—there was little talk of his work but plenty about his wife, his kids, and upcoming cookouts—told him he needed to do ...

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