Talk to Strangers: How Everyday, Random Encounters Can Expand Your Business, Career, Income, and Life (2 page)

Guide to Charts, Tables, and Lists

Introduction

There’s always something to say.

No matter where you are, who you’re with, or what’s happening around you, you can make an observation, ask a question, or share a thought with a stranger. And when you do, you tap into a world of unlimited possibilities you never knew existed until that moment.

I should admit that I’ve been striking up conversations with strangers through chance encounters and staying in touch with them for a long time. So although it might seem a bit extreme that I’ve remained in contact with the doctor who delivered me into this world many decades ago, it’s simply how I began my habit of meeting, talking to, and connecting with strangers for the better part of my life. Over the latter years, I have earned hundreds of thousands of dollars in consulting and training fees and have built long-term, mutually profitable relationships with people I met in the most random of ways: on planes, in coffee shops, in restaurants, in hotel lobbies, at weddings, in elevators, in doctors’ offices, and just about everywhere else I’ve been.

Talking to strangers comes naturally to me. And although the results have been remarkable, I can’t tell you for sure exactly what has driven this behavior since a young age, except that I always found people available to me—willing to smile back, to acknowledge a common experience in the moment, to share pieces of the stories of their lives, and to teach, guide, and help me. I also have an insatiable curiosity about the people I encounter wherever I go. I want to know: Where are they from? Where are they going? What do they do? Who
are
they? I’m always fascinated by their answers, even the ones who don’t appear all that interesting on the surface.

I’ve always had a desire to connect with the people around me. I didn’t have much of an outcome in mind when I was younger, except perhaps to help someone, learn something, or make a friend. I would always find a reason to circle back with a particular person long after our initial meeting, sometimes to find out what that person was up to, sometimes just to let that person know what I was doing, and sometimes simply to say hello. Some of these new connections faded away over time, and some I still know to this day—30 and 40 years later.

One early random encounter comes to mind that in many ways laid the groundwork for a lifetime of talking to strangers that would become relationships of great positive impact. It was a perfect example of the idea that you never know who you’ll meet unless you make yourself available. As a teenager, my sister and I had summer jobs in Manhattan, and we would take the bus to the subway into the city. Often the traffic would be so heavy that cars would sit bumper to bumper in front of the bus stop. One morning while waiting for the bus I made eye contact with an executive-looking man who was driving an expensive car and was undoubtedly headed in the same direction we were.

After a smile and gesture of friendliness, he opened his passenger window and asked if we were going into the city. I said yes, he offered a lift, and feeling safe in accepting, we hopped in. What began as a serendipitous ride turned into a long-term friendship with the managing partner of the fourth largest stock brokerage firm in the country. Someone who for years and years I would visit in his office (nab a free sandwich in his company cafeteria—after all, I
was
a high school student with a summer job!), but most importantly, from whom I would learn about business and have a model for business success. And maybe that was at a safer time, when taking a ride from a stranger didn’t require a credit check and the last four digits of the driver’s Social Security number. But the story is true and the message is clear: what starts as a random encounter and opportunity can become a long-term friendship and growth experience, all because of a smile, a gesture of friendliness, and a willingness to take a chance.

Whereas meeting people in random encounters was more of a natural inclination, even a hobby, during my younger years, it became a critical skill as I entered the business world. I discovered that the more I reached out to strangers, the more I found people who had a need for my services. As a result, my ability to connect with people by way of casual, everyday encounters became invaluable in building my career and financial success. You might call me a consummate networker in today’s language. However, I do this for a much more important reason than that. I do this because it transforms my everyday world into one big untapped opportunity to expand and enrich virtually every aspect of my life, while simultaneously providing value to those I meet in return.

I realized over the years that just by sparking a conversation with someone, I would learn all kinds of things about that person—and concurrently discover ways that I could be of service. I found that the more I made myself available to people, the more opportunities came my way.

These random encounters were so productive as I was developing my business that I began engaging in what some might consider a peculiar undertaking: I started flying around the country, to no particular destination, but rather to meet potential clients along the way. I would travel to places far and wide: Atlanta to Boston. New York to Chicago. Dallas to LA and Seattle. Detroit to Tokyo. Often I would take the most circuitous route. And it really didn’t matter where I was going, only that there would be businesspeople along the route. There was nothing waiting for me in any of these places; all the action was in the airport, on the plane, on the tram, in the taxi, and in the hotel lobby.

And so for me, flying around the globe to make business contacts was no big deal; it was just my marketing strategy. But my friends and colleagues saw it as something unusual and insisted that I should tell my story. My first call was to Joe Sharkey, who writes the business travel column of the
New York Times
. I immediately received a return call. “You do
what?
” he asked.

“Well,” I replied, “I take flights all over the country and sometimes around the world, just to meet potential clients.” Joe said something about that being the most incredible thing he’d ever heard. An interview followed that afternoon, and my story appeared in the next edition of his column.

As is my natural inclination, I spent much of my time writing this book in public places, surrounded by complete strangers. I worked in coffee shops, on airplanes, in hotel lobbies, in parks, in libraries, and in restaurants. As I look around, I see unlimited opportunity in the people in sight. Walking, talking potential . . . in every one of them.

I am also actively communicating with at least four prospective clients as I write, all of whom I met through completely random encounters. One was at a coffee shop, two were seatmates on flights, and one I met in an office building elevator. I anticipate that at least two of them will monetize significantly.

You can do the same. This book will show you how you can expand your pool of contacts to enhance your business, career, and personal life. It’s closely connected to the broader issue of personal branding or self-marketing, where you take control of your success by managing who you know and who knows you—except in this case, you will be going beyond your typical and somewhat predictable networking venues. You will discover how you can easily and naturally connect with the people with whom you come in contact throughout your daily life.

Of course, you may not choose to go to the lengths that I do to meet people. But whether you go halfway around the world to make random connections or find them within a 20-mile radius of your home, at the end of the day (actually at the beginning of the day and all day long), it is about seeing the world as one big opportunity, where everyone you meet can enrich your life in some way or another—and you, theirs. It is about taking advantage of every opportunity to make face-to-face, in-person connections and leveraging them for mutual benefit, wherever you find yourself.

The woman in front of you in line at the supermarket, the guy sitting next to you on an airplane, your fellow conference attendees, the person sitting in the lobby, other guests at the wedding, the others on the shuttle van—these are the “people portals” of your life. They’re the individuals who just may be able to lead you to personal and professional success—that is,
if
you know how to connect and cultivate them.

And as you’ll discover while reading this book, everybody you encounter either
is
somebody you want to know or
knows
somebody you want to know. Some random encounters lead somewhere specific; others take a circuitous route. Whether you’re a salesperson, job candidate, small-business owner, independent consultant, recent college grad, or new to your community, you’ll doubtlessly find that the more widely you reach out to people, the more likely you will be to discover new possibilities. In fact, expanding your network of contacts is one of the few activities you can control to put the odds of success in your favor. And the best part? These leads don’t cost you anything, and they’re open to you every day. You just have to know how to recognize, cultivate, and optimize them.

In many ways, this book is a field guide, a resource you can take with you and refer to when you are out and about, surrounded by random connecting possibilities. So read on to find out how you can tap into a world of opportunity that is available to you day and night. These opportunities are free for the asking and can lead you to new clients, new career opportunities, new insights, and new friends—as well as to the financial and personal rewards that follow from making such fortuitous connections.

SECTION I

Creating Your Future Through the People You Haven’t Even Met. . .Yet

You never know who is at the table across the room from you, standing in line behind you, or sitting in the seat next to you. It could be your biggest new client, your next employer, the gateway to a piece of information that changes your life, or the best friend you ever make.

Sometimes the most valuable encounters occur in the most unlikely, unexpected places. You can’t plan them, you can’t predict them. But you
can
create them. You just don’t know what’s possible; that is, you don’t know until you ask.

Chapter 1

The Untapped Potential in Your Everyday Encounters

If you’re reading this in a public place with people nearby, take a look around and observe them. If you’re not in public, make a point of doing this the next time you are. Find someone who looks interesting, and think of something you could say to engage that person in conversation. It could be a comment or question about what the other is doing or what’s happening where you both are at that moment. It could be something that intrigues you about the other person about which you’d like to know more. Maybe you overheard part of a phone call that leads you to think he or she is in the same business as you. Maybe the person is carrying a backpack with a conference name and date embossed that is intriguing to you or wearing a unique or especially attractive piece of jewelry. Chances are if you approach the person respectfully, you can successfully initiate a conversation. Then, in that very instant, you will have opened the door to possibilities you didn’t even know existed until you took a chance by talking to a stranger.

I did this very thing a few years ago during a quiet Sunday afternoon flight from Boston Logan Airport, hardly the time or place you would expect to make two of the most lucrative business connections of a lifetime. But it was, and the results were measured in six figures and ongoing access to a huge network of business opportunities.

Nothing seemed unusual as I was standing near the gate waiting to board the plane, except that the gate agents seemed to be working extra hard to create a smooth boarding experience.
Hmm
, I thought,
someone important must be on this flight
. I didn’t see any celebrities or luminaries, at least not that I could recognize. The boarding process continued for our full flight, and when I finally sat in my seat I turned to the person next to me and said, “
If
I ever get the chance to meet this airline’s CEO, I will have to tell him what a great job his Boston people are doing.” My seatmate leaned toward me, pointed across the aisle, and whispered in my ear, “Well, you will have your chance. . .he’s sitting right there.”

It is a rare moment indeed to find yourself sitting an airplane aisle away from the CEO of that very airline—the third-largest airline in the world; it’s even
more
unusual to have the CEO of a leading hotel chain sitting next to you and pointing out that the airline CEO is, in fact, sitting three feet away. But it happened, just like that—all because I talked to a stranger.

When you’re a sales consultant with a background in transportation and a random encounter like this presents itself, there’s only one thing to do: make the connections, one across the aisle and one sitting next to me. I monetized both within a matter of months.

I had wanted to do business with in this airline for a long time, but I found that it was very difficult to gain access to someone at this level by utilizing the normal channels. Sure, I could call his office and try to get an appointment, but as an unknown consultant, I would have little likelihood of getting one. I could send an e-mail, but chances are it would be intercepted, if it even got past the company’s spam filter. I could wait in the company parking lot and approach him as he walked into the building, but in that case I would be more likely to end up meeting the company’s security staff than the CEO. Yet here he was, sitting mere feet away from me; it was my chance—on a quiet Sunday afternoon and the relaxed attitude that goes along with it.

Since he was across the aisle a few rows up, I couldn’t initiate conversation easily, and I didn’t want to interrupt him while he was working. I would need the flight attendant to deliver my request for a chat so that he could agree and then determine the right time and place. Moments later she returned with the good news: yes, sure, he would be happy to talk with me—in the Jetway, once we were on the ground.

Once we had landed, we stood together just outside the aircraft, with his shuttle van and entourage of assistants waiting. Here I was, face to face with the CEO of a major global transportation company, getting the once-in-a-lifetime opportunity to leverage a completely random connection. After a few pleasantries about the trip we had both just taken, I complimented the great job his Boston crew did, explained that I had done consulting work for one of their competitors a few years prior. I went on to tell him that I had a unique approach to getting corporate travel contracts and that I would appreciate some guidance on how to get my program into the company.

He responded by tearing off the seat assignment portion of his ticket and writing down his phone number along with the name of the person in charge of sales development. “Tell her I suggested you get in touch,” he said. “And that I thought the idea is worth a close look.”

That single, random encounter led to a multiyear, six-figure consulting and training engagement that grew into a long-term relationship with the company, a number of its business units, and a variety of great client friends, many of whom have gone on to other companies and brought me in to work for them there, too. It also led to a smaller but equally rewarding project for the hotel CEO who was sitting next to me and pointed me toward the airline exec.

The opportunities that await you in the people you encounter throughout your day are far-reaching and unpredictable—making them all the more exciting and intriguing. The people you don’t even know yet can expand your world in many ways. Which of the following do you want to do?

 

• Uncover a prospect.
  
 

 

• Sell a new client.
  
 

 

• Land a new and/or better job.
  
 

 

• Get the name of a contact in a prospective company.
  
 

 

• Gain access to an influential person in your industry.
  
 

 

• Be informed about a company moving to the area.
  
 

 

• Hear about a franchise opportunity.
  
 

 

• Learn about new products or services in your marketplace.
  
 

 

• Find out about an industry networking group.
  
 

 

• Discover information about a new career.
  
 

 

• Pick up a tip about how to use the Internet to brand yourself.
  
 

 

• Learn about a new application of technology.
  
 

 

• Find out about a competitor.
  
 

 

• Enlist a new supplier.
  
 

 

• Come up with a new marketing approach.
  
 

 

• Meet an investor.
  
 

 

• Recruit an employee.
  
 

 

• Strike up a strategic business alliance.
  
 

 

• Hear about a book or article that could change your life.
  
 

 

• Discover something about your community.
  
 

 

• Find out about a new restaurant or bar (where you could make
  more
  random connections).
  
 

 

• Meet a new accountant, dentist, doctor, attorney, Realtor, home repair person, or other personal service provider.
  
 

 

• Become aware of a better school for your children.
  
 

 

• Make a friend.
  
 

All you have to do is look in front of you, behind you, beside you, and across from you. And then with a simple acknowledgment—a nod, a smile, a question, or comment, you can unearth unlimited potential.

Chapter at a Glance

 

• You never know who’s around you, until you ask.
  
 

 

• You could be sitting or standing next to the CEO of a major corporation or next to someone who can introduce you to someone of great influence.
  
 

 

• The people you meet in random encounters represent endless possibilities.