Four Rules to Rise to the Top of Anyone’s Mental Rolodex – from Keith Ferrazzi

JP Headshot1Anyone who knows me will expect some content on my blog from Keith Ferrazzi (author of ‘Never Eat Alone’), and so it goes with the following. As always, good, easy to do actions that will continue to differentiate yourself in your search as you move on up.
Enjoy this repost from September 2, 2009.

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The true art of memory is the art of attention. – Samuel Johnson

These days we’re overwhelmed with information. So when you’re trying to create a new relationship, what does it take to break through the white noise of information overload?

Becoming front and center in someone’s mental Rolodex is contingent on one invaluable little concept: repetition. Here are four rules of thumb to engage your personal VIPs and then keep them interested.

1. People you’re contacting to create a new relationship need to see or hear your name in at least three modes of communication—by, say, an e-mail, a phone call, and a face-to-face encounter—before there is substantive recognition.
2. Once you have gained some early recognition, you need to nurture a developing relationship with a phone call or e-mail at least once a month.
3. If you want to transform a contact into a friend, you need a minimum of two face-to-face meetings out of the office.
4. Maintaining a secondary relationship requires two to three pings a year.

Using the above rules should give you an idea of what it’ll take to keep your own network humming. I make dozens of phone calls a day. Most of them are simply quick hellos that I leave on a friend’s voice mail. I also send e-mail constantly. When it comes to relationship maintenance, I’m on my game 24/7, 365 days a year.

There’s no doubt you have to bring a certain vigor to this part of the system. But hey, this is just my way of doing things. You’ll figure out your own way. The governing principle here is repetition; get organized and find a way to ensure that you’ll contact people regularly without putting too much strain on your schedule.

Planes, trains and automobiles work for me, but that’s because I travel constantly. What’s your best time for dedicated pinging?
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