The Prospect's Lobby

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Why do you need to inspect the lobby?

Take a few minutes and let me explain why the lobby is so important

The extra two minutes

If you want to differentiate yourself, as you prepare for the appointment, it’s as easy as arriving early. While you may think that it’s to make an excellent first impression, it’s not. It’s for you to schmooze with the gatekeeper again. It’s for you to make inroads with that person.

By now, you already know their coffee order, so take it with you. When you arrive, if they offer to call the party you are meeting with, tell them no. Let them know you are there early so that you could bring them coffee. Let them know that you wanted to catch up and see how things were going with them. Reference something that has recently happened in their life that you picked up on prior. Ask about their kids/grandchildren by name.

While you’re at it, walk the lobby. Pay attention to what you see. You can learn a lot about a company by what you see in their lobby. Do they have a mission statement? Do they have news articles that feature them? Do they have trade publications with articles authored by someone on their team? Pay attention to all these things. They will come in handy later.

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