Dale Carnegie was considered the authority in building relationships when he originally wrote How To Win Friends & Influence People in 1936. It has sold more than 15 million copies worldwide and a book that I read every single year in January. My copy is well read to say the least – if anything it’s a common sense reminder to focus on building “real” two-way relationships and sincerely being interested in other people.

Through many of his books and courses, I remember the one story that is relevant today and we should consider doing more often. The idea relates to sales people and also individuals looking for new career opportunities.

The story was about a woman who was looking for a career position in a new industry that she had no previous experience. She researched all the various companies and respective contacts to send direct letters and introduced herself. Nothing earth shattering, but this was during the 1950’s time period so research took a lot of time at the library.

She wrote a sincere, concise letter to each company (12 companies) discussing a bit about her experience/background and then asked the magic question; What is your biggest problem you are facing within your company? Then she offered to work for free, for 30 days at their office to see if she could assist with the problem. Also, both sides would get an understanding of each other’s personality, respective value, attitudes and if there was a fit within the corporate culture. She did get the “30 day work for free” opportunity with one company and the rest was history. She eventually was hired to a full-time position and became the CEO of the financial services organization years later.

With today’s interconnected global space, if you are looking to get a new work gig or a new opportunity as a sales person, use the same approach with a warm introduction or cold call. The difference is that compared to sending a typed letter or email consider sending the following:

• An actual handwritten letter (preferably on very high quality paper written with a fountain pen) not printing but neat cursive writing – or
• Prepare a sincere video (short 1-2 minutes) with the same questions: What is the biggest problem your are facing within the company?
• Offer your time for free for 30 days – I know you are thinking this is absolutely crazy! However, it’s a bit of a risk on both sides as time is money, but opportunities can occur even if you don’t get hired or get potential future business (sales related professionals).

I have tested these simple technique with documented results of substantial opportunities. It works, try it!

Will you be accountable to yourself this year? Feel free to email me atwayne@chiefgoalsofficer.com with your questions on how I can help you for free for 30 days.