In the final segment of our 5-part interview with Keith Ferrazzi, the author of Never Eat Alone, Wamda contributor Nafez Dakkak asks, how can you offer services for free and then transition to cultivating a business relationship?
Ferrazzi tells anecdotes about the right and wrong ways to cultivate a business contact; offering a trial service for free is appropriate, while holding expectation of a specific exchange makes it difficult for connections to be spontaneous. "There are times when I've had to be generous for a year and a half until I starting seeing reciprocity... because [people] are busy."
For more, see Nafez's popular original piece, Make Friends, Not Contacts: 5 Tips for Networking and our other segments from his interview with Ferrazzi:
Part 1: Build relationships before you do business
Part 2: Why contacts are more important than wealth
Part 3: Why cultivating vulnerability helps business
Part 4: How to add value to your business contacts