Roger Sterling on Networking

“Mad Men” has become a part of our American Sunday night TV culture.  With it came the Roger Sterling character (played to the hilt by John Slattery), the jaded  agency veteran living through the 1960s with his wit intact.  Roger always has the right line at the right time, so it came as no surprise when watching the latest episode, Roger launched into a list of guidelines on how to get close to the prospect and ultimately close the deal.

OK, so I saw an opening on how to connect pop culture with networking.  It actually works.

In counseling a coworker on how to use a dinner to win over a client, Roger came up with this list, or process. He prefaced it with “some people tell you to lie.  I find it harder to make mistakes when you tell the truth.” And if you do this right, your prospect will tell you everything.

1. Use flattery within reason.
2. Let him talk and you listen.
3. Sometime during the entree (the middle of the conversation), he will throw out the most important fact.
4. Wait, listen and “pounce on it” during dessert.

Flattery, at one time or another, will get you everywhere.  But by using it carefully and honestly, you will win over your prospect and begin gaining trust.

Being quiet and listening to your prospect is essential.  They will spill more than you can ask, anyway, so carefully listen.

The “morsel” will come up most likely in the middle of the session (evening, dinner, afternoon, coffee).  Just be sure you are listening carefully and not listening past this fact.

“Pouncing” during dessert is a way of saying to wait until the time is right.  You’ve been patient and listened.  Now that you know more about your prospect, come on ever so tactfully with the pitch or question.

Roger went on to summarize:

1. Get the answers you want.
2. Be nice to the waiter.
3. Don’t let him near the check.
4. Find out as much as you can beforehand.

These four support the earlier stuff and are really the keys.  Focusing and listening will help you get to the conclusion you want faster.

Being nice to the waiter shows you are polite to everybody and have a heart.

Picking up the check is a sign of courtesy as well, particularly if you asked for the appointment.  Even if you didn’t, the client never pays.

Doing your homework makes the evening go smoother.  Knowing your prospect thoroughly can help you make connections sooner.

While it is fiction, “Mad Men” is rooted in the former reality of the 1960s, a time of transition.  The process of gaining trust rarely, if ever, varies and this helps show it passes the test of time.

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