By Alan Weiss, Contributing Editor
Whether I'm talking to people in this profession about building relationships, providing value, or networking, I'm always asked, "Yes, but HOW?" You may think that's a fair question, but I'm not so sure.
It's too easy to mindlessly demand, "Okay, I agree, just tell me HOW!" I believe everyone needs to think about this with some diligence and discipline. You have to arrive at the "how" yourself. After all, my "how" may be impossible or imbecilic or implausible to you.
But here's a hint: Ask yourself what would impress YOU. That is, start thinking from the outside, in, not the inside, out.
We tend to think about what we can do for the other person or, worse, what we can do to the other person. Instead, we need to start thinking as if we're the other person.
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