I’m calling for my friend Jeff Arnold, the founder of WebMD, who has a new, very powerful way to distribute digital content. With some of the new pro… - Keith Ferrazzi

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I’m calling for my friend Jeff Arnold, the founder of WebMD, who has a new, very powerful way to distribute digital content. With some of the new products you’ll be launching this quarter, it could make for the perfect partnership. I’ll be in New York next week. Let’s get together. Or, if getting together this trip isn’t convenient, I’ll make room in my schedule for whenever it’s more convenient for you.” In fifteen seconds, I used my four rules for what I call warm calling: (1) Convey credibility by mentioning a familiar person or institution — in this case, John, Jeff, and WebMD. (2) State your value proposition: Jeff’s new product would help Serge sell his new products. (3) Impart urgency and convenience by being prepared to do whatever it takes whenever it takes to meet the other person on his or her own terms. (4) Be prepared to offer a compromise that secures a definite follow-up at a minimum.