Gain VIP Access in Minutes!

Posted on July 28th, 2009 by Keith Ferrazzi

It doesn’t usually take slipping someone a Ben Franklin to get behind the proverbial velvet rope. Focus instead on a keen eye and healthy dose of confidence.

In Never Eat Alone, I talk about managing gatekeepers by treating them well and respecting their power. But occasionally the “art” in managing the gatekeeper is less about relationship building and more about a glib tongue, a sharp suit, and a forward stare.

To show you it works, here’s a field report, filmed at the Society of Human Resource Management (SHRM) Convention in Orlando, on how I met Jack Welch.

Now, some tactical pointers – along with a qualification: Honesty IS the best policy – so choose your audacious moments with care and discretion.

1. Dress the part: Adapt for your particular venue, but in most business settings, a sharp, custom-fitted suit with a pressed shirt and tie is the best choice. A nice watch and polished shoes complete the look. And if you can’t afford a top brand, just get an imitation – who’s knows the difference?

2. Act the part: What role are you playing? If you’re at a conference, dress well and hold yourself like a speaker. Observe the VIPs (or those who have the same access as VIPs) in your environment and emulate them.

3. Plan your approach: Literally plan out the path you’re going to take to bypass the gatekeepers. You don’t want to be wandering around, attracting attention – people will ask if they can help you. Not good. You’re in control, and exactly where you’re supposed to be (right?), so make sure you walk with intent and direction.

4. Look forward and keep moving: Make as little eye contact as possible with people along the way and always keep moving forward. Eye contact is an invitation to ask you questions about what you’re doing and why you’re there. If someone does ask you a question, just point to your watch and keep walking.

5. Don’t be an ass: Be respectful and don’t get in the way of people trying to do their business. Also, be prepared to do yours. What that means – prepping the perfect elevator pitch, for example – depends on you.

…And if you’re stopped?

1. Retreat! – temporarily. Say “nevermind” and then try to find another entrance and a fresh gatekeeper.

2. Make intense eye contact (don’t break eye contact once made, don’t blink, and have a look of anticipation on your face) and insist you have something very important to deliver.

3. Abort mission – be prepared to recognize and humbly accept game over.

Good luck! I want to hear some success stories in the comments…

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22 Responses so far | Have Your Say!

  1. Pablo Suárez says:
    July 29, 2009 at 3:09 am
    Reply

    Hello Keith! Very interesting, really! I succeded in booking a spanish choir to sing in Sweden while I was there studying. The music concert I was attending in Sweden had just finished. It was a joint concert with a Russian orchestra and a Swedish choir. I new an excellent spanish choir that was desiring to sing abroad, so when the show finished (it was my only oportunity) I walked directly to the director of the swedish choir, passing with a selfconfident smile by the gatekeepers around, and told him: hello, my name is Pablo, I know one of the best choirs in Spain and think that you might be interested in bringing then to Sweden to sing with you. I don't know why but I was very sure of myself at that moment. The rest is history: i booked a meeting with him later, gave him a record of the spanish guys and he brought them to Sweden, all expenses paid, for 1 week! It was the only way I found to bring my then-girlfriend (who sang in the choir) to visit me in Sweden for free!
    I never knew how I did it, but now, with your tips I undersand! Thanks a lot! :-)

  2. olanrewaju says:
    July 29, 2009 at 3:34 am
    Reply

    Dear,ferrazi
    This is so splendid for business growth and contacts
    yours
    olanreweaju

  3. Gina Setser says:
    July 29, 2009 at 3:35 am
    Reply

    Hi Keith,
    Helpful post. Though, I have to say, men have it easier on the clothes front and, well, on the bathroom front as well. ;-)

  4. Great post Keith. I kind see the field report video anywhere though?
    Btw, Never Eat Alone has totally transformed my life!
    Tobias

  5. Great advice Keith! I've been amazed how trul accessible people really are. I just finished reading a great book and thought I'd e-mail the author to tell him how I enjoyed it. He responded and now we're doing business together.

    Never would have reached out had I not read "Never Eat Alone". Thanks for getting me in to action.
    Darren

  6. I must disagree with Gina, I believe women have some, let's say "physical" advantages in order to succeed in this kind of operations. ;)

    Women have the remarkable gift to just smile (maybe wink?) and walk on trough, easy as that. Especially with male gatekeepers.

    Greets,
    Stef

  7. Keith,

    My 8 yr old son Caleb is the ultimate icebreaker and uses good old fashioned courtesy, a big smile, and baby blues to break thru and connect.

    During the summer I bring him to as many meetings as possible, corporate office visits, and road trips. One of the coolest experiences was back stage with ZZ Top in Atlanta two weeks ago.

    Imagine a young kid showing Billy Gibbons his i-phone "Guitar Tool-Kit" app....turns out Billy is a big Apple products guy and has asked me to help with an audio/video project.

    As always, we highly esteem your wisdom!!!

  8. Great post. Never really thought about the restroom trick. Brilliant!

  9. Keith-Thanks for the tips. Did I mention I agree 100 percent with your tips on how to "Gain VIP Access in Minutes!" I have used it many times. The trick sometimes is never to look at the gatekeepers (because you may betray your doubts or hidden insecurities). It may look as if you are seeking their approval.

    I have once worked up to George W. Bush like that in St. Paul, MN while he was still the Commander-in-Chief. Before the Secret Service knew it, i was already shaking his hands and chatting with him. I supposed the environment counts too as people in that vicinity were already vetted.

    Most importantly, the way one presents self in terms of how one dresses/grooms also helps. Like they say, "the eyes eats before the mouth"...same goes for gatekeepers: their eyes eat before their mouth.

    Keith, it is hard to believe I actually met you in Minneapolis. I'm still waiting for someone to wake me up, and told me it was all a dream...I'm glad it actually happened. Thank you for your inspiration.

  10. Nick $:-)-}- says:
    July 29, 2009 at 8:11 am
    Reply

    Keith-
    This tactic worked for a good friend of mine a couple weeks ago. A group of us were going to a concert. Another friend wanted to go and didn't have ticket. He still came and using the no eye contact confidence approach just walked right in. As he passed the gate keepers they looked at him at and said hey twice and he kept on walking. No problems.
    Bathroom suprise attack, I dig it. That one will definately stay in the repertoire.
    Nick $:-)-}-<

  11. Keith,

    These are great tips and ones that I have used sucessfully many times before in meeting CEOs and Politicians.

    Another aproach that I really like, actually worked with meeting you. At conferences where there is going to be a speaker that you really want to meet, draft a short, concise note as to who you are and why you want to meet and leave it at the front desk before the speaker arrives (assuming they are staying for an overnight). Be sure to include how to get in touch with you. The front desk agent will deliver your note to the speaker along with their room keys. This note WILL be read, because as far as the speaker knows, it could be last minute instructions relative to the speaking engagement itself.

    If you've made a compelling reason for meeting you can more often then not secure some face time with your target. Or, in your case Keith, we got to spend a good 30 minutes before walking the exhibit floor and some time afterward.

    Thanks so much for always providing such great advice!

    Jeff

  12. Keith-
    When I was in college (Art Center College of Design) my thesis project was about Chilean history from 1973-1992. The work consisted of several art pieces constructed out of boxes with images placed inside of them. The inspiration came from interviews, photographs and music from Sting. At the time was vocal about Chile's political climate and history. I found his music inspiring and it affected my work. When I told my professor where the inspiration came from and that I desired to someday work with him, he challenged me to contact him. If I failed to do so I would fail his class. He knew grades and my full scholarship were key touch points and a motivator. I took the challenge. Two weeks later Sting was playing in LA for his 40th birthday at the Hollywood Bowl. I went to the bowl early in the day, several hours before the concert started with one of the art pieces I designed in hand to give to Sting for his 40th Birthday. Bare in mind, it was the shape of a wooden box similar to a case of dynamite with a handle. I made it to through three levels of security with no questions asked all the way to his dressing room door. As I was about to knock on his door, Miles Copeland who was next door, asked me if he could help me. Sting was not there. I sat down with Mr. Copeland and shared with him my work, how much I admired Sting and wanted him to have the box as a gift. At first he was concerned that the box might contain something dangerous but once he saw what was inside he sat down with me for a conversation I will always remember. He assured me that he would give it to Sting after the concert. He placed it next to a wheel chair with a card from Bruce Springsteen. Four months later I received a beautiful note from Sting that hangs on my wall as a reminder that nothing can stop us from reaching a goal or a person of influence. It is entirely up to us. Keith, Thank you for your inspiration, I'm looking forward to reading your new book

  13. Cynthia Chadwick-Granger says:
    July 29, 2009 at 9:38 am
    Reply

    Thanks that's exactly what I would of done, I'm not scared...
    Thanks for sharing I'm going to get the book, too. That is how I got my picture with Robin Williams at the movie site in North Berwick years ago after I was told it would never happen. You just got work the body guards and then watch and wait then jump in what are you going to lose !
    Thanks, Cynthia

  14. Damon Garrett says:
    July 29, 2009 at 11:18 am
    Reply

    Couldn't agree with you more and thanks for addressing the subject. I'll share an example of your recommendations. Sheri and I were attending the BAMMIES, now known as the California Music Awards, some time ago as guests of our friend Roddy Bottom (Faith No More, Imperial Teen) sitting with Chris Isaac, Lars Ulrich and others, but as we walked around the backstage area, noticed we were being followed by MTV's camera crew. At which time we were stopped and asked, "mind if we interview you?" Uh sure I said..................shortly after I found myself on stage with Tracy Chapman during a TV commercial break getting up there by suggesting to Sheri, just act like we are supposed to be here! Other attempts resulted in the meeting of Carlos Santana, E40 and members of Cake.

    Thanks Keith,

    A High Tide Raises All Ships!

  15. Awesome description on how to it! Reminds me of the advice given by Arthur Ashe: "Regardless of how you feel inside, always try to look like a winner. Even if you are behind, a sustained look of control and confidence can give you a mental edge that results in victory."

  16. Adam Siemiginowski says:
    July 29, 2009 at 5:52 pm
    Reply

    There is no confidence like the confidence in serendipity.

    Forcing yourself prematurely to the stage may get you the VP facetime, but gravely sacrifices your image amongst your peers. I hear the worst comments about the kissass who dresses his best for that day he can odd corner the CEO... it shows he doesn't want to play the real game with his immediate crowd. The CEO took 30 years to get to his position with a smart, dedicated cohort of peers - as you preach in your latest book Keith. I feel you've lost sight of that with this post.

    Honest progression and 100% salient character is the healthy route.

  17. Amazing! I've been doing this for years and it works 9 out of 10 times! I had no idea it was actually a strategy but I did know exactly what I was doing and how I was getting in.

  18. I am from Finland so my English is not amazing, but I still try to read your articles and enjoy them ! :D

  19. Wow! what an notion !?! What a concept !! Lovely .. Awesome …

  20. That’s Too great, when it comes in india wish it may make a Rocking place for youngster.. hope that come accurate.

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