Looking for a top down approach to prospecting? Want some sweet referral sources that guarantee you an audience? Want to flaunt a golden rolodex in your next interview?
Well, here's my secret sauce to getting "in" with those who are often beyond reach, as these types were my entire target demographic in my former career. While the barrier to entry is often being ridiculously rich, it doesn't have to be.
1 - Find some events that they all frequent
This is often polo, fashion galas, charity balls, and exclusive golf/country clubs. I know that horse events attract a whole lot of them, and tbh, its easier to get in that way because no one would show up unless they have a lot of money.
2 - Make friends with a vendor, venue employee, or someone in a "service role" connected to these events
If you want to ease into it without going straight to your targets, start with someone essential to servicing these types but not actually one themselves. This will come in very handy for VIP access when you don't have an invite. You need to be in the VIP section of everything.
3 - Figure out who is trying to buy their way into the "cool club", and charm the shit out of them
The recent divorcee, the new money, the ugly awkward fat kid no one likes but has blank checks from mommy and daddy. They always have extra tickets and they always buy their friends. You don't have to be an asshole and just use them - be there for them. You're not asking them for money. But make sure they bring you along to the exclusive insider only gigs and network like hell once you're in. Give nods and respect to the folks from group 2.
4 - Be different.
I know this seems cliché, but you have to give these people a reason to want you around. You technically don't belong (and they know this), so you have to be interesting. Could be your sense of humor, could be that you're really fucking hot. Personally, I broke the "dress code" rules. I went full weirdo with tats and extravagant outfits. They NEVER leave their "bubble", so I was a "safe" way to fraternize with the "others". It guaranteed me invites to every single private party because everyone wanted to see what I would wear next.
****Disclaimer - being different requires being EXTRA professional and EXTRA composed. You need to reinforce the "safe" part of associating with you
Unless you're giving them drugs and/or the life of the party. That has value too, but it was never my path.
5 - Treat them like you would any other regular human
I cannot stress this enough. They will all be used to people kissing their ass 24/7. Don't do this. Project confidence like you belong, and have normal conversations. I don't give a fuck if it's the Queen of France. If they're being a prick, tell them (politely). It may piss them off for a moment, but I promise that everyone else in the room will be your #1 fan because you had the balls to do it.
Other items worthy of note:
You don't need designer clothes, but don't look cheap. Dress up something with expensive accessories (shoes, blazer).
Ask them to teach you about whatever event it is. They all think they're experts, and will happily introduce you to everyone important to prove it.
When at a loss for something to say, ask about some item of clothing they're wearing. Male or female. Again, people love to talk about themselves.
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Again, this has been my experience and it worked for me. I know there are a ton of opportunities this weekend, so happy hunting!
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