How to Get What You Want on the Phone from Big Shots

I know a secret about a big cat who owns an international hotel

chain with properties in six countries. He hires and fires thousands, awards or pulls immense contracts, borrows from major

financial institutions, and makes lavish contributions to charities.

Mr. Big Cat (we'll call him "Ed") has a respected and immediately

recognizable name in his industry. And here's the secret: Mrs. Big

Cat is the real brains behind the operation.

I became friends with Mrs. Big Cat (we'll call her "Sylvia")

when I did some consulting for her husband's organization. Sylvia

invited me to tea one afternoon. She sweetly apologized that this

was "maid's day off" so we'd have to fend for ourselves. As we happily perched ourselves on the patio and were about to dive into

our tea and crumpets, the phone rang. She excused herself to

answer it.

I heard Mrs. Big Cat say, "No, I'm sorry, he's not in. Shall I

tell him who called? . . . No, I don't know when he is planning on

returning, but if you give me your name and . . . No, I said I don't

know what time he'll be back . . . Yes, I'll tell him you called."

As Sylvia returned to the patio, I could she was annoyed by

the call. Always on the lookout for a good phone story, I ventured

a questioning look.

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How to Get What You

Want on the Phone

from Big Shots

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Picking up on my curiosity, she said, "That fool thinks he's

going to get a contribution from Ed. Ha!" she laughed wryly. Her

candor emboldened me to ask her more. It turns out the caller, a

Mr. Creighton, was a fund-raiser for a major charity Ed was considering contributing to. My hostess said Creighton had called

twice in the past two weeks when Ed was out. "And not once did

he greet me, ask how I was, or apologize for the disturbance." This

did not please Mrs. Big Cat.

Was it a major irritation for Mrs. Big Cat? No, only minor.

But did it mean a major loss for the little cat who called? It sure

did. In Ed and Sylvia Big Cat's household, subtleties count. At the

dinner table, Mrs. Big Cat could say to her husband, "A very nice

man named Creighton called for you today, dear." Or she might

say, "A rather irritating chap named Creighton called for you

today." One comment or the other could mean millions won or

lost by Creighton's charity. And all because little cat Creighton

mildly ruffled Mrs. Big Cat's whiskers.

Home advice: Salute the Spouse. Office advice: Salute the

Secretary.

A surprising number of Big Cat spouses—and secretaries—

have deep claws into important business decisions. When it comes

How to Get What You Want on the Phone from Big Shots 243

Technique #64

Salute the Spouse

Whenever you are calling someone's home, always identify

and greet the person who answers. Whenever you call

someone's office more than once or twice, make friends

with the secretary. Anybody who is close enough to answer

the phone is close enough to sway the VIP's opinion of you.

07 (229-264B) part seven 8/14/03 9:19 AM Page 243

hiring time, firing time, promoting time, or buying time, many

spouses have a say. When it comes to whose calls get through,

whose proposals get put on the top of the boss's desk, who gets

luncheon appointments made, secretaries' opinions count!

Only foolish callers don't realize all spouses and secretaries

have names. All spouses and secretaries have lives. All spouses and

secretaries have feelings. All spouses and secretaries have influence.

Deal accordingly