Years ago I moved from Perth to Sydney to set up the Sydney branch of the company I ran. I knew no one in the market so on the first couple of days I spent flicking through some annual reports to work out who I would approach.
One of the key executives at a major investment company was a guy named Bill Brooks (name changed to protect the innocent and not so innocent). I knew Bill from years before so I rang him and confidently suggested that I come to his office for a coffee at 10.30 the next morning.
The next morning I was sitting in a plush reception and Bill came out to greet me – the only issue was that the Bill I knew was about 5ft 6in tall; this Bill was about 6ft 5in. We had a great conversation and later he became a significant client.
The great lesson for me was that if you approach someone with confidence, they are more likely to meet with you. In this case I had no doubt Bill would meet with me when I called because of our previous interaction.
In truth, I never did tell him of the mistaken identity and I still wonder to this day if questions why this Perth bloke was so friendly and confident.