Week 3 Recap
You refreshed the Networking Event [Getting Found, 30 mins] simulation, got your first exposure to the “Next Steps” Meeting [Getting Found, 20 mins] that you earned by successfully using your Door-Opener at the networking event, and practiced both.
If you haven't completed these, spend an hour over the weekend getting caught up.
Week 4 Plan
Refresh These Skills:
- “Next Steps” Meeting [Getting Chosen, 20 mins] for the 2nd time
- Door Opener: Associating Yourself with Issues That Drive Demand [Getting Found, 13 mins] for the 3rd time
- Uncover a Business Issue that Will Open Doors for You [Getting Found, 13 mins] for the 3rd time
Repeating these three times probably seems excessive. However, these lessons are the fundamental building blocks of everything you'll learn and do. It's important that you really get them down pat.
- Door-Opener Impact [Getting Chosen, 20 mins]: This is the first of three components of The Decision Process. Getting a decision is the most important goal you can have, otherwise you’ll wear yourself out “following up” pointlessly. Your Door-Opener problem is industry-specific, i.e., it reliably describes a particular problem commonly faced by a particular type or subset of companies within an industry. To get business, though, you must learn the degree to which this problem affects the specific company and stakeholders with whom you're speaking.
Practice These Skills in just five minutes each using the Practice Mode for each simulation:
Validate This Skill in about 10 minutes using the Ready Mode for the simulation:
- Networking Event [Getting Found]: The Ready Mode version of each simulation is intended to show you how well you’ve grasped and internalized the concept and process portrayed. That’s why we asked you not to visit Ready Mode until now. We’ve intentionally put some time between the lesson and the validation. You want to assess how well you’re actually prepared to use the skill in the real world, not how well you can remember preparing for it shortly beforehand.
Ready Mode is similar to Practice Mode in that we've stripped out the video learning and coaching, leaving only the decision choices. Unlike Practice Mode, which allows you to try again whenever your choice wasn’t the optimal one, incorrect choices in Ready Mode result in you having to start over, like a game. The time limit within which you must make each choice is intentionally set low enough not to allow you time to think about your answer; you have to really know it. The goal is to be able to get all the decision choices correct within the time limit, demonstrating your complete grasp of the process. In the real world, you’ll rarely have time to decide what to say or do next if you want to keep your interactions smooth and natural.