Imagine picking up your country’s leader from the airport.
For one ride you’re his driver.
What would you do?
What would you say?
What would you ask?
Knowing that he just returned from a world trip.
Knowing that he’s jet-lagged.
Knowing that he’s tired.
Just you and your country’s leader.
Do you chit-chat?
Do you ask serious questions?
Do you play some music?
Do you remain silent?
Aside from spending time with your country’s leader, you don’t get anything out of it.
No money.
No gifts.
No benefits.
Just an opportunity to spend some time with your country’s leader.
What would you do?
I use this as a thought experiment.
Driving our country’s leader is unlikely.
Opportunities on the other hand?
They come and go. Every. Single. Day.
If I were the driver?
I would ignore my needs.
Focus on the leader’s needs.
It’s not easy.
But it is a skill that can be trained.
Does it seem like he wants to talk?
Does it seem like he wants to listen to music?
Does it seem like he wants to sleep?
I’ll have to send out some feelers.
Test the water.
Verify assumptions.
Then deliver.
What I am after?
Providing the most value I can.
Building for the long-term.
I can satisfy my needs.
Go for the short-term exchange.
But what comes after?
If I talk the entire ride while the other wants to sleep?
When I think I’m asking intelligent questions but all I’m doing is bothering the other person?
I likely won’t get this opportunity again.
What if I’m silent when I should be?
Talk when the other wants to talk?
Inquire when needed and back off when called for?
I might be his (or her) driver again.
I might get recommended to be someone else’s driver.
I might get a totally different opportunity.
Or no opportunities follow.
This time.
One thing I do know.
When you make it about the other and deliver, you’ll be remembered.
When you make it about yourself and annoy the other, you’ll be remembered.
The question becomes: how do you want to be remembered?