Fortune #17

At about twelve, Steve Jobs wanted to build a frequency counter but lacked parts. He found Bill Hewlett, the cofounder of Hewlett-Packard, in the telephone directory and called to ask for components. Jobs had no introduction or status, and no assurance that an executive would listen. He did have a clear explanation of what he was making and what he needed.

In Jobs's account, Hewlett spoke with him, supplied the parts, and offered him a summer job on the frequency-counter assembly line. A child gained entry into a technology company by asking directly. The result exceeded the request, but the only things Jobs controlled were preparing the question and accepting the risk of hearing no.

Calling a famous person will not usually produce this result, and the story is not permission to disregard another person's time. The useful lesson is that a respectful, specific question gives someone a way to help. Had Jobs merely assumed Hewlett would refuse, the opportunity would have been closed by the person who had never been asked.

Reduce the question you fear to one sentence. Give brief context, state the real request, and make refusal easy. You cannot control the answer, but you can control the clarity and respect of the invitation. Some doors remain closed because we lack preparation; others remain closed because we are still standing outside guessing.