Little Black Book of Connections
6.5 Assets for Networking Your Way to Rich Relationships
Author: Jeffrey Gitomer
204 pages
Summary:
This is a simple little book on the benefits of networking. Short 1-2 page chapters. The entire book can be read in about an hour. The essence of the message is that you have to give value first to develop strong networking relationships. In my opinion this book is pretty much a “master of the obvious” kind of book. However, it contains some very good reminders of things you already know.
Book Notes:
- All things being equal, people want to do business with their friends. All things being not quite so equal, people STILL want to do business with their friends.
- Connecting is all about your friendliness, your ability to engage, and your willingness to give value first. When you combine those three attributes you will have uncovered the secret of powerful connections that lead to rich relationships.
- Rule of “the more the more”: The more people are attracted to you, the more solid connections you’ll make
- There is power in who you know. Not just connection power. Growth power. Success power. Even fulfillment power.
- No connection is made without some form of risk.
- Take a genuine interest in other people before you ask them to take a genuine interest in you.
- Rule one of “the more the more”: the more you do for them, the more they will do for you.
- If you don’t know what you want, you’ll probably never get it.
- Once you know what you want, the easiest way to get it is to become a value provider. The easiest and surest way to “get” is to “give”.
- Before you can get what you want, you have to know what you want, and make a game plan to get it.
- The only difference between where you are right now and where you’ll be next year at this same time, are the people you meet and the books you read. Charlie Jones
- Courage is a self-inflicted quality that gains momentum every time you try it.
- Simple self-disciplines repeated over time will lead to success.
- People don’t care what you do, unless what you do helps them. Know what problems you can solve, not a bunch of boring stuff about what you do.
- Two things that make the most impact on cultivating, building and enhancing relationships are giving small personal things or doing small personal favors.
- Do what you say you’re going to do—what you say to others, and what you say to yourself. Offer value. Cultivate relationships. Do it even when you don’t need anything in return.
- The question you have to ask yourself is: How can I make people better as a result of connecting with me?
- Success challenge: Make a short list of people (possible mentors) you believe can impact your career. Find a way to get to know them. Find a way to get their success to have an impact on your success.
- The worst way to get a referral is to ask for one right after you make a sale, but before you have performed. A good way to get a referral is to ask for one after you have delivered value to a customer. A better way to get a referral is to earn one. The BEST way to get a referral is to GIVE one.
- If you give to others without measuring, you get repaid without ever asking for it.
- Key to your success: Become known as a person of ACTION. A person who is known for getting things done.
- If you make yourself valuable, and memorable, others will want to make you part of their network.
