offerbook 9

The Big Idea

What makes successful people different from everyone else? Successful people know how to use the power of relationships.
Author and master networker Keith Ferrazzi shares with you proven principles on how to reach out to others and build genuine relationships based on the spirit of generosity. Learn how to look for mentors, avoid invisibility, handle rejection and other tips and techniques that can propel you towards success both in your life and your career.

Section One - The Mind-Set

1 - Becoming a Member of the Club

The best way to build and maintain meaningful relationships is to give more than you get. When you connect with people, make sure that you share your knowledge, resources, time, energy, friends, and associates. Always provide value to others and you will increase your own.

2 - Don’t Keep Score

The secret to success is generosity. You must, however, be willing to accept generosity and sometimes, go out and ask for it. Remember that connecting is a continuous process of giving and receiving.

3 - What’s Your Mission?

Goal-setting is as important as it is touted to be. You must be able to know what your goals are and be able to establish relationships with people who can help you attain them.

4 - Build It Before You Need It

One of the worst mistakes you can make in networking is reaching out to others only when you are in need. You must, instead, reach out to others long before you need anything at all.

5 - The Genius of Audacity

You must have audacity in networking. Some people might not be interested in building a relationship with you, but you should never get discouraged. To create a circle of trusted relationships, you must be out there taking risks. You might fear
rejection but this shouldn't stop you from introducing yourself or asking for help.

6 - The Networking Jerk

No one wants to deal with a networking jerk. The scary thing is, you might be one and not know it. Here are a few rules to ensure that you never become a networking jerk:

1. Don't schmooze.
2. Don't rely on the currency of gossip.
3. Don't come to the party empty-handed.
4. Don't treat those under you poorly.
5. Be transparent.
6. Don't be too efficient. It is not about sheer number. It is about making real
connections.

Section Two - The Skill Set

7 - Do Your Homework

Don't leave everything to chance. Plan whom you are going to meet, how you are going to meet them and what they will think of you in advance. If you are going to meet new people for the first time, do some research on their businesses, hobbies
and goals.

8 - Take Names

Now that you have set your goals, it is time to identify the people who can help you reach them. Start by listing down names of people who are already part of your existing network. These people may include relatives, friends of relatives, your
spouse's relatives and contacts, current colleagues, current and former clients, neighbors, old school buddies, former co-workers, etc. Gather the names into a database.

9 - Warming the Cold Call

Does the idea of calling a stranger make you nervous? Remember that managing a cold call is all about attitude. Don't allow your fears to take over you. Take the plunge and go right in. You must also believe in your ability to get what you want from that call.

10 - Managing the Gatekeeper – Artfully

Make sure that the gatekeeper is your ally. Do not ever get on his or her bad side. Remember that they have the ability to influence their boss and their boss' decisions. Respect them and treat them with dignity. Always acknowledge their help and thank them. Show them compassion, respect and humor.

11 - Never Eat Alone

Remember that the more connections you establish, the more opportunities you are given to make even more connections. So start today. Invite a colleague out for lunch or dinner. Include other people and watch your web of contacts grow.

12 - Share Your Passions

When meeting people, you also have to take into consideration how and where you got to know them. Remember that strong relationships are built on quality and not quantity. How you spent your time with a client is more important than how much time you spent together.

13 - Follow Up or Fail

Whenever you meet someone new, always take it upon yourself to follow up. If you want to establish a relationship, you must make sure that you are remembered. Believe it or not, follow up is the key to success in any field.

14 - Be a Conference Commando

When attending conferences, be a conference commando. Remember that conferences are a great way to meet like-minded people who can help you achieve your goals. It is important that you use conferences to your advantage.

15 - Connecting with Connectors

Your personal contacts are the key to opening doors. In fact, the most important people in your network could very well be your acquaintances. Remember that acquaintances, unlike your family and friends, live in a different world than you do.
Therefore, they know a lot of information that you don't know. This information can be very useful to you.

16 - Expanding Your Circle

Here are two rules to remember:

1. You and the person you are sharing contacts with must be equal partners that give as much as they get.
2.You must be able to trust your partners.

17 - The Art of Small Talk

In truth, very few people are born with just the right amount of charm and wit. If you don't possess the gift of gab, do not worry. Conversation is an acquired skill that you can easily learn with determination and proper information.

So how do you excel at small talk? First, you have to be yourself. Always be up front and honest with other people. By being honest, open and vulnerable, you allow other people into your life.