September 6, 2006

Jack Covert Selects: Jack Covert Selects: The Little Black Book of Connections

By: Jack @ 5:20 PM – Filed under: Management & Workplace Culture

Jeffrey Gitomer's Little Black Book of Connections: 6.5 Assets for Networking Your Way to Rich Relationships
by Jeffrey Gitomer, Bard Press, 195 Pages, $19.95 Hardcover, September 2006, ISBN 1885167660
There are people you meet throughout your life that you know are crazysome are just plain crazy and some are crazy like a fox. Jeffrey Gitomer is the latter. If you look at the cover of his paperback book, The Sales Bible, I am quoted calling the book "category-defining" (brilliant quote, if I do say so myself). Some people would say this also is an indication of his lunacy.
Jeffrey Gitomer is a machine when it comes to generating new thoughts about selling. He writes a column that appears in business journals around the country. He has an e-zine that boasts a subscription base of over 120,000. He averages over 120 seminars per yearfor the past ten years. During this time he has also been writing books, books that are entertaining, flip and graphically fun. The first was The Little Red Book of Selling, followed by The Little Red Book of Sales Answerssome of the best designed books I've seen published. (All you NYC publishing types need to look at these books as a benchmark.)
I consider myself pretty good at connecting, having created this business by making and keeping connections. This book will help you do the same. The action plans that Jeffrey offers are brilliant. For example:
Universal Truth of Connecting: Before you can get what you want, you have to know what you want, and make a game plan to get it. Action Plan: "First create a "what I want" document. A page or two about what you really want in life--success, fulfillment, and achievement. Then make a list of the people you know who might potentially help you. Finally, make a list of people you want to meet that will help you get what you want and who you already know that might help you get to the."
Practical and functional, right? Let me paraphrase my favorite story form the book. In 1982, Gitomer was in the Dallas airport after a imprinted sportswear show. He saw a guy he had briefly met during the show having difficulty with an ATM machine. The guys card had been eaten and he was desperate. Gitomer loaned him $100 to get home. This guy, it turns out, was the president of his company, and two months later, he called and asked if Gitomer would print a garment for the 1984 Olympics.
This "good deed" amounted to $750,000 worth of business. Karma, baby, is real. Often times, connecting or networking is considered in the same category as car sales. But Gitomer makes a distinction, saying he lives by a philosophy of helping other people.
If you want a quick, refreshing, clever overview of one of the most important parts of business today, you can't go wrong with this book.