The Little Black Book of Connections
by Jeffrey Gitomer

Want to learn how to turn contacts into connections?  And connections into relationships?  And relationships into business?  Jeffrey Gitomer’s series of Little (Color) Books are chock-a-block full of ideas, tips, examples and scripts for making the connections with the attitude that makes the sale.  This one, the Little Black Book of Connections, is a favorite of mine.  Here is one of the Universal Truths of Connecting”, according to Jeffrey Gitomer.  “The real rule of give and take is:  before you can take, you gotta give.”

So when you connect with people, what are you giving them?  Information first:  Valuable, helpful, business building, profit-making information.  And always a little piece of your self.

Here’s a timely, and more important than ever, example: Connect with your banker.  Take her to lunch (you pay).  Let her know what your business is, and what your plans are for it.  Ask how you can help her. Give her something:  A referral.  A small gift.  A funny cartoon.   Praise to her boss. And send her a financial statement about your business-monthly. Let her in on your needs.  She has thousands of business clients.  Stand out among them, help her, and she’ll begin to connect you with people you need to know.

Gitomer practices what he preaches.  He’s built a grand business doing that.  You can too.