Little Black Book of Connections Book Exploration by Laurie Hawkins

1. LITTLE BLACK BOOK OF
CONNECTIONS
by Jeffrey Gitomer
by Laurie Hawkins
BOOK EXPLORATION

2. Be friendly first and everything else falls into place.
Project your self-image in a way that breeds confidence in others.
Your ability to look someone in the eye as you speak to them is a tell-tale sign of your own self-
respect.
Your consistent positive attitude will breed positive responses and positive results.
No connection is made without some form of risk.
Ninety percent of success is showing up prepared.
The less you focus on your motive to meet, the more likely it is that your connection will be
successful.
Take a genuine interest in other people before you ask them to take a genuine interest in you.
The sooner you can find something in common with the other guy, the sooner all the barriers will
disappear.
The higher up the leader you go, the more cautious people will be of your advances.
Your projected image will often determine your ability to make a real connection.
People judge you by every action you take.
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17.5 STRATEGIES, GUIDELINES & RULES OF CONNECTING

3. 13. Provide value.
14. Convey your message with excellent communication skills
15. Staying in touch is more important and more valuable than making the initial
connection.
16. Since you don't know what day a powerful connection will be made, you must be ready
every day.
17. Your present reputation determines your future fate.
17.5. Be yourself.
The people you already know – friends, relatives, co-workers, customers, vendors, and so on –
are human assets you should use to expand your connections.
You cannot expect to connect with other people if you are not absolutely clear in your own
mind exactly why you want to do so.
6.5 PRIMARY NETWORKING ASSETS:
CONT..
⦁ ASSET 1 – WHO DO I KNOW?
⦁ ASSET 2 – WHAT DO I WANT?

4. ⦁ ASSET 3 – WHAT DO I DO?
→ Provide Value – Help a new contact build his or her business.
→ Be Honest – It’s always the best policy.
→ Set Goals – Establish a plan and work hard toward achieving it.
→ Function as a Valuable Resource – You will become the most popular person in town.
→ Become a Storyteller – People love them.
→ Find the Connection – What do you have in common with a networking target? * Become a
friend – People prefer to do business with their friends.
⦁ ASSET 4 – HOW DO I CONNECT?
Use different connecting tactics to fit in at various events or situations, or to work with people
in specific roles.
⦁ ASSET 5 – WHO KNOWS YOU?
9 positioning rules:
1. PUBLICITY. Go on the public relations offensive. Get mentioned in print.
2. BYLINED ARTICLES AND COLUMNS. Write an article or column about your area of expertise,
and then get it published where it counts.

5. 3. PUBLIC SPEAKING. When you are up there behind the podium, you are the authority.
4. INTERNET. Do you have your own Web page? E-zine? If not, why not? Get online.
5. TRADE AND PROFESSIONAL ASSOCIATIONS. These groups provide superior networking
opportunities. All you need to do is join and become active.
6. VIVE LA DIFFÉRENCE! The idea is to stand out from the crowd, not to blend in.
7. ADDED VALUE. In your articles and speeches, refer people to your Web page or e-zine.
8. CREATIVITY. Dress up your voice mail, letterhead, business card and fax cover sheet.
9. PUT OTHERS TO WORK. Expect and ask for testimonials from satisfied customers.
⦁ ASSET 6 – THE SECRET POWER OF CONNECTIONS.
Networking champions never prejudge people they do not know. You never know who
may become a valuable connection in your life. So how do you determine if someone you
have unexpectedly just met may become a worthwhile contact? The best way is to qualify
that person by asking intelligent questions.

6. ⦁ ASSET 6.5 – THE VALUE OF CONNECTIONS.
→ Credibility – Join the chamber of commerce or the Rotary. This will boost your
credibility and your company’s stature.
→ Leads – When you have a strong, active network, you can often eliminate cold calls.
Leads will come directly to you from your valuable contacts.
→ Prospects – Join business clubs, leads clubs, or trade or professional associations.
You will find prospects among the other members.
→ Sales – The more people you know, the more potential customers you have.
→ Decision Makers – Who is already doing business with a prospect you would like to
court? Use that contact as a steppingstone to get in front of the prospect.