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Dig Your Well Before You're Thirsty: The Only Networking Book You'll Ever Need (Paperback)
by Harvey Mackay
| Category:
Networking, Working relationship, Personal effectiveness, Social skills |
| Market price: ¥ 198.00
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Author: Harvey Mackay
Publisher: Currency
Pub. in:
ISBN: 0385485468
Pages: 336
Measurements: 8.2 x 5.5 x 0.8 inches
Origin of product: USA
Order code: BA00131
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Harvey Mackay is a nationally syndicated columnist whose weekly business advice appears in fifty newspapers around the United States. He is an active corporate CEO, a prominent civic leader, and marathoner. He and his wife of thirty-five years, Carol Ann, have three children and live in Minneapolis.
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From Publisher
Harvey Mackay, who taught millions of Americans how to "swim with the sharks without being eaten alive" now dives deep into the art of which he's grandmaster: networking. In today's shark-eat-shark economy, talent alone will not save you. Genius will not. Experience will not. Guts and hard work will not. If you need a job, money, advice, help, hope, or a means to make a sale, there's only one, surefire, fail-safe place to find them - your network. But only if you have one.
Dig Your Well Before You're Thirsty contains gold-chip advice, accumulated over a lifetime of business success, on how to build and maintain the network you need. Harvey guarantees you'll never be more than a phone call away from a person in the position to help you get what you want - whether it's the job opportunity of a lifetime or a lifetime partner, the sales prospect of your dreams, or the career advice you've only dreamed of. Harvey shows you how to create a network of trusted, valuable contacts that is worth its weight in platinum.
Harvey was born to write this book. Here he is at his practical, insightful, entertaining best. showing you step by step:
- How to get to know the people you need to know
- How to keep relationships up-to-date and alive
- How to ask for what you need when you need it
- How to sparkle in the information age and on the Internet
- How to unlock any door... anywhere... at any time
Learn from Harvey's own energizing examples and those he gleaned from world-class networkers like Muhammad Ali, Lou Holtz, Erma Bombeck, Larry King, and Pat O'Brien.
Harvey Mackay's success as a bestselling author, andas one of America's most sought-after business/motivational speakers, is the fruit of his networking genius. Toastmasters International has called him One of the top five speakers in the world. The New York Times recently named two of Harvey's books among the top fifteen inspirational self-help books of all time.
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Doin' What Comes Unnaturally
Fred was one of my schoolmates from fourth grade all through college.
He was a loner, a total introvert, painfully shy, with all the baggage that comes with it--the dead-fish handshake, the downcast eyes that never quite met yours, the halting, barely audible stabs at conversation.
Still, Fred was sincere, honest, hardworking, a thoroughly decent person.
I'm sure Fred went through high school without ever having a date. I can remember how, on graduation day, many of us trolled the halls to corral our classmates into signing our yearbooks. We competed with each other to see who could fill the most pages with reminiscences and tributes from their friends.
But not Fred. Once again, too timid, too shy. It would be a force job for Fred to go up to a classmate and request this easy favor.
Fast forward to college.
Somehow, Fred managed to get into a fraternity. Maybe it was because he never had a bad word to say about anyone. Maybe he was a "legacy." Maybe it was because Fred decided it was something he wanted badly enough to come out of his cocoon and really go for.
What was it that changed him? Only The Shadow knows.
Whatever it was, whatever it took, a new Fred began to emerge.
By our last year in college, he was unrecognizable from the Fred of our high school years.
He had become popular and gregarious. Fred's "lost years" in high school had not been entirely wasted. He seemed to know more about swing music and jazz than anyone else on campus, probably from listening to it alone in his room. He also developed a flair for dancing, a considerable social advantage.
After college, Fred and several of his fraternity brothers formed a partnership in the automotive business. They became very successful.
We all know people like Fred. Some of them never manage to shake off their early problems.
Others do.
For some people, networking is as natural and instinctive as breathing. We all know people who are self-confident, radiate optimism, make friends easily, and seem to glide through life on winged feet.
Not many of them will be readers of this book.
Why should they be? They do this stuff without even having to think about it. They network with their alarm clocks when they wake up in the morning.
This book--and particularly this chapter - is addressed to the rest of us, the Freds of the world, those not quite so sure of ourselves, perhaps a bit shy, even timid. We're not out there bowling over everyone we meet with our dazzling smiles or brilliant conversation. We're not even out there bowling.
For most people networking is a learned behavior, like learning to swim. It is a gradual--and often painful, even scary - process of trial and error, small incremental steps, and finally a few breakthroughs.
Fortunately, there are several tried and true techniques for overcoming this Fear of Trying.
1. Practice "let's pretend."
Why do we procrastinate? Why are we shy? We fear failure, and we define failure as falling short of perfection. Since perfection is impossible to achieve, we are conflicted and act tentatively, or don't act at all.
Plato said each thing or idea has a perfect form. While we can never achieve the ideal form, we should attempt to come as close as we can by observing and emulating the characteristics of the ideal.
Let's segue from the ancient Greeks to the modern angst-ridden networker. There is someone you want to meet. You have done your homework, you are aware of an affinity or a shared experience with this person, but you are afraid to make the first move.
Why not play a game with yourself? The name of the game is "Let's Pretend."
Ask yourself, "What would the ideal networker do in this situation?"
Pretend you are that person. And do it.
If you are able to do that, you can reinvent yourself.
By pretending you are what you are not, you actually can become what you have pretended to be.
2. Adopt a role model.
What's the difference between this suggestion and the Aristotle gambit?
Your ideal is real, not imagined.
You're not asking yourself what the perfect person would do, you've attached yourself to a successful networker and you're committed to studying his or her techniques.
In the best of all possible worlds, your role models also can become your mentors, helping you, advising you, guiding you, even lending you their network as you build your own.
For the shy or anxious person, this method has two advantages:
- It takes only one good connection to start you on your way.
- Your natural shyness and inexperience can help rather than hinder you. As you gain confidence and skills, your role model will take pride in your progress and be motivated to do even more for you.
3. Take lessons.
You're taking one now, as you read this book, so you're already a believer in the learning process. There are other, real-life educational opportunities that are effective for overcoming shyness and inexperience.
The first real networking school I signed up for after I got out of college was Toastmasters. It proved so valuable to me that here I am many years later being paid handsomely as a public speaker, even though my main thrust is still running my business.
Toastmasters is not just about making speeches. It's about doing your homework, self-confidence, appearance, and becoming an interesting person and a valuable resource to others. In other words, Toastmasters can help you gain and polish the tools to become a successful networker.
The Dale Carnegie schools are designed to achieve similar goals. I'm a graduate, and I can tell you from my own experience that they are masters at instilling personal confidence, polish, poise, communication, and networking skills in their students. They've been around a long time - an excellent indication that they are getting results.
And if you hope one day to be a professional public speaker, or if you just want to sound like one, there is no better organization to join than the National Speakers Association (NSA), headquartered in Tempe, Arizona.
I am a member and collectively we speak to 20 million people a year. If you're looking to hire a speaker for an event, they're the ones to call. In fact, I believe this organization is so worthwhile that if you don't feel you got your money's worth the first year, send me a copy of your canceled check and I'll give you a "Harvey Mackay Scholarship" - the second year's membership is on me. NSA can be reached at (602) 968-2552 or via the Worldwide Web at www. NSASpeaker.org. They can explain to you about national membership and/or put you in touch with your local chapter.
4. Keep taking lessons.
Graduation is not the end of your education. It's the foundation, the launching pad, the beginning. Unless you keep your batteries charged, they will run down. For an ongoing source of inspiration and motivation, I recommend subscribing to Norman Vincent Peale's publication Positive Living. A similar publication in more condensed form is Bits & Pieces.
5. Join up.
Just about any group offers possibilities for making contacts and achieving personal growth: Dancing. Choir. Coin collecting. Horseback riding. Art appreciation. Theater going. Antique shopping. Politics. Great books. Wine. Food.
6. Have a little faith.
In yourself.
Dale Carnegie probably summed it up best: "You can make more friends in two months by becoming really interested in other people than you can in two years by trying to get other people interested in you. Which is just another way of saying that the way to make a friend is to be one."
Mackay's Maxim: The more you exercise your networking muscles, the stronger they get - and the easier networking becomes.
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Publishers Weekly (MSL quote), USA
<2006-12-27 00:00>
Mackay (Swim with the Sharks Without Being Eaten Alive) devotes much of this work to delivering essentially one messageit's not what you know, but who you know. In his breezy style, he covers aspects of why networking is important to one's career, and how to build a network. Mackay includes the 10 commandments of networking such as "I will never say no to the other guy" and "I won't stall I'll answer the call," as well as a top-10 list of networking mistakes like not assuming that credentials are power or confusing visibility with credibility. Also featured are networking stories by such personalities as Muhammad Ali, ex-football coach Lou Holtz and Neiman-Marcus founder Stanley Marcus. Each of Mackay's 83 chapters ends with a "Mackay's Maxim" such as the one that explains the book's title"People aren't strangers if you've already met them. The trick is to meet them before you need their help." As Jack Kemp notes in his introduction, "This is the book that shows you how to achieve a permanent network in a Post-it note world." |
Gerry Vogler (MSL quote), USA
<2006-12-27 00:00>
The practical volume on networking and managing change. We all know that change happens in the business world (ala 'Who Moved My Cheese') however what differentiates Mackay is his ability to offer solutions in lieu of problems. I would go one step further and say that many of his solutions are immediately applicable, and, if implemented, ease the pain of change. Furthermore, I would suggest that no sales professional should be without this book - Mackay understands why people buy and how to build the critical network so necessary for sales success in high end business. Lastly I would point out that he walks his talk - I have written him more than once and he personally responds to input. A critical volume in any business library! |
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