Never Eat Alone is a book about building relationships in your business. The author's first job as a young kid was a caddy on a golf course. He learned early on that highly successful people made business deals and connections on the course. He learned the power of relationships.
There is a lot of advice from this book and this blog would get too long if I mention every point this book makes. I am going to touch on those areas that will help a small business grow.
First of all, Ferrazzi says "Follow-up is the key to success in any field." The fact is most people do not follow up well or at all. Give yourself 12-24 hours after you meet someone to follow up. This little detail may make you stand out in the crowd. This also involves remembering peoples names. I try to remember not only a clients name, but the name of their spouse and the family pet. I get an excited reaction when I return a call and ask about their pet by first name. We have so many clients who will say to me that they are just so happy I returned their call or email. Many clients deal with no response from contractors they reach out to.
The author always recommends attending conferences, training courses, and any meet-ups that would be beneficial. He has the advise to help the organizer with the event. Most will gladly take the extra help and once you're on the inside you can find out who is attending and where they are sitting. This could help you gain access to speakers that you want to meet. Since you offer to help, the organizer will talk you up to those around them.
On the subject of conferences, plan a meet-up of those people you want to know better either before the day of the conference such as a dinner, or drinks after the event. This may be the better way to have a productive and meaningful discussion in a smaller group setting. The most important thing is developing deep and trusting relationships. Friendship is the foundation for a powerful and successful network. Ferrazzi mentions that there are people out there who are "super-connectors." These are people who maintain contact with thousands of people from all different worlds.
Super-Connectors: 1. Restaurateurs 2. Headhunters
3. Lobbyists
4. Fund-raisers
5. Public Relations people
6. Politicians
7. Journalists
8. Authors, Bloggers, and Gurus Another skill to master when forming relationships and making connections is the art of small talk. Start a conversation, maintain it, create a bond, and leave the person feeling like they matter and enjoyed your company. This is where it helps to be vulnerable. Be real and honest. People will appreciate and respect someone more if you open up and be you versus tell them what you think they want to hear. Find something in common and build on that. Another important note is to listen to the other person. Really listen. William James said "The deepest principle in human nature is the craving to be appreciated." We get so worried about what to say next, that we forgot to truly listen to the person talking.
Here is the formula the author lists in this book: Generosity + Vulnerability + Accountability + Candor = Trust
Always strive to learn more. Read more, listen to more podcasts, research new products, equipment, and techniques. Self-development should also include attending conferences and developing relationships with leaders in your field. Those who chose to constantly learn will always achieve more success and wealth. "Creativity begets more creativity, money begets more money, knowledge begets more knowledge, more friends begets more friends, and success begets more success"
I loved many points in this book. This would be a book that I buy and refer back to over time. It all comes down to forming trusting relationships to grow your success. Friends want to help out friends.
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