I like Gitomer for the way he sticks himself out there. He makes me think, and what’s more, ACT.

This is a selection of what I am learning from Gitomer’s The Little Black Book of Connections

5 Things about Connecting

1. Every person is a connection.

Maybe not the one you need right now, but he or she is a connection. Before having a conversation with a person, realize that this person may lead you to the treasure – or they may give you a map – or they may know someone (who knows someone…) who can help in some way.

And connected to this is to understand what your intention is in connecting. “The less you focus on your motive to meet, the more likely it is that your connection will be successful.” Gitomer 28

2. Stick yourself out there.

This is a phrase from Scott the name tag guy, and it communicates the idea of risking something. Turtles stick their necks out at great risk to their lives, yet they would move if they didn’t.

There are two parts to sticking yourself out there: risk and walking your talk

Connecting – or networking – is about taking risks. the biggest risks are rejection and failure.

Walking the talk of connecting means doing all these activities Scott mentions in his list called 53 things for networking. They are activities like: make one telephone call a day just to connect. make one business meeting a week. Go to one conference a month. Be realistic. Start slow. But go. Walk your talk – that is, if you are really talking about networking. When you find someone you would like to connect with further, stay in touch.

“Staying in touch is more important and more valuable than making the initial connection.” Gitomer 30 So, once you make a connection, don’t let go. Stay in touch. Find a way of staying in touch that adds value. Give something away for free – normally it will be your ideas.

3. Be real. Be yourself.

Take a genuine interest in people even if they don’t take an interest in you. Find something in common with this person within the first 10 minutes or less. Remember, your intention is only to connect. Let’s say you can find common ground in the first 10 minutes. The next thing you can focus on is what you can give. If you can give something to them, then they are a thousand time more likely to want to give back to you.

4. Give it away for free.

Find out what you can give away for free. Then try giving it away. See what happens. Scott gives away free ebooks as do many other people.

5. Be prepared. Look the part.

Spend time on your image. What is it? Spend time on the questions you would like to ask. Brainstorm answers to questions you think they could ask.

So now, ask yourself, “What’s one thing I can use from this. Then try it. Today. Tomorrow. See what happens.