October 10, 2006

Book: Endless Referrals, by Bob Burg

October 10, 2006 - Categories: connecting

Endless Referrals
Network your everyday contacts into sales
by Bob Burg
ISBN 0-07-146207-4 (3rd ed, paperback)

Having gone through a majority of the Toronto Public Library’s books
on networking, I’m starting another reading sprint into relationship
marketing. *Endless Referrals* is a good primer on how to network by
focusing on what you can give to others, and it has great tips for how
to ask for referrals. The key point of the book is that people give
business to those they know, like, and trust, and the book is filled
with things you can do to build that trust.

Reading the book, I was reminded of the two nuggets
Dave Forde shared during my BarCamp session on
networking for introverts. He mentioned the F-O-R-M questions (Family,
Occupation, Recreation, Message) and the Feel-Felt-Found method for
addressing objections.

The book repeatedly emphasizes the importance of personalized notes
with pictures and contact information on them, so I might use some of
my idea capital to have some printed. I’d like to send many more notes
than I normally do. Alternatively, I could have my picture printed on
my business card, and just include that in all my correspondence.

Pages 16 to 19 list ten networking questions that work every time
because they make people feel good.

  1. How did you get your start in the … business?
  2. What do you enjoy most about your profession?
  3. What separates you and your company from the competition?
  4. What advice would you give someone just starting in the … business?
  5. What one thing would you do with your business if you knew you could not fail?
  6. What significant changes have you seen take place in your profession through the years?
  7. What do you see as the coming trends in the … business?
  8. Describe the strangest or funniest incident you’ve experienced in your business.
  9. What ways have you found to be the most effective for promoting your business?
  10. What one sentence would you like people to use in describing the way you do business?

Chapter 8 discusses how to use the Internet to help build your
network, and has good examples of how to use blogs and instant
messaging to reach out to more people.

Chapter 15 has good tips for starting an effective and profitable
networking group, which might be useful for a few people I know.

Good book. Worth reading and recommending to other people.

On Technorati:


October 10, 2006 - Categories: life

So I walk in (late) for my KMD2004 class, and who do I find
demonstrating something—Sunir Shah! He’s got this totally awesome
bibliographic wiki. I like it more than WIKINDX, although WIKINDX
still has some cool quote management stuff that I like.

Funny crossover. Small world!

Random Emacs symbol: gnus-open-server – Function: Open a connection to GNUS-COMMAND-METHOD.

Collaborative lit review

October 10, 2006 - Categories: research

Sunir Shah has gone and built a wonderful
collaborative wiki with features for lit reviews. The one for our
class is at http://meatballsociety.org/cgi-bin/kmd2004 . He will be
moving the main site to http://www.designbiblio.org sometime in

I can’t wait to play around with it. He’s even put up the readings…
Isn’t that so cool?


Random Emacs symbol: utf-8-pre-write-conversion – Function: Prepare for `utf-translate-cjk-mode’ to encode text between BEG and END.

Crazy idea: SMART goaltracker

October 10, 2006 - Categories: -Uncategorized

Goals should be S.M.A.R.T. – specific, measurable, ardently desired, realistic, time-bound. Why don’t we already have a system that makes it easy for people to measure their progress towards goals? I might build one for Hack Night. Something that takes off on Joe’s Goals and has a lot of little meters, e-mail interaction (and maybe even SMS! ;) ), daily/weekly/monthly/quarterly reminders and reports… Hmm.

This should be fun.

Random Emacs symbol: browse-url-epiphany-sentinel – Function: Handle a change to the process communicating with Epiphany.

Oh well, no takeaways

October 10, 2006 - Categories: -Uncategorized

I was going to print neat little takeaway business cards with tips on
one side and Toast I.T. club info on the other, but the printer isn’t
working today. Oh well! Good thing we have Toastmasters promo material
in our kit.

Maybe I have time to throw some quick visuals together and run through them.

Random Emacs symbol: compilation-get-file-structure – Function: Retrieve FILE’s file-structure or create a new one.