What Makes a "Good Contact"?

I was talking to a few people upon my return from BookExpo, and found myself saying "I met a couple great leads and a few good ones." But now, I'm thinking "What makes them a good lead?" Are they saying "I made a great contact" after meeting me at the show?

It's not just the connection at the show that makes a "Good Contact," it's the relationship that buds at the show, and then blossoms with care and nurturing after the show.

Just like any other type of relationship, a "Good Contact" requires give and take, too. It requires trust on both parts and integrity on both parts. And you need to plan how to handle your new relationships from the early stages so they are able to grow. At CMI, we plan what we are doing with contacts before we go to a show or networking event. Sometimes you are the one getting the contact; sometimes you are the contact. You have to decide if the relationship is something you need and want in your professional life. Here are the questions that you should ask yourself:

• Is this going to be a one-way relationship, or are there reciprocal benefits?
• Do we have something legitimate to offer each other in our businesses or is it not really a perfect match?
• Do the benefits of this relationship outweigh the costs of nurturing and maintaining it?
• Am I willing to share my network with this person?

Set your own list of non-negotiables in the contacts you make -- and be aware that others are also doing the same (you hope). The most difficult part in the networking relationship is looking at yourself in the mirror and asking "Am I a good contact?"

For more great information on networking, read Jeff Beals' book Self Marketing Power.

Books as Marketing Tools? You Bet!

Many professionals are finding that by writing a book, they are looked upon with more respect as an expert, and they are able to use their book as a tool to market themselves to their target audiences. Ever get a look of awe from a prospect when you hand them a brochure? Probably not. Ever try to sell a brochure in the back of the room after presenting? I think not. It's a different story with a book for these and many other reasons. Below are two stories from authors using their books as marketing tools:

Use your book to establish your credibility...

Many professionals consider writing books as a calling card, and I do believe that is quite effective. However, that was not my motivation. I’m writing books, because I’m serious about a long-term career as an author. That said, being an author has been beneficial for my other professional pursuits because of the attention it brings.

Jeff Beals,
Author of Self Marketing Power: Branding Yourself as a Business of One
http://www.selfmarketingpower.com/

Use them as introductions...

I've been amazed at how many books we have given away as a way of promoting our nonprofit organization. Not only has the book given added credibility to what we are doing, it gives people a chance to get an in-depth picture of how our organization fits into the larger social structure within the community.

Donna Miesbach
Co-author of Coaching for a Bigger Win: A Playbook for Coaches
http://www.theplaymakers.org/

Handing a potential customer or client your own book solidifies your place in that person's mind as a recognized, knowledgeable expert... and a generous one at that.