Hugely successful running an envelope business, writing best-selling books, and inspiring thousands of business leaders through his speaking engagements, Harvey Mackay hit yet another home run with his best-selling book, Dig Your Well Before You’re Thirsty.  Based on his lifetime of success, MacKay shares his wisdom and insight on how to build and maintain the business, and life network that you will need.  Throughout the book, MacKay provides time-tested techniques, tips, and strategies you can begin implementing immediately to expand your network and use your network in a productive way.

We all probably know what a good network can do for us such as letting us know what the competition is up to, infinitely expanding our financial reach, providing feedback, and helping us to help others.  But growing a network has always been a challenge in the busy-ness of business.  In Dig Your Well Before You’re Thirsty, MacKay ways and means for us all to dig deeper to create a lasting network that will continue to provide fruitful returns for years to come.  Here are three key points found in the book that you can begin applying today:

I. Start Shoveling

MacKay begins the book by letting the reader know from the start that building a great network requires some work, but once the network begins growing, it becomes easier to build.  MacKay suggests taking and keeping notes about your contacts other than name, rank, and serial number.  For example, he will make notes on pieces of paper immediately after meeting someone with something he learned about that person such as, “Penn State grad,” “likes tennis,” “doesn’t eat lunch,” and so forth.  Records these notes in whatever contact system you use, (MacKay uses a Rolodex system), with the contact’s other information.  You can then refer to those notes when you call on that person. Also, MacKay suggests that a good place to begin building your network of contacts is alumni clubs, industry associations, social/golf/athletic clubs, and when associating with those who share your same hobbies. Key Point: The first step when digging a well is to begin with one shovelful at a time.  Begin today building a list and make it a lifelong habit.

II. Be Different

MacKay says that in networking, you need to stand out from the rest of the pack.  One way he suggests to do that is to use your imagination and be creative.  For example, he states that you shouldn’t send company Christmas cards to your contacts.  Everyone does that and you’ll just get lost in the crowd.  MacKay suggests that you send a Thanksgiving Day card instead because most other people won’t and you will be the first to send that contact a holiday card for the year. Another suggestion is to simply be nice.  Too many people are grumpy and won’t return calls, emails, or give the time of day to a contact.  MacKay shares the story of how Billy Graham was having dinner with some staff members.  A waitress that recognized Graham got excited and spill a tray of food.  Graham immediately began helping the waitress clean up the mess.  The incident stands out because not too many people would be so willing to help. Key Point: Strive to take a different route than everyone else and stand out so that your networking contacts will notice.  Simply being nice is a great start.

III. Make it a Deep Well

When attending a social gathering or networking event, MacKay says that you should not bring your 30-second elevator speech with you.  You goal is to spend more than thirty-seconds with a person.  The person that is only spending enough time to give his speech and be seen before moving on to the next “victim” is easy to spot and most attendees will figure that out.  Instead, MacKay says that by observing Norman Vincent Peale and Billy Graham, he learned that the best way to build your network is to first build relationships.  When you meet someone, make eye contact and hold it, smile, and listen intently.  A Mackay Maxim is: “Networking is not a numbers game. The idea is not to see how many people you can meet; the idea is to compile a list of people you can count on.” Key Point: Focus on relationship-building and your network will grow. Successful people didn’t get that way by impersonating an island.  You cannot build a successful business, influence others, open opportunities, and learn new things without having a network.  Reading Dig Your Well Before You’re Thirsty will help you to build a greater network of solid contacts that can improve your business and your life.  Until you pick up a copy, implement the above key points today to have a foundational start on building your network before you need it (get thirsty). Johnny Duncan, President of Duncan Consulting, Inc., is a business writer and consultant partnering with business leaders to provide workforce management solutions including leadership coaching, customer service training, people-to-job matches, copywriting, and conflict resolution.  He can be reached at johnny@duncanconsult.com or by calling 407-739-0718.