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Business book 'Referrals' is a useful resource

June 02, 2003|by JOHN C. VENDITTA

The Management Book Club selection for May, "Endless Referrals," is a useful manual in the business/art of networking.

Author Bob Burg offers numerous tips on how to work any crowd, maximize your sphere of influence, take the intimidation out of prospecting and position yourself as the expert in your field.

Burg builds on Joe Girard's Law of 250, which says that each person you meet knows 250 other people - their sphere of influence. When you create a successful network connection with one person, you've built a bridge to the 250 contacts in their sphere of influence.

Burg defines networking as "people cultivating mutually beneficial, give-and-take, win-win relationships with each other," and applies this definition to everything from working a Chamber of Commerce mixer to making contacts through the Internet.

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One standout chapter lists 10 networking questions that are guaranteed to get people on your side. After all, Burg says, "All things being equal, people will do business with those people they know, like and trust."

Please join the Management Book Club on June 18 from 8 to 9 a.m. at the Washington County Free Library for a discussion of "Changing by Design: Organizational Innovation at Hewlett-Packard" by Deone Zell.

John C. Venditta is associate director of Western Maryland Public Libraries.

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