Excerpts from the Introduction to my new book

Death to Cold Calling:

Networking Your Way to Success

The Gift of Networking

I found my way to Business Networking the same way a lot of people have. One day a friend said to me, “You should come to my networking group.” So I did. I walked into a room at a country club full of people talking and laughing. They were obviously enjoying themselves. Most were warm and welcoming. They asked what I did. They asked for my business card. They told me what they did. Then we all sat down, about 8 people to a table, to eat lunch.

Someone introduced the meeting and the group. They told us we’d all get up in a moment to do a 30-second commercial. I turned to the friend who invited me. She said, “Oh, I forgot to tell you. Just talk about your business. You’ll do fine.”

All I can say is that it’s a good thing I’m not one of those people who are afraid of public speaking. I paid attention to what the people who went before me said. Some talked a lot, while others were brief. Some talked fast, some talked slow. There was good information and a few ‘so what’ moments. Then, when it was my turn, I got up. I don’t remember exactly what I said, but I know nothing much came of it.

No one’s eyes lit up. No one rushed up to me at the end of the meeting. Nobody threw money at me to be my next customer.

I did visit that room again, and eventually joined that group. I learned a lot there. Some things to do; some things not to do. I tried to visit with the leaders and influential members, scheduling 1-on-1’s with them. I didn’t get much business from that first group.

I’ve come a long way since then. I’ve learned from my successes and failures. I’ve been fortunate to learn more from other people’s mistakes then from my own. I did get more business from the next networking group I joined. I found my way to several other groups along the way. I came away from all of these groups with new lessons learned.

As I was learning, I was invited to what I thought was just another networking lunch. Entering this new room, hosted by Kenda-Le Pernin of CEOSpace, at the time IBI Global, changed my business, my path, and my life. I learned about how to live in abundance and cooperation instead of scarcity and competition. I learned the structure of 30-second commercials that I teach today. I discovered the gifts that come when you are fortunate enough to be surrounded by generous, talented people.

Later, I was asked to speak at that lunch, helping others craft their 30-second commercials. I was asked to speak at CEOSpace meetings, and that’s how my speaking career was launched. This book is the next step along this path of teaching people to be more effective business networkers.

In fact, now I get all of my business through networking and from word of mouth. This book will be published using business networking.

Business Networking is a form of Advertising. It’s the most cost-effective, grass-roots method of advertising your business, product, or service. And throughout this book, we’ll be treating it as advertising.

It’s my goal for everyone reading this to succeed. If you’ll IMPLEMENT what I have to teach to here, you will Network Your Way to Success.

Jeff Klein

To read the full Introduction, visit http://www.jeffsnewbook.com/.