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Book Review
By Bob Crawshaw Turn Small Talk into Big Deals By Don Gabor (McGraw Hill Publishing, $27.95) Public Servants instinctively know it is not what you know but who you know. And that often comes down to networking. But we also know that networkers come in two sizes. There are those who furiously work the room, moving from group to group, feigning interest in other people but really hoping to land the next big promotion. Most of us try to avoid them. Then there are the people who confidently connect with others, are interested in what we say and aim for mutually rewarding relationships. The first type is motivated by self: the second by the common wealth. Don Gabor's book Turn Small Talk into Big Deals aims to put readers in the second category. It is a book about how to network for success and right now it is timely. In today’s digital age many of us spend our days doing our jobs through screens, mobile phones and keyboards. So knowing how to deal with people face to face has become more important than ever.  That means being familiar with the most common networking personalities, applying some straightforward rules, having a few good opening lines and looking for the positives in every meeting. The book identifies four different networking types. It provides a simple test that allows you to discover if you have a competitive, outward going, amiable or analytical style. Once you find out your own networking style and quickly assess how others act, you can start to craft conservations that move social chit chat to business discussions. Gabor offers tips on how you can present yourself in the best possible light and at the same time avoid noxious networkers. These are the lone wolves, sharks, complainers, hitchhikers and chatterboxes who either dominate the conversation or waste your time. The best course is to stay cool and move on quickly when you meet these types. Turn Small Talk into Big Deals looks at specific networking techniques for work and in semi private and public situations. Gabor suggests you can network almost anywhere and beyond the Department he urges readers to spread their charms at churches, museums, weddings, even while lifting weights in the gym. Apparently funerals are a no-no and possibly the only gatherings where your business card should remain firmly in your purse. It is not so much about doing business in different settings rather increasing the chances that the Law of Networking Serendipity will work for you. The next person you chat to – even in the most unusual place - might turn out to be your next big opportunity. This is an informative, fun and easy to read book. But a caution: Gabor is probably writing for an American audience. In my experience Americans are far more energetic and enthusiastic networkers than Australians. So if at times the book seems a little cheesy, take the tips and techniques and think how to apply them in our more relaxed Aussie environment. Grab a copy if you are new to networking or a seasoned veteran after insights into how to move your networking beyond the Secretary’s next awards ceremony. * Bob Crawshaw blogs at http://mainestreet1.blogspot.com and runs Canberra based Maine Street Marketing. |
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