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         ACT! Enhances The Art of Networking
            by Jeffrey Mayer 
            As you go through life, youe going to meet people lots of people. 
            Youe going to meet people at business meetings, at conventions and 
            seminars, and in other business settings. And youe going to meet 
            people in nonbusiness settings as well. You may have a conversation 
            with a person on an airplane, while youe exercising at your local 
            health club, or while youe waiting for a table at a your favorite 
            restaurant on a Saturday night.
            And every once in a while, youl meet someone who could be a 
            potential business contact, or someone who could help you with your 
            future career moves. These are the people you should keep in touch 
            with and get to know better. With time, youl find that you have 
            lots of things in common and will become friends.
            Work hard to nurture and cultivate these relationships. Discover 
            what important and meaningful to these other people, and youl 
            eventually know more about them than they know about themselves. 
            That the secret of developing a close relationship and friendship. 
            Business is built around relationships.
             
            ACT! Enhances Relationships
            ACT! will help you further your relationships with the important 
            people in your life. As the two of you get to know each other 
            better, you become friends. And one of the ways you can get to know 
            a person better is by asking questions. With the passage of time, 
            you should know everything about them. 
            Youl be able to answer questions such as the following: What do 
            they do for a living? How did they get into this line of work? What 
            are their long-range goals, dreams, and desires? What is their 
            family situation?
            Every time you meet with a person, or talk on the phone, and learn a 
            little bit more about the things that are going on in that person 
            life, you just make a notation in ACT! notepad. The notepad makes 
            life easy because it gives you a convenient place to store lots of 
            miscellaneous information.
              Anecdote: One day, during a business meeting I asked my client how 
              his wife was feeling. He said that she was doing much better. Then 
              he asked me how I knew his wife had been ill. I told him that his 
              secretary had mentioned it during a previous phone conversation. 
              What I didn mention was that I had recorded that information in 
              ACT! and reviewed it just before the meeting. That how I knew to 
              ask him how she was doing.
               
            Spend Your Time With the Right people 
            There an old sales and marketing adage called the "80/20" rule, 
            which states: You get 80 percent of your business from 20 percent of 
            your clients. Said another way, a small number of clients typically 
            generates the majority of the business sales and profits. 
            Ie heard people talk about this "80/20" rule for many years, and 
            I sure that you have too, but there has always been something 
            about it that bothered me. If, in fact, 80 percent of a company 
            business is coming from just 20 percent of its customers, then 
            wouldn it make a lot of sense to get to know these people better, 
            and minimize the time spent with everyone else? And as you get to 
            know them better, they may be in a position to introduce you to some 
            other people who may be potential clients or customers.
             
            More Time With Friends 
            Wee all got good friends, people that are important to us, but 
            because life and work are so hectic, we just don get to spend 
            enough time with them. In today fast-paced, high-pressure world, 
            you need to spend more time with the people who make you feel 
            better, the people who build you up, the people who stimulate your 
            creative energies. Therefore, I going to suggest that you sit down 
            right now and make a list of the 10 business people whose 
            companionship you like and enjoy the most.
            Now that youe made this list, call each of these people and set up 
            a date to break bread together. In the future, you should plan to 
            break bread with at least one of these people every week. As you 
            meet more people, expand your list of "Business People I Like the 
            Most," and have lunch with them regularly. 
            Once again, this is another way ACT! can keep you organized. When 
            you schedule an activity, designate it as a recurring activity. With 
            the click of a button, you can schedule a reminder to call the 
            person once every other month for the next two years. This way, you 
            won lose touch with the important people in your life.
              Anecdote: I was working with a client one day, and he told me he 
              had forgotten to call his closest friend, who just happened to be 
              his biggest customer, to wish him a happy 50th birthday. A 
              suggested that we use ACT! recurring activity feature with a 
              14 day lead time to keep this from ever happening again. 
            Jeffrey Mayer works with business owners wanting to grow their 
            businesses, with corporate executives and sales professionals 
            wanting to get ahead, and with anyone wanting to live their dreams. 
            How can we help you? Jeff can work with you individually for 
            'one-on-one' executive coaching/mentoring. He can create a 
            customized sales training program that can be presented over the 
            telephone or in person. Or he can create a keynote or workshop 
            program for your next sales conference, convention or meeting.  Call 
            312-944-4184 or email.
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