Top 10 List of Books To Help Your Clients Kickoff a Fabulous 2009

So here we find ourselves past the holiday season.   We now have a great opportunity to make a positive impression on our top clients and referral sources!  Sending books to top clients and referral sources is one of the most memorable follow up strategies I use. It’s creative, different, and is just not done enough!  The following are my Top 10 books to send to a business owner or top sales professional for 2009.  In choosing this selection I found myself thinking of the many types of clients and referral sources i have.  This selection should include a great title for any possible business owner or sales professional which may be on your list.

#1 The Greatest Salesman in the World by Og Mandino

“At last!  A book on sales and salesmanship that can be read and enjoyed by veteran and recruit alike!  I have just completed The Greatest Salesman in the World for the second time-it was too good for just one reading-and in all sincerity, I say that it is the most readable, most constructive and most useful instrument for the teaching of sales as a profession that I have ever read.” F.W.Errigo, Manager U.S. Sales Training Parke, Davis & Company

#2 Think and Grow Rich by Napoleon Hill
“At American billionaire Andrew Carnegie’s bidding, Hill studied the characteristics of these achievers and developed 15 “laws” of success intended to be applied by anybody to achieve success. Think and Grow Rich! condenses these laws further and provides the reader with 13 principles in the form of a philosophy of personal achievement.” Wikipedia

#3 Rich Dad, Poor Dad by Robert Kiyosaki
“Rich Dad Poor Dad is a starting point for anyone looking to gain control of their financial future.” USA Today

#4 The Tipping Point by Malcolm Gladwell
“Fascinating enough for the general reader, Gladwell’s work is a particular boon for businesspeople looking for inspiration on how to top their own ideas into popular crazes.” Publishers Weekly

#5 The 8th Habit by Stephen Covey
“An absolute must-read for aspiring business executives who want to significantly increase their personal effectiveness in the workplace and at home.  Covey has created a brilliant blueprint for both career and personal success in the new millennium.”  Douglas Conant, President and CEO, Campbell Soup Co.

#6 Tribes by Seth Godin

“Tribes is a must read for all of us.  It’s up to each one of us to lead in today’s new kind of world.”  Bill Bradley, Former U.S. senator  Tribes is one of my favorite reads of 2008!  It’s is truly inspiring, showing the value and simplicity of becoming a leader.  Keep an eye out for my future post on Tribes.

#7 Beach Money by Jordan Adler

“If you plan on building a large successful network, I recommend reading Beach Money.  Jordan’s stories are inspiring and each one has something that you can put to use immediately.”  Ivan Misner, NY Times Best-selling Author and Founder of BNI

#8 E-Myth by Michael Gerber
“The mythic and often disastrous assumption is that people who are experts regarding technical details of a product or service will also be experts at running that sort of business.  Many small business owners eventually realize that just as they had to learn the technical skills, they have to learn business growth and management skills.”  Wikipedia

#9 Excuse Me, Your Life is Waiting by Lynn Grabhorn

“I can’t believe it.  In the three months since reading this, I’ve almost doubled my sales and settled a couple of long-standing problem in my marriage.  I’m recommending this book to management.” O. T., Regional Sales Manager

#10 The Four Hour Work Week by Timothy Ferriss
“Stunning and amazing, from mini-retirements to outsourcing your life, it’s all here.  Whether you’re a wage slave or Fortune 500 CEO, this book will change your life!”  Phil Town, #1 New Your Times bestselling author

#11 101 Perfect Chocolate Chip Cookies by Gwen Steege
Number 11 in my top 10 just to check and see if you are still reading!  Honestly the best gift and easiest way to bribe me is with homemade chocolate chip cookies!  Who can resist that?

I could have easily listed 20 more books in this top 10 so if I am missing one you think should be on the list please leave a comment with your suggestion and why you think the book should be on the list.  The more selection and recommendations the better!

In writing this post I kept thinking back to my corporate career.  During the holidays I would receive well over 20 boxes of candies from clients and vendors.  The candy made no lasting impression due to the amount I received.  A book is completely different!  If I received a book during the first few weeks of the New Year it would stand out amongst all the previous gifts.  I would remember who sent the book to me and it would positively affect our relationship.

Why are you collecting business cards on your desk?

Today I was sitting at my desk scouring the internet looking for the allusive driver for my laptop which I had just wiped and reloaded with Windows XP.  Between what seemed to be hundreds of downloads trying one driver after another I was frightened by a small stack of business cards which seemed to be accumulating on my desk.

You know that stack of business cards that seems to grow and grow by your stapler, next to your pen cup, at the corner of your desk, or possibly a neatly 3 inch stack under your monitor…  Depending on your networking and social activities you can easily add another inch to your stack every month!  If you are anything like I used to be, this stack moves into some type of container or drawer.  Eventually all these business cards will end up in a box to be saved forever or at least until you find the box and realize you have business cards from people you met one time at a networking event three years ago whom you have never contacted.   Unless of course you have some strange desire to sell them on ebay 20 years from now there is no point in this.

Don’t worry you can save yourself from this tragedy!  How do you do it?  First look at the cards on your desk.  Is there 25, 50, or 250 business cards?  Using 50 for an example quickly look at each one and decide if this is someone you would like to connect with to explore a more meaningful relationship.  Once this is completed pick up the phone and explain to the contact your new found mission!  At this point you might be thinking to yourself mission, what mission?  The mission is to not collect business cards, keep them on your desk for months, and then finally years later throw them away.  Why not call them and say something like “Hi Alan, we met last month and a networking event and I have decided to take a new approach on the business cards I collect.  What I would like to know is how I might help you in your business?”  Or you can say something like I discussed in my previous post “I have to talk to the person again?”.

Imagine what you can create by simply engaging the people whom you have collected all these cards!  Jordan Adler, a networking master and expert in collecting business cards talks about the value of one business card in his recent book Beach Money.  Jordan Adler discusses how he turns one little square piece of paper into thousands of dollars.  How much business could you expect from one lifetime customer?  The answer will depend on your type of business.  In the book he asked a group this same question and the answers ranged from $2,000 to $300,000.  Jordan believes when he collects 100 business cards it is his job is to turn some of them into lifelong customers.  Each time he takes action the chances of one or more of those business card contacts turning into lifelong a customer increases.  Examples of actions to take are making a quick phone call, sending a greeting card, buying each person lunch, sending a gift, sending the contact business, staying in touch, and with some contacts doing all of these things.  So what is the lifetime value of YOUR customer?  Jordan does not look at a business card as just a card.  He looks at them like $100 and $1,000 bills.  Would you ignore $100 bills stacked up 3 inches high on your desk? 

Simply commit to call 3 or 4 of these cards each day until the stack is gone.  Once you have made this connection add these people into some kind of database.  You can use Outlook, ACT!, GoldMine, salesforce.com, or even index cards.  The database you choose is not important.  What is important is that you take notes on what you talked about and add them to your database for future reference, referrals, or business opportunities.  Once these cards are in your database THROW THEM AWAY or GIVE THEM AWAY!  Just don’t leave them sitting on your desk.