800-CEO-READ Blog

Name Dropping for Networking Results

Another trait of the people who turn serendipity into success is one that we were admonished not to do: be a name dropper. And yet, those who are willing to risk hearing "no, I never heard of Joe Jones" reap the benefits. The type of name dropping the You Never Know IT Alls' do is not the offensive type that sounds like nothing more than showing off.

It's done to establish a common link. It's more a "do you know who I know" reflexive comment to find a person known to both people, a place both parties have lived or visited or a favorite movie, sport, team or book. The results can be surprising.

When I called the audio club to chat with the woman whom I had met at the Book sellers convention, her successor answered the phone and explained that Christine was on maternity leave. Jennifer was warm, open, interesting and we had a great conversation about the audiobook industry.

Towards the end of the conversation, I took a deep breath because I was about to ask one of "those" questions. "Are you any relation"?" I didn't even have to finish my sentence when Jennifer said, "Yes, he's a second or third cousin." " Wow! he must be a fun relative to have" was my response. "I don't know him my self but I have heard what a nice guy he is," she commented. That impressed me as I like hearing when celebrities are also nice and remember their roots.

Our business conversation took a different turn and our connection was deepened. On my next trip to New York, I met Jennifer and we had a great conversation in person. As a result, she featured my audiobook, What Do I Say Next? in their catalogue with a promo piece on me. It was their topseller that quarter.

Because we liked each other, Jennifer and I stayed in touch even after she left the industry. Last year, I was delighted to attend her wedding in New York. Business creates friends, friends create business. All this (including some nice royalty payments on my audiobook) were the result of my taking the risk and seizing the opportunity to drop a name as it relates to 'relativity'.

BTW, Jennifer's last name was Stallone!