HOW TO COLLECT CONTACTS
by Arthur A. Hawkins II

Your Network: relatives, friends, associates, acquaintances, friends-of-friends, employees, bosses, experts, professionals, consumers, prospects, clients, suppliers, distributors, anyone you- know, meet, run-into, see anywhere. . . Meet as many people as you can, but work closely with only the few that add value. Network: the starting point for info & income.

How you make, maintain and use Contacts to build your own personal Info Network:

1. get to know people: their likes, dislikes, hopes, fears. . ., even their birthdays (show a genuine interest in them; and interact with them)
2. ASK questions and for opinions and Business (you never know what will turn up)
3. SAVE names, numbers, titles and pertinent info
4. CALL, fax, e-mail, telex, wireless, computer/modem and page them
5. VISIT them, take field trips
6. DINE with them, take them out to eat, do "power" lunch
7. WRITE, fax and e-mail them; use the power of the post
8. RETURN the favor, also JOIN their network
9. Ask for REFERRALS and other sources
10. THANK, Reward & Impress them; always keep them happy and satisfied

The next step is recruiting new people: real experts, organizations, "strangers". . .You never know who can help. It's in your interest to have as many people as you can working with you. Use all people, methods and sources available to find FREEBIES. When you need info fast, can you afford to miss free money, info or advice? Make the process as simple as you can with your Contacts.

Why reinvent the wheel? Networks help you find, buy or sell it!

"Ask and ye shall receive!" Grow your own grapevine. Create your own opportunities. Nearly everyone can be useful, no one is too BIG or too small. You know the saying "out of the mouths of babes." It's true, many people have an uncanny way of simplifying difficult things. But if you don't ask you'll never know. Also find those who have experienced what you hope to. Ask for their advice and invaluable insights. Talking to them has a way of getting your creative juices going. This allows you to create your own solutions, free. Build your Info Network and use it!

Talk isn't cheap - - it's free!

Everyone offers an opinion, if asked, even pros like attorneys and accountants. Have an idea of what you need, before you start. Speed it up: Make a list of what's to be covered. Subtly steer the conversation where you want to go. Be conversational but direct. Ask for referrals. But do NOT be a pest or pump them for "free" advice. Also consider using surveys, questionnaires, focus groups. . . Chances are you will find more or different information than anticipated and much of it may not be applicable. But always remember it's free! Just ask.

It's WHO you know, WHAT you know and HOW you use it!

Build your personal Info Network to increase your speed and proficiency in getting what you need without spending hard dollars. You will make friends, build important alliances and set up a distribution system. One way to receive tons of info is by having powerful influential organizations assist you. But also realize no one is too small to help. Use everyone. Use one network to build Networks, "the more the merrier." Learn what people want then show a genuine interest in them. Communicate. Go get 'em!

This information was excerpted from Arthur A. Hawkins II's book, "THE Self-Employment Resource Guide" ($25) (c)Copyright 1996. Mr. Hawkins, a Northwestern University graduate, is executive director of Information Research Lab, a consulting and information service firm, and author of several other books including "THE Know-It-All Reference Guide" ($15) and "Street-Smart Ways To Generate Income" ($8). For more info: A_Hawkins@nwu.edu.

Small Business Advisor readers receive FREE shipping & handling of "THE Self-Employment Resource Guide" as well as a complimentary consulting session. Send $25 to: Information Research Lab 9824 Western Avenue, Suite 144, Dept. SBAdvisor, Evergreen Park, Illinois 60805, USA. E-mail for more information.

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