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In a recent conversation with a friend, he was lamenting the fact that people would not refer business to him unless he referred something to them.
I thought about that conversation a few days later when I was at Barnes & Noble and noticed, “The Go-Giver: A Little Story About A Powerful Business Idea” by Bob Burg and John David Mann (Penguin Portfolio, 2007). As I flipped through the pages, the book addressed that very issue — “quid pro quo” relative to business. The ideas in the book seemed interesting, and I was pleased to receive a review copy.
A quick read, The Go-Giver — like some of my favorite books — uses a story, or parable, to illustrate the points of the book. It offers the story of a “go-getter,” a salesman named Joe, who decides to contact a “heavy hitter” to help him win an account.
What Joe gets, instead, from the “heavy hitter” and his friends, are lessons in “go-giving.”
The story itself is readable and provocative, offering anecdotes and information leading to the “Five Laws of Stratospheric Success.” The details of the story are necessary to understanding each law; that’s why I don’t think I’m going to ruin the livelihoods of the authors by presenting the Five Laws here:
- The Law of Value: Your true worth is determined by how much more you give in value than you take in payment.
- The Law of Compensation: Your income is determined by how many people you serve and how well you serve them.
- The Law of Influence: Your influence is determined by how abundantly you place other people’s interests first.
- The Law of Authenticity: The most valuable gift you have to offer is yourself.
- The Law of Receptivity: The key to effective giving is to stay open to receiving.
Even if you’re like me, and consider yourself an enlightened person, this book offers ideas that take your business and your life to the next level.
I’ve already used the concepts in this book. Here are a few examples:
- I recently referred a strategic partner to a competitor, even though I already had a relationship with this person and she wanted to do business with me. I knew the competitor would be a better fit for what she needed.
- Instead of charging a new client for some necessary services, I decided to offer them at no charge, as value-added services. It immediately set the tone for the client and me to start out our relationship on a strong footing.
- I offered a job lead to someone without any desire or expectation for him to help me with something (I do this anyway, but it is a concept from the book).
Give or Get: Give this book, and get it for your own bookshelf. You’ll get thanks from the people you give it to, and you’ll refer to it often.
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David Jehlen
Nice, concise review of a really good book. Thanks!
Thanks, David. Is it one of your favorites?
David Jehlen
Yes Margie. I love short, easy to read books with POWERFUL ideas. I recommend it to clients. Its been a while since I’ve picked it up. Thanks for the reminder, I’m going to give it another read.
Anita Campbell
Margie,
This sounds like a book I want to read. I am a nut for parable books — they are so interesting. Usually they are inspiring because there’s emotion in them — they appeal to us on more than just an intellectual level.
– Anita
Anita, you’d love this book. It’s one of my top 10 favorite books of all time.
Martin Lindeskog
Margie Zable Fisher: Do you know if Bob Burg and John David Mann are inspired by BNI’s (Business Network International) motto: “Givers Gain
Margie: John David Mann and I both appreciate your very kind review.
Anita: thank you for the honor of being included in your terrific publication.
David: so appreciate your thoughtful words about our book.
Martin: Dr. Misner (Founder of BNI) is not only a friend and hero of both of ours, but was kind enough to endorse both of our Go-Giver books. We love his “Giver’s Gain” motto. And, the best thing of all is that he truly embodies that philosophy in everything he does.
Tabz
Great review, sounds like a book I should read. I love the pre,ise of being a go-giver.
Christopher Bayes
Margie, well written piece on Bob’s collaborative work with John David Mann. They also have Go Givers Sell More which is really the practical side to the Go Giver. A step by step approach to implementing networking strategies that really work.
Bob is one of the rare jewels in the sales business that really shines without having to buff out the rough spots.
Kimberly Henderson
Just the title alone made me curious. Read a little of the contents. I am definitely going to purchase the book. Just delightful.