Digging a Well and Striking Gold.

Digging a Well and Striking Gold.

Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at gitomer.me.


I hate Harvey Mackay books because every time I read one, I wish I’d written it.

I especially hate his book, Dig Your Well Before You’re Thirsty (the only networking book you’ll ever need). It’s by far the best he’s written.

In case you live under a business rock, Harvey Mackay is the CEO (and owner) of Mackay Envelope Corporation in Minneapolis, and author of the New York Times #1 best seller, Swim with the Sharks without Being Eaten Alive. A book that sold millions (including the three copies I bought), and catapulted the genius marketeer to the top of the visibility pole around the world.

How did he do that? Easy. He’s the best value-giving (the highest form of self-promotion) human being on the planet. So it’s only natural that this book is about the subject he is the master of – Networking.

I had a 12 noon phone interview with Harvey. I dialed the number at 11:59. He picked up the phone and said, “Is this Jeffrey?” Flattery and surprise will get you everywhere.

As we spoke, I realized that Mackay is not only an author of a book about networking, he is a dedicated student of it. He told me of his whirlwind 90-day tour of America to promote his book. Hundreds of TV, radio and media interviews that include magazine covers and major (favorable) newspaper reviews. All this while keeping an eye out for an opportunity to do his real job – sell envelopes.

Mackay is living proof that if you network hard for thirty five years and build pivotal contacts in strategic areas of business, you can become an overnight success. (That’s one of Mackay’s Maxim’s and one of the best parts of Mackay. He lives his maxims.)

One Mackay Maxim defines a “network” as an organized collection of your personal contacts and your personal contacts’ own networks. Networking is finding fast whom you need, to get what you need, in any given situation and helping others do the same.

I asked Harvey to share a few of the hundreds of nuggets and directional beacons from Dig Your Well Before You’re Thirsty. “My pleasure,” he said and I had the feeling he was reaching through the phone.

Here are a few keepers, maxims and ideas designed to broaden your network (and fatten your wallet):

1. People aren’t strangers if you’ve already met them. The trick is to meet them before you need their help.

2. If everyone in your network is the same as you, it’s not a network, it’s an anthill.

3. In networking, you’re only as good as what you give away.

4. Cream doesn’t rise to the top, it works its way up.

The purpose of Dig Your Well Before You’re Thirsty is both business and personal. Mackay challenges that the real people in your network are the ones you can call at 2am when the chips are down or your heart is constricting. He closes that chapter with the Mackay Maxim: 2am is a lousy time to try to make new friends.

Here’s my candid opinion of Dig Your Well Before You’re Thirsty:

The book is loaded with valuable information.

The book is loaded with truth.

The book is loaded with “oh yeah!”

The book makes you think.

The book wakes you up to the opportunities of networking.

The book provides a step-by-step meat and more meat – how-to-network for gold and find it.

The book challenges you to act.

The only thing the book lacks is a spring loaded hammer to hit you over the head.

As you choose among the many books to read that will help you move up the ladder of success, here’s a question to consider as you make a selection. “Would I give this book to my best customer as a gift?” Dig Your Well Before You’re Thirsty reeks with YES!

Mackay Maxim Your network is the best, most empathic, and most credible reflection of your success and your talents.

Gitomer Maxim If you don’t run out and buy Harvey Mackay’s book Dig Your Well Before You’re Thirsty your competition may beat you to it. Big Mistake.

FREE GitBit… Want a few more Mackay gems? A few more thought provoking Mackay Maxims to get you off to a great start (and help you find your way to the bookstore), PLUS the 16 types of people you MUST have in a successful network, are yours for the taking. Just go to www.gitomer.com, click Access GitBit, register and enter the words, I DIG MACKAY in the Search box.