Walking through the airport one day, our editor spotted a book called Time Management For Dummies, and could not put it down. It wasn’t just Jeffrey Mayer’s effective method for getting organized–it was also his frequent hints about networking! Emily Brunson spoke with Mr. Mayer, asking for a few specific tips for singers.
CS: What if you don’t feel confident approaching someone to network?
JM: Networking is not about confidence; it takes courage.You know how I was first published? I went to the bookstore, looked for the publishers of books in the same general area as my own, read through acknowledgements to see who the authors thanked, and wrote down the names. I called those publishers, and put the information they gave me on 3×5 index cards (this was 1988-1989, so computers weren’t as common a part of people’s home business at that point). [Ed.: Mr. Mayer now uses a computer program called ACT! to keep in touch with his contacts. See note below.] I found a few people who would actually talk, so I made my pitch, sent out proposals–and of course I was rejected.
But you have to make sure you’re being rejected by the right people. Find your market! One day I managed to get an editor on the phone. I had 45-60 seconds to make my proposal, but then he wanted to see sample chapters–and finally offered me a contract and an advance.
CS: Business cards seem to be the networker’s tool, but what do you really do with them?
JM: The key to networking is getting your contact’s business card, not leaving yours–because you’re the one who will have to make the contact later. Don’t expect them to do anything with your card. It’s up to you!
Call! It does take courage–but the worst thing that can happen is that they will hang up, and that’s most likely not going to happen.
CS: How can someone on a lower level of any industry approach someone on a higher level?
JM: Here’s the bottom line. Do you like pleasing habits, or pleasing results? Do you want to be comfortable, or do you want to be successful? It isn’t just about art. It’s business, too. Do what you need to do to get the job done. What’s your burning desire? Once you know that, you need a plan–what do you do next? If you don’t have the roadmap, you’re not going anyplace!
CS: Why didn’t you focus on getting an agent at first?
JM: They say you can’t publish a book unless you’re already an author. They also say you can’t get a contract without an agent. I had neither–I did it myself. Nobody sells you better than you, period. If you want work you have to go out and find it.
Jeffrey Mayer’s Time Management for Dummies is an invaluable book for learning not only how to stay organized, but to keep up on contacts so they turn into jobs. The method is explained for those who prefer using a simple pad of paper, a day planner, or a computer program, such as Symantec’s ACT!
