The most valuable card in your wallet

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By Harvey Mackay

When Ben Franklin founded the first public lending library in America in 1731, he probably had no idea what he would inspire.  There is no better bargain than a library card, and what better time to sign up for one than September — library card sign-up month.

Studies show that children who use the library tend to perform better in school.  They are also more likely to continue learning and exploring throughout their lives.

If you don’t use the library for business, now is a good time to start.  We can obtain a high percentage of the information we need via search engines using our home or work computers.  But there are a lot of hidden business jewels available at your local library, and many of them can be accessed online.

The average small business or job seeker is penalized by having limited research capability.  Big companies with big budgets pay for expensive databases.  With a mouse click, they can instantly access company data, sort through research reports, and locate current and archived newspaper and trade journal articles.  Small companies and individuals who can’t afford premium access are left out.  Unless they have a local library card.

Most libraries pay for premium subscription databases that you can use for free.  Want to use Dun and Bradstreet, Reference USA, and/or Hoovers to research companies, competitors, and build lead lists?  There’s a good chance your library subscribes to a company search database.  Want to see if the company where you’re making your next sales call or job interview has been featured in an article?  How about if the person you’re meeting with has been cited as an expert in an industry trade journal?  The library most likely has the information.

"Your library is an incredible source of business content," says Sam Richter, award-winning business author, sales training expert, and founder of the Know More! business improvement program.  "Even better, you can access most of these databases at no charge via your home or office computer, as long as you have a library card."

Find the best online business information sources including your library’s website at Sam’s free Know More! Center, www.samrichter.com.  Once on your library’s site, choose a database, enter your library card number, and you’re accessing many of the same high-end information resources that would normally cost you tens of thousands of dollars.

Every time I speak to corporate America I say there is no such thing as a cold call at MackayMitchell Envelope Company.  If you use the tools available to you through the Know More! Center and your public library, you can gather the information you need to make "warm calls" where you’re prepared.

For example, when you have a business meeting or job interview and don’t know much about the company, Sam advises that you use a newspaper or trade journal database to see if an article has been written about the firm.  There, you’ll find information that is not necessarily on the company’s website including revenue and employee figures.  Oftentimes executives are interviewed where they talk about the company’s direction, future products and more.  Also make sure to research the company’s industry and learn industry trends.  Reference this information in your meeting, share data, and discuss how you have helped companies facing similar challenges.

With the amount of information available online today, there is absolutely no excuse for not knowing something about the company and person you’re meeting with before you meet or call.  Remember that the person you’re meeting with — regardless of how nice — is not rewarded for caring about you.  What they do care about is knowing if you can help them achieve their goals.  Do your homework and you’ll establish your credibility … You’ll differentiate yourself.  You’ll be able to ask intelligent questions that solicit meaningful dialogue.  And you’ll be able to share relevant stories.

And as you know, a library card is still great for checking out books!  Haven’t read any good books lately?  There’s no time like the present to start.  I love the convenience of my Kindle, but the feel of a real book in my hands is unmatched.  You can even check out an audiobook for your commute.

Book club guidance, computer classes, periodicals, story time for the kids — all through the doors of your library.  And one of the most amazing features I like best:  live technical help when I need it!  Your library card is your ticket to the past and to the future.

Mackay’s Moral: The library is a truly amazing resource — check it out!

 
 
 
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