刊首语

亲爱的朋友们，新的一期成功周刊又和大家见面了。我是吴丽雯，成功周刊的编辑。今天在这儿，我代表我们成功俱乐部所有同仁向大家问好。2003年即将过去，新得一年就要走来了，成功的脚步也离我们越来越近。大家准备好了吗，让我们在新的一年一起起跑吧。让我们把握机会，把握现在，把握我们自己的人生。 

前段时间因为飞越太平洋长途旅行，因为工作压力太大，因为背负了太多的叮咛和期望，因为在大洋彼岸有太多难以割舍的牵挂。。。我终于病倒了。忙碌的谭健飞这时撑起了整个家，早上做他的美国股市，下午忙他的华尔街工程，要去幼儿园接不到三岁的小女儿，要陪我到医院打点滴。正当我奇怪他为什么能顶着不生病，他半开玩笑地说：“我的意志告诉我自己，我不能病，不能倒下，这个家需要我，两个小孩需要我，我的华尔街工程那么多学员需要我，每天有那么多的事情，我要不停的提醒自己一定要坚强的挺住。。。”

 前几天，曾看到电视台采访一位事业有成的女子，她坦言到她自己太忙，忙的连两岁女儿喜欢什么都不知道。我不禁对这位名女人嗤之以鼻。连一个连身边最需要爱护的人的爱的给予都那么吝啬的人，还能指望她能给社会多少爱呢，即使她出名了，那也是她太爱她自己，爱自己的名气和地位而已。那么她到底是得到的多，还是失去的更多呢？ 

当圣诞的灯火又闪亮的时候，让我们一起来播种快乐吧，让我们的家人，让我们的朋友，让我们每天看到遇到的每一个人都能感染到我们的快乐。让我们活着的时候就去珍惜我们身边的每一个人吧，去陪伴他们，亲吻他们，拥抱他们，让他们能感觉到你的爱，让他们成为幸福快乐的人。 

又到了圣诞节，转眼就是元旦了，我们的上班族们，是不是应酬又多起来了呢，今天，让我们一起来分享一些小贴士，让我们假期的应酬变得有意义和有收获，让我们成功俱乐部的所有朋友都一起过一个快乐开心的节假日吧，让我们互相祝福每一个人都平安健康快乐。

                        [本期成功周刊为方便英语学习爱好者，我们采用了中、英文对照的格式]

本期赠言

只要拥有平凡的大脑与不平凡的毅力,那么一切便垂手可得. 

                                                    --托马斯.巴克斯顿

With ordinary talent and extraordinary perseverance, all things are attainable.

                                                   --Sir Thomas Buxton

本期文章

                                     利用假期联系客户 

让我们将休假中的不可能变成现实:假期是开发公司市场的滞怠期.但我建议,假期完全可 以变成开发公司市场的最佳时期--如果你的公司从事的是服务行业,那么这段时期更是你发展 业务的最好机会.为什么?因为你开拓市场的最佳策略就是网罗客户,而在假期网罗客户是再自 然不过的事了. 

上周我收的了三分商业聚会的请帖.毫无疑问,在接下来的几周里我会有不小的收获.利用聚会见一见老朋友,客户或是合伙人的确是个好机会,聊一聊过去一年的事情,或是分享未来一年的目标.那么怎样充分利用假期来联络客户呢? 

下面的贴士可以给你些建议 . 

1)接受所有的邀请,至少也是大部分邀请.切记,一次遇到这么多人的机会不会失而复得.

 2)有准备去参加宴会.随身携带大量商业名片和一支笔,以建立可靠的联系为目标.与至 少六个人建立联系.什么是可靠的联系呢?进行十分钟或更厂的深入谈话.

 3)你可以在宴会上与这两种人联系(不,不是喝醉的或没醉的)--你认识的与不认识的.对于那些你认识的人,你可以关切地问一些他们的近况或是这一年的生意做得如何.对于你不认识的,准备好你的＂听觉商标＂--我帮助公司里的个人规划他们的生活,可以使他们的工作更有效 率并且减少压力.先别给自己定论--我是私人组织者. 

4)大部分时间用来询问与倾听,尽量少说话.对于在宴会上网罗客户来说,这是提高效率的秘诀.＂公司运行的怎么样?苹果公司的转变对你们的磋商有和影响?新的一年有何发展计划?最近在寻求那类客户?＂ 

5)制定一个可以一直联系的策略.如果你在宴会上和所有这些人都取得了联系却在此后 不相往来,那又有什么用呢?不要老套的对人家说改天一起吃午饭吧.取而代之,可以适时地说＂ 有些是你可能会感兴趣,我在为专门向管理这发行的季刊写简讯.如果您可以给我您的名片,我 可以将您的名字列入其中.＂ 

6)如果可以的话,完成宴会的后续工作.我个人认为客套话是多余的,"很高兴在宴会上见 到您,诸如此类的废话 .'但可以展开一些可以进一步交流的话题,在几天之后给他们打电话并 且有明确的目的.＂爱丽斯,宴会时你提到预算内完成计划有些困难,我的想法可能会对你有些 帮助。 

7)要有开放的思想．如果在恰当的时间，恰当的地点，你可能会建立一些有益的商业联 系，如果没有很快得到回应，至少你也为将来的生意往来做了铺垫． 　　

8)别吃的太多．即使你知道，我还是忍不住要说．
   

(英文原文)

         Let's put one myth to rest forever: The holidays are a bad time to market your business. I suggest that the holidays are the BEST time to market your business - especially if you're a service business owner. Why? Because your best overall marketing tactic is networking, and networking is a natural over the holidays.

In the past week I've gotten three invitations to holiday parties that are business-oriented. No doubt I'll get a few more in the weeks to come. What a great chance to meet old friends,clients and associates, discuss how the year went and share goals for the coming year. So how can you take advantage of holiday networking?

      Here's a few tips.

      1. Accept all invitations. Well, most invitations. Remember that this chance to meet with so many people won't come around again for another year.

2. Go to the party prepared. Bring plenty of business cards and a pen. Make it a goal to make substantial connections with at least half a dozen people. What's a substantial connection? A
one-on-one talk that's ten minutes or more.

3. There are two types of people you'll connect with at a party (no, not drunk or sober) - people you know and people you don't know. For those you know, ask sincerely how they are and how business has been this year. For those you don't know, be prepared with your "Audio Logo," - "I help individuals in
companies get more organized so that they're more productive and less stressed." Don't label yourself - "I'm a personal organizer."

4. Spend more time asking questions and listening than talking. This is really THE KEY to effective networking at parties. "How has business been going? How have the changes at Apple Computer
affected your consulting? What are your plans for growth in the New Year? What kinds of clients are you looking for these days?"

5. Have a strategy for staying in touch. What good does it do if you connect with all these people and they don't hear from you again? Don't fall into the rut of suggesting you should get together for lunch sometime. Instead, if appropriate say, "You know, I have something I think you'd enjoy receiving. I'm doing a new newsletter every quarter on HR issues for managers. If you give me your card, I'll put you on my list."

6. Follow-up after the party, if appropriate. Personally I think thank-you notes are a little much. "Great seeing you at the party... blah, blah... .) But if some topics come up that indicated there was a reason to talk further, give them a call in a few days with a very specific purpose: "Alice, at the party
you talked about some of the challenges in getting projects completed within budget. I have some ideas that you might find useful... ."

7. Keep an open mind. If you're in the right place at the right time, you could make some very profitable business connections. If nothing happens right away, at least you've sowed some seeds
for the future.

8. Don't drink or eat too much. Well you knew that already, but I couldn't resist. Merry Christmas.

一只小鸟飞往南方去过冬，天气实在太冷了，这只小鸟被冻僵了。掉到了一块田地里。当它僵硬地躺在那里，一头牛走了过来，拉了一堆牛粪在它身上。冻僵的小鸟躺在这堆牛 粪里，便开始有了意识，渐渐的意识到躺在那里有多暖和。这堆牛粪的确令它苏醒过来，它躺 在上面又暖和又快乐，一会儿便欢乐的唱起歌来。

一只路过的猫听到鸟的歌声便过来探个究竟，寻声而来，猫发现了在这堆牛粪下的小鸟， 便很快将它挖出来吃掉了。

 管理经验：

1）不是所有说你坏话的人都是你的敌人。（不是所有往你身上拉牛粪的人都是你的敌人） 

2）不是所有帮你解围的人都是你的朋友。（不是所有将你从牛粪里拉出来的人都是你的朋友 ） 

3）在你还没有完全摆脱困境时，别得意忘形。（当你还没有从粪堆里出来时，把嘴闭上）

(英文原文)

     little bird was flying south for the winter. It was so cold,the bird froze and fell to the ground in a large field.While it was lying there, a cow came by and dropped some dung on it. As the frozen bird lay there in the pile of cow dung, it
began to realize how warm it was. The dung was actually thawing him out! 

He lay there all warm and happy and soon began to sing A passing cat heard the bird singing and came to investigate.Following the sound, the cat discovered the bird under the pile of cow dung and promptly dug him out and ate him!
   

Management Lessons:

1) Not everyone who drops dung on you is your enemy.

2) Not everyone who gets you out of dung is your friend.

3) And when you're in deep dung, keep your mouth shut.

[总编：吴丽雯  本期编辑：孙若缨  翻译：一乔  供稿：健飞  版面设计：孙若缨 ]
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