Make Your Contacts Count: Networking Know-how for Business and Career Success"Setting up a network of contacts is the single most important thing people can do to protect and advance their careers. All businesspeople, no matter what they do for a living, can use networking know-how to reach their goals, and this book is the best place to start. Filled with quizzes, checklists, and sample conversations, the book opens with a Strategic Networking Activities self-assessment test and lets readers chart their increasing skills as they master the strategies needed to effectively build business relationships.
Readers will learn how to avoid the Top 20 Networking Turn-offs, create a workplace contact map, and build strategic alliances. In addition, they'll master the Six Stages of Networking, as well as how to make the most of corporate events and memberships. By the time readers are done, not only will they be able to meet people more easily, but they'll also know how to remember their new contacts' names and follow up effectively! This book is the blueprint to follow for anyone trying to position themselves for career advancement or sales success." |
Contents
Hows Your Networking KnowHow? | 1 |
Assess Your Mastery | 3 |
Observing the Netiquette | 4 |
Assessing Your Comfort Level | 6 |
Being Strategic | 8 |
I | 9 |
Meeting People | 10 |
Using Networking Organizations | 11 |
The Problem with FollowUp | 144 |
Pave the Way | 145 |
Reasons to Reconnect | 146 |
The Five Goals of FollowUp | 147 |
Tactical TradeOffs | 148 |
Using the Media | 149 |
Contacting One Person | 150 |
Reaching Many | 151 |
Making the Most of Events | 12 |
Achieving BottomLine Results | 13 |
Following Up | 15 |
Check Your Results | 16 |
Whyand HowContacts Count | 17 |
Unmuddle Your Mindset | 19 |
Come In from the Cold | 22 |
Believe the Best About Yourself and Others | 23 |
Catch Your Critic | 24 |
Notice How Your Critic Sabotages You | 25 |
Convert Your Critic Into Your Coach | 26 |
Customize Your Network | 29 |
Link Up OneonOne | 30 |
Choose Groups Strategically | 31 |
Pinpoint Your Arenas | 36 |
Size Your Network to Fit Your Needs | 39 |
Move Through the Six Stages | 41 |
The Next Move Is Up to You | 45 |
Rate Your Relationships | 46 |
Teach Trust | 49 |
Move from Taking to Trusting | 50 |
Teach That You Can Be Trusted | 52 |
The Trust Matrix | 54 |
Avoid Manipulation | 56 |
Hone Your Networking KnowHow | 57 |
Present Yourself | 59 |
Engage Your Partner | 60 |
Consider Closeness | 62 |
Treat Touching as Taboo | 63 |
Exchange Cards Effectively | 64 |
Join Groups Comfortably | 66 |
Be Visible | 69 |
Raise Your Profile | 71 |
Ten Ways to Stand Out in a Crowd | 72 |
yourself to the Be Memorable | 74 |
Listen Generously | 79 |
Think EARS | 80 |
Take Turns | 82 |
Be Seriously Curious | 85 |
Avoid the Top Twenty Turnoffs | 91 |
Master the MillionDollar Moments | 97 |
Who Are You? | 99 |
Learn Names | 100 |
Teach Your Name | 101 |
Try These Twenty Tips | 103 |
Break Up Bunches of Introductions | 105 |
Deal Skillfully with Forgotten Names | 106 |
Yes Mind Your Manners | 107 |
What Do You Do? | 109 |
Make the Right Things Happen | 110 |
Give It Your Best | 111 |
Be Interesting | 112 |
Try These Tips | 113 |
Read These Frequently Asked Questions | 114 |
What Are We Going to Talk About? | 117 |
Use Success Stories to Tell Whats New | 118 |
Figure Out Your Agenda | 121 |
Begin with the Right Side | 122 |
What Do You Have to Give? | 123 |
What Do You Want to Get? | 126 |
Give and Get with Ease | 127 |
Practice Agenda Making | 129 |
Exchange Something | 131 |
End with the Future in Mind | 133 |
Listen for the Bell | 134 |
Ask Your Partner for a Referral | 135 |
Introduce Your Partner | 136 |
Explain the Next Steps | 137 |
Shake Hands and Leave | 138 |
Do You Have Questions? | 139 |
Do Something with Those Cards | 140 |
Take the Time to Keep in Touch | 141 |
Follow Up Effectively | 143 |
Spending Time | 152 |
Saving Time | 153 |
Spending Money | 154 |
Saving Money | 155 |
Making Money | 156 |
Score with the Super Skills | 157 |
Think Big | 159 |
Set Your Sights High | 161 |
Set Your Goal | 162 |
Make the Most of Memberships | 169 |
Tally Your Time and Money | 170 |
Make the Most of the Meetings | 172 |
The Biggest Mistakes Members Make | 177 |
Plan NetworkFriendly Meetings | 178 |
Dont Try to Buy a Network | 180 |
Connect at Conventions | 181 |
Dont Wait for the Convention to Come to You | 182 |
Expand Your Expectations | 183 |
Take Advantage of the Meetings in the Hallway | 184 |
Show Up at the Conference | 189 |
Follow Up After You Get Home | 192 |
Later On Get Reinspired | 193 |
Plan Meetings That Get People Talking | 194 |
Plug In to Technology | 197 |
Know ENetiquette | 198 |
Know Your Technology | 199 |
Up Your Visibility | 200 |
Demonstrate Your Character | 202 |
Get Your Point AcrossEfficiently | 203 |
Make Contact | 204 |
Win in Your Workplace | 207 |
Network Inside | 209 |
Why Network at Work? | 210 |
Assess Your Corporate Culture | 214 |
How Strong Is Your Inside Network? | 216 |
Map Out a Plan | 217 |
Put It in Your Planner | 220 |
Understand Power | 221 |
Stay in Touch with Subordinates | 222 |
Score with Superiors | 224 |
Be Aboveboard | 225 |
After Organizational Earthquakes Rebuild Your Network | 226 |
Avoid Erroneous Assumptions | 227 |
Rev Up Referrals | 229 |
Shop Around | 232 |
Check It Out | 234 |
Dont Just Join Join In | 235 |
Start Small | 237 |
Spice Up the Meetings | 238 |
Start Your Own | 240 |
Make It Rain Clients | 241 |
Professionalize Your Practice Development | 242 |
Make Conversations Count | 245 |
Whats One Conversation Worth? | 247 |
Create Constellations | 248 |
CrossSell Your Clients | 250 |
Go SOHO but Not Solo | 253 |
Conquer the Challenges | 254 |
Link Up Your Life and Your Livelihood | 255 |
JumpStart Your Job Junt | 259 |
If Youre One of the Working Worried | 260 |
If Youve Been Laid Off | 261 |
If You Are Reentering the Job Market | 267 |
If You Have Just Graduated | 268 |
If Youve Just Been Released from the Military | 270 |
If You Take Early Retirement | 271 |
If You Are Changing Careers | 272 |
The Top Ten Tactics for Making Career Changes | 273 |
New Job? Ace It | 281 |
283 | |
About the Authors | 293 |