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Network Like You Mean It: The Definitive Handbook for Business and Personal Networking

Book Description

A thoroughly comprehensive toolkit to help you develop all the networking skills you want to know, practice, and utilize. The art of effective networking is absolutely vital to building solid business relationships and to finding, growing, and keeping your business and enhancing your life.

You will find the answers to important networking questions and topics, with advice on how to achieve your goals within each, such as: How do I start a conversation with someone I find intimidating? How do I ask tough questions tactfully? How do I start and exit a conversation at internal and external business events? How do I “network” with someone I may not like, but who is key in the department or industry? What are some of the topics to avoid? What are examples of great opening lines, icebreakers, and small talk when I’m networking? How do I follow-up? How do I establish and create advocates and referral opportunities? How do I know when I’m networking? Where can I find a systematic approach to networking? How can I keep all of my contacts organized and easy to reach? How can I continue to find, keep, and grow my business all the time? How do I develop my own "self-brand"?

You can read the whole book or pick and choose topics as you need them as a lifelong reference. As Andrea says: "You already have the tools inside you — it’s just a matter of developing a system and sticking to it."

Table of Contents

  1. About This eBook
  2. Title Page
  3. Copyright Page
  4. Dedication Page
  5. Contents
  6. Acknowledgments
  7. About the Author
  8. Introduction
  9. Part 1: Find (Meeting People)
    1. 1. Who Do You Know?
      1. People You Need in Your Network
      2. Exercise: Who’s in Your Current Network?
    2. 2. Where to Meet People
      1. Events and Organizations
      2. Service Groups
      3. Special-Interest Groups and Activities
      4. It’s Not Just About the Event—Get Involved
      5. Developing a Niche as You Network
      6. Exercise: Where Can I Meet People?
    3. 3. Techniques for a Successful Networking Event
      1. Give Yourself Permission
      2. Preparation—Before the Event
      3. Take Your Toolkits, Intangible and Tangible
      4. Have an Opening Line
      5. Have a List of “Get to Know You” Questions
      6. Develop a List of Idea-Generator Topics (Small Talk)
      7. Prepare a 30-Second Introduction About Yourself
      8. How to Test Your Personal Infomercial
      9. Set a Goal for Every Event or Meeting You Attend
      10. Arrival: Take a Deep Breath
      11. Introduce Yourself to the Host
      12. Get in Line
      13. Dive into a Group
      14. Start a Conversation with Your Dinner Partner
      15. During the Event, Make a Connection and a Plan to Follow Up
      16. Listen and Learn
      17. Find Out Preferred Ways to Stay in Touch
      18. Have an Exit Strategy
      19. Exercise 1: Setting Goals
      20. Exercise 2: Meeting People in Line
      21. Exercise 3: Use Your 30-Second Introduction in Different Situations
      22. Exercise 4: Opening Lines
    4. Appendix
      1. Before You Go
      2. At the Event
      3. After the Event: Your Follow-up Action Plan
  10. Part 2: Grow (Building on Your Strengths)
    1. 4. Listening and Learning
      1. The Golden Rule of Listening
      2. Communication Skills for the Effective Networker
      3. Interact with Ease
      4. Exercise 1: How Do You Communicate?
      5. Exercise 2: Complimenting Others
      6. Exercise 3: How Well Are You Listening?
      7. Exercise 4: Characteristics of Best Practices of Great Networkers
      8. Exercise 5: Are You Effective?
    2. 5. What Is Your Communication Style?
      1. Communication Styles and Personality Types
      2. Men and Women: Do We Network Differently?
      3. Tying It All Together
      4. Exercise 1: Networking with Someone Whose Natural Communication Style Differs from Yours
      5. Exercise 2: Networking with Each Communication Style
    3. 6. Your Best Foot Forward
      1. Marketing Yourself
      2. Your Personal Brand
      3. Create Alliances
      4. Become a Resource for Others
      5. Personal Power
      6. First Impressions Count: Appearance
      7. Exercise: Did You Make the Connection?
    4. 7. Networking Etiquette
      1. Common Networking Situations and Rules of Etiquette
      2. Making Introductions
      3. Email Etiquette
      4. Telephone Etiquette
      5. Non–networking Events Etiquette
      6. Never Keep a Scorecard
      7. Social Media Netiquette
      8. Networking “Are We There Yet?”
      9. Exercise: Self-Evaluation for Your Best Networking Traits
    5. 8. The Introvert’s Networking Advantage: The Quiet Way to Success
      1. A Quiet Networker’s Success Story
      2. The Introvert’s Business Advantage
      3. Growing Your Introverted Networking Skills
      4. Creating an Introvert-Friendly Networking Plan
      5. Recharging for Introverts
      6. Quiet, Yet Quite Successful
      7. Exercise: Networking Self-Test for Introverts
    6. 9. Follow-up: A Road Map for Growth
      1. “Must-Do’s” After a Meeting
      2. Thank You Notes
      3. My Thank You Chain
      4. Building Trust
      5. Exercise 1: Eight Ways to Say “Thank You”
      6. Exercise 2: Other Notes
      7. Exercise 3: Who Will You Help?
    7. Appendix
      1. Characteristics of a Good Listener
      2. Bad Habits of Listening
      3. Some Helpful Listening Tips
  11. Part 3: Keep (Maintaining Your Hard-Earned Relationships)
    1. 10. Stay in Touch
      1. Ways to Stay on Your Contacts’ Radar Screen
      2. Share Your Expertise
      3. Setting Up and Managing Your Contact Database
      4. On the Road
      5. A Game Plan to Stay in Touch
      6. Exercise 1: The Power of Three (or Nine)
      7. Exercise 2: Strengthening Your Network
    2. 11. Creating Advocates
      1. Identifying Potential Advocates
      2. Building Your Referral Pipeline
      3. Networking Across Generations
      4. Creating Rainmakers in Your Business
      5. Grow and Keep the Business You Have
      6. Exercise: Who Are Your Advocates?
    3. 12. Today, Tomorrow, and Your Future
      1. One Final Story: How Networking Has Changed My Life
      2. Exercise 1: What Do You Think Now?
      3. Exercise 2: Know Yourself
      4. Exercise 3: Do It Today
      5. Exercise 4: Networking Action Plan
    4. Appendix
      1. Client Profile Template
      2. 52 Nonstop Networking Tips (Practice over Time)
      3. ABC’s of Life Networking
  12. Index