Make your contacts count networking know-how for business and career success /
| Main Author: | |
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| Corporate Author: | |
| Other Authors: | |
| Format: | Electronic eBook |
| Language: | English |
| Published: |
New York :
AMACOM,
c2007.
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| Edition: | 2nd ed. |
| Subjects: | |
| Online Access: | Click to View |
Table of Contents:
- Preface. Get ready for state-of-the-art networking
- The time is right
- Are you ready?
- The contacts count networking system
- pt. I. Survey your skills and mindset
- 1. Assess your skills
- Instructions
- Observing the "netiquette"
- Assessing your comfort level
- Being strategic
- Meeting people
- Using networking organizations
- Making the most of events
- Achieving bottom-line results
- Following through
- Check your results
- Next steps
- 2. Change your mindset
- Come in from the cold
- The ten biggest misconceptions about networking
- Ten turnoffs in the language of networking
- You say you're shy?
- Catch your critic
- Convert your critic into your coach
- Believe the best about yourself and others
- Bonus : know your style
- pt. II. Set your strategy
- 3. Teach trust
- Move from taking to trusting
- Teach that you can be trusted
- The trust matrix
- Avoid manipulation
- 4. Develop your relationships
- Move through the six stages
- The next move is up to you
- Rate your relationships
- Have questions about the A's?
- 5. Go with your goals
- Size your project to match your goal
- Check out your choices
- Assess your network
- Plan your strategic positioning project
- Bonus : get off to a good start
- pt. III. Sharpen your skills
- 6. Know the "netiquette"
- Enter enthusiastically
- Brighten up your body language
- ENGAGE your partner
- Tune up your tone of voice
- Consider closeness
- Watch what you put in your mouth
- Treat touching as taboo
- Forego flirting
- Pay your way
- Exchange business cards effectively
- Join groups comfortably
- Bonus : ten tips on the nuances of "netiquette"
- 7. Avoid the top twenty turn-offs
- 8. "Who are you?"
- Why remembering names is hard
- Learn someone's name
- Teach your name
- Try these twenty tips
- Break up bunches of introductions
- Deal skillfully with forgotten names
- Give yourself a tagline
- Yes, mind your manners
- The introduction rule : FIRST IS FOREMOST
- 9. "What do you do?"
- Why most answers bomb
- Make the right things happen
- Give it your BEST
- Be interesting
- Try these tips
- Read these frequently asked questions
- 10. "What are we going to talk about?"
- Listen for your cue
- Use success stories to tell what's new
- Figure out your agenda
- Begin with the right side
- What do you have to give?
- What do you want to get?
- Give and get with ease
- Practice agenda-making
- Go Public with your agenda
- Exchange something
- 11. Make conversation flow
- Listen generously
- Use your EARS
- How listening generously pays off
- Be seriously curious
- Tell success stories
- Construct your story carefully
- Sample these stories
- People want to know...
- 12. End with the future in mind
- Prepare for the next time
- Listen for the bell
- Eight ways to leave
- A ritual for leave-taking
- Do you have questions?
- 13. Follow through
- Focus on follow through
- Figure out your reasons to reconnect
- Face your fears
- Fill in the blanks on your calendar
- The five goals of follow through
- Freshen up your relationships
- Find the way
- Bonus : five more ingenious ways to fit in follow through
- pt. IV. Select your settings
- 14. Network at work
- Got the right word?
- Bank on the benefits
- Ten ways to get on board quickly
- Assess your corporate culture
- How strong is your inside network?
- Map out a plan
- Pair up with peers
- Avoid erroneous assumptions
- Overcome the barriers
- Bonus : after organizational earthquakes, rebuild your network
- 15. Make it rain clients
- What people think
- Professionalize your practice development
- Make conversations count
- What's one conversation worth?
- Create constellations
- Cross-sell your clients
- Make asking for referrals a ritual
- 16. (Net)work from home
- Tune in to the trends
- Conquer the challenges
- Link up your life and your livelihood
- Bonus : create a constellation
- 17. Make the most of your memberships
- Size your network to fit your needs
- Link up one-on-one
- Access anybody
- Join groups
- Choose groups strategically
- Understand the hierarchy
- Know the group before you join
- Orchestrate who knows you
- The twelve biggest mistakes members make
- Jump right in
- 18. Rev up referral groups
- See how they run
- Shop around
- Check it out
- Don't just join, join in
- Start small
- Spice up the meetings
- Start your own
- 19. Connect at conventions
- Expand your expectations
- Get ready, get set : before you go
- Show up at the conference
- Follow up after you get home
- Later on, get re-inspired
- Bonus : plan meetings that get people talking
- 20. Jump-start your job hunt
- Use the contacts count networking system
- Twenty-five tactics to find a job fast
- Bonus : manage your strategy support group.