MAKE YOUR CONTACTS COUNT: NETWORKING KNOW-HOW FOR CASH, CLIENTS, AND CAREER SUCCESS
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| TITLE : MAKE YOUR CONTACTS COUNT: NETWORKING KNOW-HOW FOR CASH, CLIENTS, AND CAREER SUCCESS |
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PART ONE HOW'S YOUR NETWORKING KNOW-HOW? 1 1 ASSESS YOUR MASTERY 3 Instructions 3 Observing the "Netiquette" 4 Assessing Your Comfort Level 6 Being Strategic 8 Meeting People 9 Using Networking Organizations 11 Making the Most of Events 12 Achieving Bottom-Line Results 13 Following Up 15 Check Your Results 16 Next Steps 16 PART TWO WHY - AND HOW - CONTACTS COUNT 17 2 UNMUDDLE YOUR MINDSET 19 The 10 Biggest Misconceptions About Networking 19 Came 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 3 CUSTOMIZE YOUR NETWORK 29 Put Yourself in Charge 29 Link Up One-to-one 30 Choose Groups Strategically 31 Pinpoint Your Arenas 36 Size Your Network to Fit Your Needs 39 Access Anybody 39 4 MOVE THROUGH THE SIX STAGES 41 The Next Move is Up to You 45 Rate Your Relationships 46 5 TEACH TRUST 49 Move From Taking to Trusting 50 Teach That You Can Be Trusted 52 The Trust Matrix 54 Avoid MAnipulation 56 PART THREE HONE YOUR MARKETING KNOW-HOW 57 6 PRESENT YOURSELF 59 Enter Enthusiastically 59 Engage Your Partner 60 Consider Closeness 62 Watch What You Put in Your Mouth 62 Treat Touch as Taboo 63 Forgo Flirting 63 Exchange Cards Effectively 64 Join Groups Comfortably 66 7 BE VISIBLE 69 Shelve Your Shyness 69 Raise Your Profile 71 10 Ways to Stand Out in a Crowd 72 Be Memorable 74 8 LISTEN GENEROUSLY 79 Exercise Your Ears 79 Think EARS 80 The Benefits of Being Quiet 80 Take Turns 82 Be Seriously Curious 85 9 AVOID THE TOP 20 TURN-OFFS 91 PART FOUR : MASTER THE MILLION-DOLLAR MOMENTS 97 10 "WHO ARE YOU?" 99 Understand What Usually Happens 99 Learn Names 100 Teach Your Name 101 Try These 20 Tips 103 Break Up Bunches of Introductions 105 Deal Skillfully with Forgotten Names 106 Yes, Mind Your Manners 107 11 "WHAT DO YOU DO?" 109 Understand What Usually Happens 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 12 "WHAT ARE WE GOING TO TALK ABOUT?" 117 Listen For Your Cue 117 Use Success Stories to Tell What's 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 Go Public with Your Agenda 129 Exchange Something 131 13 END WITH THE FUTURE IN MIND 133 Prepare for the Next Time 133 Listen for the Bell 134 Center on Your Agenda 134 Ask Your Partner for a Referral 135 Take Your Partner Along with You 135 Introduce Your Partner 136 Play Concentration 136 Sum Up and Appreciate 136 Explain the Next Steps 137 Shake Hands and Leave 138 A Ritual for Leave Taking 138 Do You Have Questions? 139 Do Something With Those Cards 140 Take the Time to Keep in Touch 141 14 FOLLOW UP EFFECTIVELY 143 The Problem with Follow-Up 144 Pave the Way 145 Pay Your Way 145 Reasons to Reconnect 146 The Five Goals of Follow-Up 147 Tactical Trade-Offs 148 Getting Face-to-Face 148 Using the Media 149 Contacting One Person 150 Reaching Many 151 Spending Time 152 Saving Time 153 Spending Money 154 Saving Money 155 Making Money 156 PART FIVE SCORE WITH THE SUPER SKILLS 157 15 THINK BIG 159 Sets Your Sights High 161 Set Your Goal 162 Plan Your Project 162 16 MAKE THE MOST OF MEMBERSHIPS 169 Tally Your Time and Money 170 Choose Organizations Wisely 170 Make Most of Meetings 172 The Biggest Mistakes Members Make 177 Plan Network-Friendly Meetings 178 Don't Try to Buy a Network 180 17 CONNECT AT CONVENTIONS 181 How to Go to a Convention 181 Don't Wait for the Convetion to Come to You 182 Expand Your Expectations 183 Take Advantage of the Meetings in the Hallway 184 Get Ready, Get set : Before You Go 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 18 PLUG IN TO TECHNOLOGY 197 Know "E-Netiquette" 198 Know Your Technology 199 Up Your Visibility 200 Demonstrate Your Character 202 Get Your Point Across - Efficiently 203 Make Contact 204 PART 6 WIN IN YOUR WORKPLACE 207 19 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 Pair Up with Peers 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 20 REV UP REFERRALS 229 See How They Run 229 Shop Around 232 Check It Out 234 Don't Just Join, Join In 235 Start Small 237 Spice Up Meetings 238 Start Your Own 240 21 MAKE IT RAIN CLIENTS 241 Professionalize Your Practice Development 242 Make Conversations Count 245 What's One Conversation Worth? 247 Create Constellations 248 Cross-Sell Your Clients 250 Make Asking for Referrals a Ritual 250 22 GO SOHO BUT NOT SOLO 253 Conquer the Challenges 254 Link Up Your Life and Your Livelihood 255 23 JUMP-START YOUR JOB HUNT 259 If You're One of the Working Worried 260 If You've Been Laid Off 261 If You Are Reentering the Job Market 267 If You Have Just Graduated 268 If You've Just Been Released From the Military 270 If You Take Early Retirement 271 If You ARe Changing Careers 272 The Top 10 Tactics for Making Career Changes 273 New Job? Ace It! 281 INDEX 283 ABOUT THE AUTHORS 293