Make your contacts count networking know-how for business and career success
(eBook)

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.