xvi, 255 pages : illustrations ; 23 cm
Formatted Contents Note
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.