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| Acknowledgements | |
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| Introduction: Myths, Mysteries, and Misconceptions | |
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| The Networking Mind-Set | |
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| tSocial Capital | |
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| Back to the Future | |
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| Outside the Cave | |
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| Relationships Are | |
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| The Law of Reciprocity | |
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| It's the Law | |
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| The Abundance Mind-Set | |
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| Farming for Referrals | |
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| Drop the Gun, Grab the Plow | |
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| Down on the Farm | |
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| Fishing for Referrals | |
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| A Long and Winding River | |
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| Networking with a Net | |
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| Your Networking Strategy | |
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| Three Essential Questions | |
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| Who Are my Best Prospects? | |
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| Where Can I Meet my Best Prospects? | |
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| Whom, Exactly, Do I Want to Meet? | |
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| The Butterfly Effect | |
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| The Four Streams of Your Networking River | |
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| Casual-Contact Network | |
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| Knowledge Network | |
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| Online Network | |
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| Strong-Contact Group | |
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| Friends on the Big River | |
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| Where Networkers Gather | |
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| Chamber of Commerce (Casual Contact) | |
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| Business Association (Casual or Strong Contact) | |
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| Service Club (Strong Contact) | |
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| Referral Group (Strong Contact) | |
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| Social Network for Business (Online) | |
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| OnLine Networking: Click Here to Connect | |
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| Looking Past the Hype | |
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| Mind the Fundamentals | |
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| Is Face-to-Face Communication Outmoded? | |
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| Connecting with People at Web Speed | |
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| Is Online Networking a Good Fit for You? | |
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| Other Ways to Communicate with Your e-Network | |
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| A Core Strategy That's Worth Knowing | |
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| Developing Your Target Market | |
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| Networking Face to Face | |
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| Joining the Crowd | |
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| The 12 x 12 x 12 Rule | |
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| Look the Part Before Going to the Event | |
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| Make Sure Your Body Language Sends the Right Message | |
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| Get Your Act Together | |
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| Have the First 12 Words Ready to Roll Off Your Tongue | |
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| Where's Your Attention Focused? | |
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| Standout Questions | |
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| Question Time | |
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| The Answers You Want | |
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| Telling Your Company's Story | |
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| Your Unique Selling Proposition | |
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| Briefing Your Messenger | |
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| Getting Specific | |
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| Quantity Is Fine, but Quality Is King | |
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| Making Your Network Work | |
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| How Deep Is Your Network? | |
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| Building Quality Relationships | |
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| Visibility to Credibility to Profitability | |
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| Be Patient | |
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| Gaining Their Confidence | |
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| Getting There | |
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| Staying for the Long Haul | |
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| Leveraging New Contacts | |
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| Getting to the Next Stage | |
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| Sorting Out Who's Who | |
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| Making the Most of Face Time | |
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| The Power of Your Database | |
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| Powering Up Your Database | |
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| Putting Your Database to Work | |
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| The Referral Process | |
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| Your Source Discovers a Referral | |
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| Research the Referral | |
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| Check Back In with Your Referral Source | |
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| Meet with the Referral | |
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| Report Back to Your Source | |
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| Your Source Gets Feedback from the Referral | |
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| Your Source Reports Back to You | |
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| Close the Deal | |
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| Secrets of the Masters | |
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| Becoming the Knowledgeable Expert | |
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| Networking ax Non-Net working Events | |
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| Person to Person | |
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| Ask, "How Can I Help?" | |
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| Be Sincere | |
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| Honor the Event | |
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| Becoming a Referral Gatekeeper | |
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| Guardian at the Gate | |
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| Hub of the Wheel | |
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| Being Your Own Chief Networking Officer | |
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| Attend a Few Networking Events Each Month and Follow Up | |
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| Regularly Touch Base with Past Business Contacts | |
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| Use Cards to Stay in Touch Throughout the Year | |
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| Take Good Care of Your Database | |
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| Always Thank Your Referral Partners | |
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| Creative Rewards | |
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| Is Your Networking Working? | |
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| Top Ten Ways Others Can Promote You | |
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| Ten Levels of Referrals | |
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| The Networking Scorecard | |
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| Send a Thank-You Card | |
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| Send a Gift | |
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| Call a Referral Source | |
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| Arrange a One-to-One Meeting | |
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| Extend an Invitation | |
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| Set Up an Activity | |
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| Offer a Referral | |
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| Send an Article of Interest | |
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| Arrange a Group Activity for Clients | |
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| Nominate a Referral Source | |
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| Display a Source's Brochure | |
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| Include a Source in Your Newsletter | |
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| Arrange a Speaking Engagement | |
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| Invite a Source to Join Your Advisory Board | |
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| Credibility-Enhancing Materials Checklist | |
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| Networking Like a Pro Game Plan | |
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| About the Authors | |
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| Index | |