Networking Like a Pro Turning Contacts into Connections

ISBN-10: 1599183560

ISBN-13: 9781599183565

Edition: 2010

List price: $21.95
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Networking actions that pay off Networking masters Ivan Misner, David Alexander, andBrian Hilliard reveal the science behind the art of networkingand show you how to build long-term relationshipsthat pay off. With this powerful guide, entrepreneurslearn how to use time-tested techniques paired withnew media tools, including blogs, twitter, and social networkingsites, to reach quality prospects, leverage newand current contacts, motivate ongoing referrals andmoreboosting their client base and their bottomline!
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Book details

List price: $21.95
Copyright year: 2010
Publisher: Entrepreneur Media Inc/Entrepreneur Press
Publication date: 1/1/2010
Binding: Paperback
Pages: 256
Size: 6.00" wide x 9.50" long x 0.75" tall
Weight: 1.034
Language: English

Dr. Ivan Misner is the Founder and Chairman of BNI, the world's largest business networking organization. He has written fifteen books including three "New York Times "bestsellers. Hazel M. Walker is the Executive Director of the Central Indiana Region of Business Network International (BNI) and an international speaker. Frank J. De Raffele Jr. is the Founder/President of Entrepreneurial Excellence Worldwide, Inc., an international personal and professional development firm, as well as the Founder/Executive Director of Business Network International (BNI) of Hudson Valley.

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