The Networking Survival Guide: Get the Success You Want by Tapping Into the People You Know

Diane Darling0-07-142603-5, 0-07-140999-8

The Networking Survival guide is here to help you build your networking skills, gain confidence in your networking abilities, and make good things happen in your business, career, and life. Whether you’re planning a career change, raising funds for a new business venture, adding to your client base, or simply expanding your business contacts, you’ll learn how to make networking your most direct path to success.Nationally recognized networking maestro Diane Darling answers all of your questions, walks you step by step through each phase of the networking process, and helps you find the style and approach that’s right for you. You’ll find plenty of practical tips on how to overcome shyness and proven “scripts” that help you network successfully over the phone, online, on the job, at business events, and on social occasions. You’ll learn how to:* Set your networking goals * Form a strategic plan to reach your goals * Identify and develop potential contacts * Follow up on leads and turn them into opportunities * Make good things happen to your career * Become a resource for fellow networkers”

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Table of contents :
TeamLiB……Page 1
Cover……Page 2
Contents……Page 7
Acknowledgments……Page 11
1 Introduction……Page 13
WHY READ THIS BOOK?……Page 14
REASONS WE NETWORK……Page 16
NETWORKING CAN BE LEARNED……Page 17
BENJAMIN FRANKLIN AND THE INTERNET……Page 19
THE ¡° PRESENT¡±……Page 20
WHY THE OTHER PERSON SHOULD CARE……Page 21
PERSONAL BRAND……Page 22
YOU ARE A CEO……Page 25
2 What Networking Is and What It Isn’t……Page 27
THE DIFFERENCE?……Page 29
DEFINITION OF NETWORKING VERSUS SCHMOOZING……Page 31
TYPES OF NETWORKING……Page 32
STATISTICS……Page 33
3 Getting Started……Page 37
CREATE A PLAN……Page 40
INVENTORY YOUR NETWORKS……Page 42
EVALUATE YOUR NETWORK……Page 48
NETWORKING WITH PRESENT CLIENTS……Page 52
NET VERSUS GROSS……Page 53
HOW TO PRIORITIZE WITH WHOM YOU NETWORK AND WHY……Page 54
WHAT’S THE STATUS OF YOUR “NETBANK”?……Page 57
UNCLUTTER YOUR NETWORK……Page 61
YOUR SUPPORT NETWORKS……Page 65
“WHETHER REPORTS”……Page 81
HOW TO QUALIFY A NETWORKING EVENT……Page 89
NETWORKING SNAPSHOT……Page 90
BUSINESS CARDS……Page 93
PDA-TO BEAM OR NOT TO BEAM……Page 102
NOTEPAD AND PEN……Page 103
BRIEFCASE……Page 104
CELL PHONES, PAGERS, AND OTHER THINGS THAT BEEP……Page 105
BODY LANGUAGE……Page 107
VOICE AND TONE……Page 110
WORDS……Page 112
CONVERSATION STARTERS……Page 113
SOME GUIDELINES FOR GOOD CONVERSATIONS……Page 116
WHEN TO BREAK INTO A CONVERSATION……Page 117
HOW TO TRANSITION A CONVERSATION……Page 118
HOW TO EXIT FROM A CONVERSATION……Page 119
LISTENING SKILLS……Page 120
HOW LONG TO TALK TO SOMEONE……Page 122
DON’T OVERSHAR……Page 123
NETWORKING ON PLANES AND TRAINS……Page 125
NETWORKING AT CONFERENCES AND TRADE SHOWS……Page 127
NETWORKING AT JOB FAIRS……Page 129
NETWORKING AT MEETINGS……Page 132
MANNERS……Page 133
THE RECEPTIONIST OR EXECUTIVE ASSISTANT……Page 135
INTRODUCTIONS……Page 136
OVERNETWORKING……Page 139
PACKING LIST FOR NETWORKING SURVIVAL KIT……Page 143
NAME BADGES OR NAVEL DECORATIONS?……Page 147
HANDSHAKE……Page 148
HOW TO REMEMBER NAMES……Page 152
FOOD AND BEVERAGE……Page 154
AVOID CONVERSATIONS IN PUBLIC PLACES……Page 157
TALK TO PEOPLE WHO ARE ALONE……Page 158
ASK WHAT YOU CAN DO FOR PEOPLE……Page 159
HOW TO RUN A NETWORKING EVENT OR MEETING……Page 160
11 Follow- Up Techniques……Page 163
WHICH METHOD TO USE WHEN……Page 164
IF NOT LUNCH, WHAT TO ASK FOR?……Page 165
THREE STRIKES AND YOU’RE OU……Page 166
PHONE CALLS……Page 167
PHONE……Page 169
EMAIL……Page 176
SNAIL MAIL ( A STAMP CAN MAKE THE DIFFERENCE)……Page 179
MAKE A CALL OR TAKE YOUR CALL a CRUCIAL DIFFERENCE!……Page 181
HOW TO ASK FOR HELP! NETWORKING TO THE EXPONENTIAL POWER……Page 182
13 How to Maintain and Grow Your Network……Page 187
MAINTAIN YOUR NETWORK WITH PRESENT CLIENTS……Page 189
PROFESSIONAL ASSOCIATIONS AND COMMUNITY ORGANIZATIONS……Page 191
PEOPLE WHO MAKE THINGS HAPPEN……Page 192
VOLUNTEERING……Page 194
HOW TO HOLD INTERNAL NETWORKING MEETINGS……Page 195
WRITING AND SPEAKING OPPORTUNITIES……Page 196
JOINING BOARDS……Page 201
CAUSE- RELATED NETWORKING……Page 202
OTHER NETWORKING FORUMS……Page 204
14 Ethics……Page 207
15 What If I Don’t Feel Like Networking?……Page 211
HOW TO PSYCH YOURSELF UP……Page 212
DON¡¯T KNOW WHAT TO SAY……Page 213
WE DON¡¯T WANT TO APPEAR NEEDY……Page 214
FEAR……Page 215
DEALING WITH NERVES……Page 217
I¡¯M NOT SURE IT¡¯S WORTH MY TIME AND EFFORT……Page 219
ARE YOU HESITANT TO DEPLOY YOUR NETWORK?……Page 220
I¡¯M NOT THE NETWORKING TYPE ¡ª I¡¯M SHY!……Page 221
INNER CRITIC……Page 224
DEFINITION OF INSANITY……Page 225
GENDER……Page 227
NETWORKING FACTORS……Page 228
THREE MOST IMPORTANT NETWORKS……Page 230
17 Evil Networks……Page 231
18 Summary……Page 233
Resource Guide: Products, Services,and Tools to Make Networking Easier……Page 235
Notes……Page 243
Bibliography……Page 245
ABOUT THE AUTHOR……Page 258