Networking Like a Pro
Turning Contacts into Connections
Published on 14. November 2017
290 pages
978-1-61308-358-1 (ISBN)
Description
Grow Your Business with the Right Connections
It's easy to feel like networking is a waste of time, energy, or money?but that just means you're doing it wrong. In this new edition of Networking Like a Pro, networking experts Dr. Ivan Misner and Brian Hilliard reveal key networking techniques to help you grow your business.
In this comprehensive guide, you'll discover strategies that go beyond collecting business cards and turn networking into a profitable resource for your business. Dive into this book and discover how the most successful networkers leverage their brand, expertise, and customers to achieve greatness in life.
You'll learn how to:
It's easy to feel like networking is a waste of time, energy, or money?but that just means you're doing it wrong. In this new edition of Networking Like a Pro, networking experts Dr. Ivan Misner and Brian Hilliard reveal key networking techniques to help you grow your business.
In this comprehensive guide, you'll discover strategies that go beyond collecting business cards and turn networking into a profitable resource for your business. Dive into this book and discover how the most successful networkers leverage their brand, expertise, and customers to achieve greatness in life.
You'll learn how to:
- Attract the right people with a carefully crafted Unique Selling Proposition
- Gain your most valuable customers with referrals from networking partners
- Make your best first impression with the 12 x 12 x 12 Rule
- Choose networking events and activities that best fit your needs
- Build and expand your network with a calculated follow-up strategy
- Avoid behaviors that damage your reputation and push potential partners away
More details
Other editions
Additional editions
Book
11/2017
2nd Edition
Entrepreneur Press
€23.00
Shipment within 3-4 weeks
Persons
Dr. Ivan Misner is the Founder & Chief Visionary Officer of BNI, the world's largest business networking organization. Founded in 1985 the organization now has over 10,000 chapters throughout every populated continent of the world. Each year, BNI members pass millions of referrals generating billions of U.S. dollars in business for the members each year.
Dr. Misner's Ph.D. is from the University of Southern California. He is a New York Times Bestselling author who has written 27 books including one of his latest books ? Who's in Your Room? He is the recipient of the John C. Maxwell Transformational Leadership Award and is also a columnist for Entrepreneur.com. He has been a university professor as well as a member of the Board of Trustees for the University of La Verne. In addition, he has been featured in the L.A. Times, Wall Street Journal, and New York Times, as well as numerous TV and radio shows including CNN, the BBC, and The Today Show on NBC.
Brian Hilliard is the author of 7 books and a frequent public speaker on topics of networking, marketing, leadership and high performance success.
Dr. Misner's Ph.D. is from the University of Southern California. He is a New York Times Bestselling author who has written 27 books including one of his latest books ? Who's in Your Room? He is the recipient of the John C. Maxwell Transformational Leadership Award and is also a columnist for Entrepreneur.com. He has been a university professor as well as a member of the Board of Trustees for the University of La Verne. In addition, he has been featured in the L.A. Times, Wall Street Journal, and New York Times, as well as numerous TV and radio shows including CNN, the BBC, and The Today Show on NBC.
Brian Hilliard is the author of 7 books and a frequent public speaker on topics of networking, marketing, leadership and high performance success.
Content
- Intro
- Title Page
- Copyright
- Contents
- Acknowledgments
- Introduction: Debunking the Bunk
- Debunking the Bunk
- Wave of the Future
- Part I: Mindset
- Chapter 1: Why Is Networking Not Taught in Schools?
- Chapter 2: Networking Disconnect-Four Ways to Avoid It
- The Great Disconnect
- Chapter 3: Social Capital
- Back to the Future
- Outside the Cave
- Relationships Are Currency
- Chapter 4: The Law of Reciprocity
- It's the Law
- The Abundance Mindset
- Chapter 5: Farming for Referrals
- Drop the Gun, Grab the Plow
- Down on the Farm
- Chapter 6: How Diverse Is Your Network?
- Have a Diverse Network
- The Bottom Line
- Chapter 7: The Butterfly Effect
- Chapter 8: Do Referrals Happen by Accident?
- Part II: Your Networking Strategy
- Chapter 9: Your Network Should Be Both Wide and Deep
- Make Contacts That Count
- Make It Personal
- The GAINS Profile
- Chapter 10: Building Quality Relationships Through the VCP Process
- Visibility to Credibility to Profitability
- Be Patient
- Chapter 11: Where Networkers Gather
- Five Types of Business Networking Organizations
- Choosing the Networks That Are the Best for You
- Chapter 12: 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
- Where Social and Face-to-Face Networking Meet
- Determining Your Online Networking Strategy
- Other Ways to Communicate Online
- A Core Strategy That's Worth Knowing
- Chapter 13: Developing Your Target Market
- Spheres of Influence
- Part III: Networking Face to Face
- Chapter 14: Seven Characteristics of a Great Networker
- The Seven Characteristics That Make a Great Networker
- Chapter 15: The Five Least Important Skills to Be a Great Networker
- What Matters Least
- Chapter 16: Top Five Most Common Networking Mistakes
- Lack of Follow-Up
- Unclear Unique Selling Proposition
- Confusing Networking with Face-to-Face Cold Calling
- Not Responding Quickly to Referral Partners
- Abusing the Relationship
- The Bottom Line
- Chapter 17: Four Behavioral Styles to Know When Networking
- Go-Getter
- Promoter
- Nurturer
- Examiner
- The Bottom Line
- Chapter 18: Where Do I Start?
- Chapter 19: The 12 × 12 × 12 Rule
- Look the Part Before Going to the Event (How Do You Look from 12 Feet Away?)
- Make Sure Your Body Language Sends the Right Message (How Do You Come Across from 12 Inches Away?)
- Get Your Act Together
- Have the First 12 Words Ready to Roll off Your Tongue (What Are the First 12 Words out of Your Mouth?)
- Chapter 20: Three Questions to Determine the "Right" Networking Event for You
- Create Your Plan
- Chapter 21: Where's Your Attention Focused?
- Chapter 22: Standout Questions
- Question Time
- The Answers You Want
- Chapter 23: Telling Your Company's Story
- Your Unique Selling Proposition
- Briefing Your Messenger
- Getting Specific
- Chapter 24: Quantity Is Fine, but Quality Is King
- It's All About the Relationships
- Maximize Your Event Strategy
- Part IV: Making Your Network Work
- Chapter 25: Getting More Referrals with a Formalized Referral Strategy
- Write an Online Newsletter
- Create a Power Team of Complementary Businesses
- Consider a Client-Appreciation Event
- Make Calls to Past Clients
- Include a P.S. in Your Email Signature
- The Bottom Line
- Chapter 26: Keeping Your Social Capital Balance Sheet in the Black
- Build Social Capital from Within
- Chapter 27: Symptoms of a Referral
- Top-of-Mind Problems
- The Trigger Point Approach
- Chapter 28: Gaining Their Confidence
- Getting There
- Staying for the Long Haul
- Chapter 29: Leveraging New Contacts
- Getting to the Next Stage
- Chapter 30: The Power of Your Database
- Choosing a CRM
- Chapter 31: Becoming the Knowledgeable Expert
- Part V: Secrets of the Masters
- Chapter 32: Becoming a Referral Gatekeeper
- Guardian at the Gate
- Hub of the Wheel
- Chapter 33: Always Thank Your Referral Partners
- Creative Rewards
- Chapter 34: Networking at Non-Networking Events
- Nontraditional Settings
- Ask, "How Can I Help?"
- Be Sincere
- Honor the Event
- Chapter 35: Top Ten Ways Others Can Promote You
- Systematic Referral Marketing
- Chapter 36: Five Levels of a Referral
- Level 1: Name and Contact Information
- Level 2: Supplementary Material
- Level 3: Share Experience
- Level 4: Introductory Call and/or Arrange a Meeting
- Level 5: In-Person Introduction and Promotion
- Chapter 37: The Networking Scorecard
- Send a Thank-You Card
- Send a Thank-You Gift
- Call a Referral Source
- Arrange a One-to-One Meeting
- Attend A Networking Event
- Bring Someone with You to the Networking Event
- Set Up an Activity with Multiple Referral Sources
- Give a Referral
- Share or Send an Article of Interest
- Arrange a Group Activity for Clients
- Nominate a Referral Source for Recognition
- Display Another's Brochure in Your Office
- Include Others in Your Newsletter
- Arrange a Speaking Engagement
- Post to Social Media
- Share Something from Someone Else Via Social Media
- Invite a Source to Join Your Advisory Board
- Appendix A: Credibility-Enhancing Materials Checklist
- Checklist of Materials for Developing Your Word-of-Mouth Campaign
- Appendix B: Do You Network Like a Pro?
- About the Authors
- Index
