Networking Like a Pro
by Misner, IvanEdition: 1st
Format: Paperback
Pub. Date: 2010-01-01
Publisher(s): Entrepreneur Press
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Summary
Networking expert and New York Times bestselling author Dr. Ivan Misner along with David Alexander, and Brian Hilliard reveal key networking techniques to help you grow your business. Learn how to reach quality prospects, leverage your contacts, motivate ongoing referrals, track your success, and so much more! Book jacket.
Author Biography
Dr. Ivan Misneris the Founder &Chairman of BNI, the world’s largest business networkingorganization. He has written eleven books including threeNew York Times bestsellers. He has been featured in the L.A.Times, Wall Street Journal, and The New York Times, as well asnumerous TV and radio shows including CNN, CNBC, and heis currently a columnist for Entrepreneur.com.
Brian Hilliard ( is the owner of AgitoConsulting, a firm specializing in helping business entrepreneursmarketing their business. He is also an author andmotivational speaker.
David Alexander is the ChiefNetworking Officer of Referrals4life, LLC., one of the largestBNI franchises in the world.
Table of Contents
| Acknowledgements | p. ix |
| Introduction: Myths, Mysteries, and Misconceptions | p. xi |
| The Networking Mind-Set | |
| tSocial Capital | p. 3 |
| Back to the Future | p. 4 |
| Outside the Cave | p. 7 |
| Relationships Are | p. 8 |
| The Law of Reciprocity | p. 11 |
| It's the Law | p. 12 |
| The Abundance Mind-Set | p. 15 |
| Farming for Referrals | p. 19 |
| Drop the Gun, Grab the Plow | p. 20 |
| Down on the Farm | p. 24 |
| Fishing for Referrals | p. 25 |
| A Long and Winding River | p. 27 |
| Networking with a Net | p. 28 |
| Your Networking Strategy | |
| Three Essential Questions | p. 31 |
| Who Are my Best Prospects? | p. 32 |
| Where Can I Meet my Best Prospects? | p. 33 |
| Whom, Exactly, Do I Want to Meet? | p. 36 |
| The Butterfly Effect | p. 41 |
| The Four Streams of Your Networking River | p. 45 |
| Casual-Contact Network | p. 46 |
| Knowledge Network | p. 47 |
| Online Network | p. 48 |
| Strong-Contact Group | p. 5O |
| Friends on the Big River | p. 51 |
| Where Networkers Gather | p. 55 |
| Chamber of Commerce (Casual Contact) | p. 56 |
| Business Association (Casual or Strong Contact) | p. 58 |
| Service Club (Strong Contact) | p. 58 |
| Referral Group (Strong Contact) | p. 60 |
| Social Network for Business (Online) | p. 61 |
| OnLine Networking: Click Here to Connect | p. 65 |
| Looking Past the Hype | p. 66 |
| Mind the Fundamentals | p. 67 |
| Is Face-to-Face Communication Outmoded? | p. 67 |
| Connecting with People at Web Speed | p. 68 |
| Is Online Networking a Good Fit for You? | p. 72 |
| Other Ways to Communicate with Your e-Network | p. 74 |
| A Core Strategy That's Worth Knowing | p. 75 |
| Developing Your Target Market | p. 77 |
| Networking Face to Face | |
| Joining the Crowd | p. 85 |
| The 12 x 12 x 12 Rule | p. 91 |
| Look the Part Before Going to the Event | p. 93 |
| Make Sure Your Body Language Sends the Right Message | p. 93 |
| Get Your Act Together | p. 93 |
| Have the First 12 Words Ready to Roll Off Your Tongue | p. 94 |
| Where's Your Attention Focused? | p. 97 |
| Standout Questions | p. 101 |
| Question Time | p. 102 |
| The Answers You Want | p. 106 |
| Telling Your Company's Story | p. 107 |
| Your Unique Selling Proposition | p. 108 |
| Briefing Your Messenger | p. 111 |
| Getting Specific | p. 113 |
| Quantity Is Fine, but Quality Is King | p. 115 |
| Making Your Network Work | |
| How Deep Is Your Network? | p. 125 |
| Building Quality Relationships | p. 126 |
| Visibility to Credibility to Profitability | p. 127 |
| Be Patient | p. 129 |
| Gaining Their Confidence | p. 131 |
| Getting There | p. 133 |
| Staying for the Long Haul | p. 135 |
| Leveraging New Contacts | p. 137 |
| Getting to the Next Stage | p. 138 |
| Sorting Out Who's Who | p. 139 |
| Making the Most of Face Time | p. 142 |
| The Power of Your Database | p. 147 |
| Powering Up Your Database | p. 148 |
| Putting Your Database to Work | p. 151 |
| The Referral Process | p. 155 |
| Your Source Discovers a Referral | p. 157 |
| Research the Referral | p. 157 |
| Check Back In with Your Referral Source | p. 158 |
| Meet with the Referral | p. 160 |
| Report Back to Your Source | p. 161 |
| Your Source Gets Feedback from the Referral | p. 161 |
| Your Source Reports Back to You | p. 162 |
| Close the Deal | p. 163 |
| Secrets of the Masters | |
| Becoming the Knowledgeable Expert | p. 167 |
| Networking ax Non-Net working Events | p. 175 |
| Person to Person | p. 176 |
| Ask, "How Can I Help?" | p. 177 |
| Be Sincere | p. 178 |
| Honor the Event | p. 179 |
| Becoming a Referral Gatekeeper | p. 181 |
| Guardian at the Gate | p. 182 |
| Hub of the Wheel | p. 186 |
| Being Your Own Chief Networking Officer | p. 189 |
| Attend a Few Networking Events Each Month and Follow Up | p. 191 |
| Regularly Touch Base with Past Business Contacts | p. 192 |
| Use Cards to Stay in Touch Throughout the Year | p. 193 |
| Take Good Care of Your Database | p. 193 |
| Always Thank Your Referral Partners | p. 194 |
| Creative Rewards | p. 197 |
| Is Your Networking Working? | |
| Top Ten Ways Others Can Promote You | p. 209 |
| Ten Levels of Referrals | p. 213 |
| The Networking Scorecard | p. 219 |
| Send a Thank-You Card | p. 220 |
| Send a Gift | p. 220 |
| Call a Referral Source | p. 221 |
| Arrange a One-to-One Meeting | p. 221 |
| Extend an Invitation | p. 221 |
| Set Up an Activity | p. 221 |
| Offer a Referral | p. 221 |
| Send an Article of Interest | p. 222 |
| Arrange a Group Activity for Clients | p. 222 |
| Nominate a Referral Source | p. 222 |
| Display a Source's Brochure | p. 222 |
| Include a Source in Your Newsletter | p. 223 |
| Arrange a Speaking Engagement | p. 223 |
| Invite a Source to Join Your Advisory Board | p. 223 |
| Credibility-Enhancing Materials Checklist | p. 227 |
| Networking Like a Pro Game Plan | p. 231 |
| About the Authors | p. 247 |
| Index | p. 253 |
| Table of Contents provided by Ingram. All Rights Reserved. |
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