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Make your contacts count : networking know-how for business and career success

Author: Anne Baber; Lynne Waymon
Publisher: New York : AMACOM, ©2007.
Edition/Format:   Print book : Document   Computer File : English : 2nd edView all editions and formats
Summary:

A guide for creating, cultivating, and capitalizing on networking relationships and opportunities. This title helps readers discover how to cultivate current contacts, draft a networking plan, and  Read more...

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Genre/Form: Electronic books
Material Type: Document
Document Type: Book, Computer File
All Authors / Contributors: Anne Baber; Lynne Waymon
OCLC Number: 938030522
Notes: Includes index.
Description: 1 online resource (xvi, 255 p.) : illustrations
Contents: Preface. Get ready for state-of-the-art networking --
The time is right --
Are you ready? --
The contacts count networking system --
pt. I. Survey your skills and mindset --
1. Assess your skills --
Instructions --
Observing the "netiquette" --
Assessing your comfort level --
Being strategic --
Meeting people --
Using networking organizations --
Making the most of events --
Achieving bottom-line results --
Following through --
Check your results --
Next steps --
2. Change your mindset --
Come in from the cold --
The ten biggest misconceptions about networking --
Ten turnoffs in the language of networking --
You say you're shy? --
Catch your critic --
Convert your critic into your coach --
Believe the best about yourself and others --
Bonus : know your style. pt. II. Set your strategy --
3. Teach trust --
Move from taking to trusting --
Teach that you can be trusted --
The trust matrix --
Avoid manipulation --
4. Develop your relationships --
Move through the six stages --
The next move is up to you --
Rate your relationships --
Have questions about the A's? --
5. Go with your goals --
Size your project to match your goal --
Check out your choices --
Assess your network --
Plan your strategic positioning project --
Bonus : get off to a good start. pt. III. Sharpen your skills --
6. Know the "netiquette" --
Enter enthusiastically --
Brighten up your body language --
ENGAGE your partner --
Tune up your tone of voice --
Consider closeness --
Watch what you put in your mouth --
Treat touching as taboo --
Forego flirting --
Pay your way --
Exchange business cards effectively --
Join groups comfortably --
Bonus : ten tips on the nuances of "netiquette" --
7. Avoid the top twenty turn-offs --
8. "Who are you?" --
Why remembering names is hard --
Learn someone's name --
Teach your name --
Try these twenty tips --
Break up bunches of introductions --
Deal skillfully with forgotten names --
Give yourself a tagline --
Yes, mind your manners --
The introduction rule : FIRST IS FOREMOST --
9. "What do you do?" --
Why most answers bomb --
Make the right things happen --
Give it your BEST --
Be interesting --
Try these tips --
Read these frequently asked questions --
10. "What are we going to talk about?" --
Listen for your cue --
Use success stories to tell what's new --
Figure out your agenda --
Begin with the right side --
What do you have to give? --
What do you want to get? --
Give and get with ease --
Practice agenda-making --
Go Public with your agenda --
Exchange something --
11. Make conversation flow --
Listen generously --
Use your EARS --
How listening generously pays off --
Be seriously curious --
Tell success stories --
Construct your story carefully --
Sample these stories --
People want to know ... --
12. End with the future in mind --
Prepare for the next time --
Listen for the bell --
Eight ways to leave --
A ritual for leave-taking --
Do you have questions? --
13. Follow through --
Focus on follow through --
Figure out your reasons to reconnect --
Face your fears --
Fill in the blanks on your calendar --
The five goals of follow through --
Freshen up your relationships --
Find the way --
Bonus : five more ingenious ways to fit in follow through. pt. IV. Select your settings --
14. Network at work --
Got the right word? --
Bank on the benefits --
Ten ways to get on board quickly --
Assess your corporate culture --
How strong is your inside network? --
Map out a plan --
Pair up with peers --
Avoid erroneous assumptions --
Overcome the barriers --
Bonus : after organizational earthquakes, rebuild your network --
15. Make it rain clients --
What people think --
Professionalize your practice development --
Make conversations count --
What's one conversation worth? --
Create constellations --
Cross-sell your clients --
Make asking for referrals a ritual --
16. (Net)work from home --
Tune in to the trends --
Conquer the challenges --
Link up your life and your livelihood --
Bonus : create a constellation --
17. Make the most of your memberships --
Size your network to fit your needs --
Link up one-on-one --
Access anybody --
Join groups --
Choose groups strategically --
Understand the hierarchy --
Know the group before you join --
Orchestrate who knows you --
The twelve biggest mistakes members make --
Jump right in --
18. Rev up referral groups --
See how they run --
Shop around --
Check it out --
Don't just join, join in --
Start small --
Spice up the meetings --
Start your own --
19. Connect at conventions --
Expand your expectations --
Get ready, get set : before you go --
Show up at the conference --
Follow up after you get home --
Later on, get re-inspired --
Bonus : plan meetings that get people talking --
20. Jump-start your job hunt --
Use the contacts count networking system --
Twenty-five tactics to find a job fast --
Bonus : manage your strategy support group.
Responsibility: Anne Baber, Lynne Waymon.

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If you're feeling shy about cultivating and capitalizing on the people you know... pick up this book." -Retail News magazine "Follow these tips and the people you talk to should be able to see the Read more...

 
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Primary Entity

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   schema:description "pt. III. Sharpen your skills -- 6. Know the "netiquette" -- Enter enthusiastically -- Brighten up your body language -- ENGAGE your partner -- Tune up your tone of voice -- Consider closeness -- Watch what you put in your mouth -- Treat touching as taboo -- Forego flirting -- Pay your way -- Exchange business cards effectively -- Join groups comfortably -- Bonus : ten tips on the nuances of "netiquette" -- 7. Avoid the top twenty turn-offs -- 8. "Who are you?" -- Why remembering names is hard -- Learn someone's name -- Teach your name -- Try these twenty tips -- Break up bunches of introductions -- Deal skillfully with forgotten names -- Give yourself a tagline -- Yes, mind your manners -- The introduction rule : FIRST IS FOREMOST -- 9. "What do you do?" -- Why most answers bomb -- Make the right things happen -- Give it your BEST -- Be interesting -- Try these tips -- Read these frequently asked questions -- 10. "What are we going to talk about?" -- Listen for your cue -- Use success stories to tell what's new -- Figure out your agenda -- Begin with the right side -- What do you have to give? -- What do you want to get? -- Give and get with ease -- Practice agenda-making -- Go Public with your agenda -- Exchange something -- 11. Make conversation flow -- Listen generously -- Use your EARS -- How listening generously pays off -- Be seriously curious -- Tell success stories -- Construct your story carefully -- Sample these stories -- People want to know ... -- 12. End with the future in mind -- Prepare for the next time -- Listen for the bell -- Eight ways to leave -- A ritual for leave-taking -- Do you have questions? -- 13. Follow through -- Focus on follow through -- Figure out your reasons to reconnect -- Face your fears -- Fill in the blanks on your calendar -- The five goals of follow through -- Freshen up your relationships -- Find the way -- Bonus : five more ingenious ways to fit in follow through." ;
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