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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 : English : 2nd edView all editions and formats
Summary:
From the Publisher: Make Your Contacts Count is a practical, step-by-step guide for creating, cultivating, and capitalizing on networking relationships and opportunities. Packed with valuable tools, the book offers a field-tested "Hello to Goodbye" system that takes readers from entering a room, to making conversations flow, to following up. Updated from its first edition, the book now includes expanded advice on  Read more...
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Anne Baber; Lynne Waymon
ISBN: 0814474020 9780814474020
OCLC Number: 71810069
Notes: Includes index.
Description: xvi, 255 pages : illustrations ; 23 cm
Contents: Preface: Get ready for state-of-the-art networking --
Time is right --
Are you ready? --
Contacts count networking system --
Part 1: 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 --
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 --
Part 2: Set Your Strategy --
3: Teach trust --
Move from taking to trusting --
Teach that you can be trusted --
Trust matrix --
Avoid manipulation --
4: Develop your relationships --
Move through the six stages --
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. Part 3: 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 --
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 --
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 --
Five goals of follow through --
Freshen up your relationships --
Find the way --
Bonus: Five more ingenious ways to fit in follow through. Part 4: 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 --
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 --
Index --
About the authors.
Responsibility: Anne Baber, Lynne Waymon.
More information:

Abstract:

Make Your Contacts Count is a practical, step-by-step guide for creating, cultivating, and capitalizing on networking relationships and opportunities. Packed with valuable tools, the book reveals a  Read more...

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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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