Table of Content
Preface xi
Introduction xv
The First Pillar of Profitable Networking: Perspective
Chapter 1: The Power of Building a Profitable Network 3
Chapter 2: What Does Having a Strong Network Mean to You? 7
Chapter 3: Expectations 10
Chapter 4: What Networking Is Not 14
Chapter 5: Understanding Business Networking 18
Chapter 6: Friendship versus Business Relationships 21
Chapter 7: Education and Connection 26
Summary 28
The Second Pillar of Profitable Networking: Personal Brand
Chapter 8: The Business of YOU 33
Chapter 9: Overcoming Age Objections 37
Chapter 10: You Never Know Who’s Watching 41
Chapter 11: Your Ideal Personal Brand 44
Chapter 12: Reality Check 46
Chapter 13: Why It Matters 49
Chapter 14: Personal Hygiene and Grooming 51
Chapter 15: Professional Wardrobe 53
Chapter 16: A Smile 57
Chapter 17: Eye Contact 59
Chapter 18: Authenticity 61
Chapter 19: Approachability 63
Chapter 20: The Tone and Pitch of Your Voice 65
Chapter 21: Sense of Humor 67
Chapter 22: Confidence: Part One 69
Chapter 23: Confidence: Part Two 72
Chapter 24: Confidence: Part Three 74
Chapter 25: Recovering from Embarrassing Situations 80
Chapter 26: Building Your Reputation 83
Summary 87
The Third Pillar of Profitable Networking: Procedures
Chapter 27: The Fundamentals 91
Chapter 28: Handshakes 93
Chapter 29: Name Tags 97
Chapter 30: Remembering Names 99
Chapter 31: Forgetting Names 103
Chapter 32: Dining Etiquette 105
Chapter 33: Objectives for Attending Events 110
Chapter 34: Calculating the Return on Investment for Events 112
Chapter 35: Networking Effectively with Spouses, Friends, and Work Colleagues 116
Chapter 36: Before an Event 119
Chapter 37: Understanding Event Flow 123
Chapter 38: Arrival 126
Chapter 39: Mingling Formula 128
Chapter 40: Initiating Dialogue 130
Chapter 41: Small, but Meaningful, Chat 133
Chapter 42: Listening 138
Chapter 43: Creating Mini-Bonds 140
Chapter 44: Exchanging Contact Information 144
Chapter 45: Moving On 146
Chapter 46: Breaking into Group Discussions 151
Chapter 47: Business Cards 153
Chapter 48: Communicating YOU 157
Chapter 49: Developing Your Own 5-10-15-Second Communication 163
Chapter 50: General Business Etiquette 166
Summary 177
The Fourth Pillar of Profitable Networking: Strategic Plan
Chapter 51: Now What? 181
Chapter 52: The Logical First Step 183
Chapter 53: Electronic Filing System 188
Chapter 54: Categorizing Contacts 190
Chapter 55: Relationship-Development Action Plan 195
Chapter 56: Following Up 199
Chapter 57: Transitioning from Social to Business 206
Chapter 58: Maintaining Relationships 210
Chapter 59: Tapping into Your Network 213
Chapter 60: Staying Visible 217
Chapter 61: Online Networking 220
Chapter 62: Accessing the Traditional Media 225
Chapter 63: Finding Your Focus 229
Chapter 64: Filling Your Calendar 235
Chapter 65: Analyzing the Options 238
Chapter 66: Networking Ruts 243
Summary 245
Epilogue 247
About the Author 251
