Want to supercharge your life? Effective networking is the
answer and this book will teach you how.
Professionals of all stripes and ages are told to ‘get out
there’ and network so they can build their careers, grow their
businesses and elevate their influence in the community, but they
are rarely taught the skills to do that. Most people are lost,
intimidated by the idea of presenting their own personal brand, and
frustrated when it comes to networking. Despite long hours at
events and attempts to make the right connections, they
aren’t seeing their desired results.
From Business Cards to Business Relationships is a
start-to-finish guide that demystifies the networking process and
teaches readers how to truly benefit from getting connected.
Allison Graham provides an easy to follow road map that is
adaptable to your personality, circumstances and growth goals. You
will learn how to strategically decide where to go, what to do when
you get there and what to do afterwards to turn those casual
business card contacts into meaningful relationships. Allison’s
approach is based on the Four Pillars of Profitable Networking:
Perspective, Personal Brand, Procedures, and a Strategic Plan.
This is a prescriptive, practical system based on the author’s
real-life experience of going from unconnected to connected in a
short period of time. No cheesy gimmicks or high-pressure nonsense,
just the skills and knowledge that will create success for anyone
willing to do the work and follow this advice. Regardless of your
past experience or current level of connectivity, your industry or
profession, whether you’re an entrepreneur or climbing the
corporate ladder: you can accomplish whatever you want by meeting
and connecting with the right people. From Business Cards
to Business Relationships gives you the tools you need to
cement a positive personal brand and build your own profitable
network.
Praise for From Business Cards to Business
Relationships
‘Allison Graham can help you turn an introduction into a
business, a dinner into a relationship, and an average practice
into world class. I’ve long preached that we’re in a relationship
business, and this book provides the handshakes, codes, actions,
and routes to master those relationships.’
–Alan Weiss, Ph D, Author of Million Dollar
Consulting and The Consulting Bible
‘At last–a networking book that actually makes sense!
Allison Graham’s four pillars of networking are as simple as they
are powerful. If you are willing to follow her lead with consistent
and persistent effort, you will make your mark and expand your
horizons both personally and professionally.’
–Lou Heckler, Humorous Business Keynote Speaker and
Speech Coach
‘This book is an excellent and much-needed resource to share
with the business community.’
–PJ Hartson, Business Editor, Sun Media
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: Th e 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 Eff ectively 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
About the author
Allison Graham is a corporate consultant and keynote speaker specializing in successful business development strategies for professional service providers and small business entrepreneurs. Her company, Elevate Seminars + Strategic Development Inc. (www.Elevate Biz.com) is based in London, Ontario. Allison writes a column and blog on networking and professional growth for the Sun Media chain, and blogs for the Huffington Post. She has contributed to and been quoted in several media outlets including the Financial Post and the Globe and Mail.
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