Networking Like a Pro: Turning Contacts Into Connections (Paperback)

Introduction. Myths, Mysteries, and Misconceptions

Part I. The Networking Mindset
1.Social Capital
2.The Law of Reciprocity
3.Farming for Referrals
4.Fishing for Referrals

Part II. Your Networking Strategy

5.Three Essential Questions
6.The Butterfly Effect
7.The Four Streams of Your Networking River
8.Where Networkers Gather
9.Developing Your Target Market

Part III. Networking Face-to-Face

10.Joining the Crowd
11.The 12 x 12 x 12 Rule
12.Where’s Your Attention Focused?
13.Standout Questions
14.Telling Your Company’s Story
15.Quantity Is Fine, but Quality Is King

Part IV. Making Your Network Work

16.How Deep is Your Network?
17.Gaining Their Confidence
18.Leveraging New Contacts
19.The Power of Your Database
20.The Referral Process

Part V. Secrets of the Masters

21.Becoming the Knowledgeable Expert
22.Networking at Non-Networking Events
23.Becoming a Referral Gatekeeper
24.Being Your Own CNO
25.Creative Rewards

Part VI. Is Your Networking Working?

26.Top Ten Ways Others Can Promote You
27.Ten Levels of Referrals
28.The Networking Scorecard

Appendix 1. Checklist: Credibility Enhancing Materials
Appendix 2. Game Plan: Networking Like a Pro