Networking Like a Pro: Turning Contacts into Connections

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Overview


Networking master and New York Times bestselling author Dr. Ivan Misner along with David Alexander, and Brian Hilliard teach entrepreneurs how to master the art of networking. Introducing an exclusive results-measuring system?the Network Scorecard?this powerful guide motivates entrepreneurs to reach quality prospects, leverage new and current contacts, prompt ongoing referrals?and ultimately, boost their client base and their bottom line. With this powerful guide, eager entrepreneurs uncover undeniably effective...
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Networking Like a Pro: Turning Contacts Into Connections

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Overview


Networking master and New York Times bestselling author Dr. Ivan Misner along with David Alexander, and Brian Hilliard teach entrepreneurs how to master the art of networking. Introducing an exclusive results-measuring system—the Network Scorecard—this powerful guide motivates entrepreneurs to reach quality prospects, leverage new and current contacts, prompt ongoing referrals—and ultimately, boost their client base and their bottom line. With this powerful guide, eager entrepreneurs uncover undeniably effective networking techniques for building, reviving, and growing their business. Following the action plans provided, entrepreneurs learn key networking strategies including how to build their social capital, farm (not hunt) relationships and referrals, leverage the four major “streams” of their networking river, track the results of their efforts, and more. Entrepreneurs also discover how to enhance their networking efforts with new media tools, helping them reach new levels of referrals, free promotion, and connection with their clients. With the insight and direction provided by networking champions Dr. Ivan Misner, David Alexander, and Brian Hilliard, all experts from BNI, the world’s largest business networking organization, the timeless guide gives entrepreneurs all the steps they need to transform their current outreach efforts and secure a steady flow of business for any economic climate.
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Product Details

  • ISBN-13: 9781599183565
  • Publisher: Entrepreneur Press
  • Publication date: 10/6/2009
  • Edition number: 1
  • Pages: 288
  • Sales rank: 678,350
  • Product dimensions: 5.90 (w) x 8.90 (h) x 0.60 (d)

Meet the Author

Dr. Ivan Misner is the founder and chairman of BNI, the world’s largest business networking organization. He has written eleven books including three New York Times bestsellers.
Brian Hilliard specializes in helping busy entrepreneurs market their business in less than 90 days. He is the owner of Agito Consulting and a popular speaker.

David Alexander is the chief networking officer of Referrals4life, LLC., one of the largest BNI franchises in the world. David is also an author and keynote speaker.

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Table of Contents

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

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