Million Dollar Networking: The Sure Way to Find, Grow, and Keep Your Business

Million Dollar Networking: The Sure Way to Find, Grow, and Keep Your Business

by Andrea Nierenberg

Hardcover

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Product Details

ISBN-13: 9781933102054
Publisher: Capital Books, Incorporated
Publication date: 09/15/2005
Series: Capital Business Series
Pages: 280
Product dimensions: 5.50(w) x 8.50(h) x 1.00(d)

About the Author

Friends and associates alike praise ANDREA NIERENBERG as the "Queen of Networking." And for good reason. The independent personal marketing consultant and founder of The Nierenberg Group, actively maintains an ever-growing, worldwide network of 2,500 friends, clients, and associates keeping in touch with each at least once a year by note, phone, e-mail, or one-on-one meeting. Her understanding and mastery of personal marketing and networking techniques has made her one of the most sought-after experts in the field. Ms. Nierenberg works with leading businesses, such as AOL Time Warner, Citigroup, Coach, Estée Lauder, Georgia Pacific, Omnicom Group, Tiffany & Co., and Zenith Media. Along with workshops and seminars for her business clients, she teaches “Self-Marketing: A to Z” a course she developed at New York University. She is a featured speaker at global conferences and conventions and her expert networking advice has appeared in national and international media including The New York Times, The Wall Street Journal, and Fortune Online

Table of Contents

Contents

Acknowledgments

Introduction

PART 1 FIND: Meeting People

Chapter 1: Who Do You Know?
People You Need in Your Network
Reconnect with People Your Already Know
Identify Key Business Contacts You Would Like to Meet
Exercise: Who Is in Your Current Network?

Chapter 2: Where to Meet People
Events and Organizations
Associations and Industry-Specific Organizations
Networking Organizations
Internal (Company) Meetings and Events
Everywhere Else
It’s Not Just about the Event––Get Involved
Exercise: Where Can I Meet People?

Chapter 3: Techniques for a Successful Networking Event
Give Yourself Permission
Preparation–Before the Event
Arrival–Take a Deep Breath
During the Event, Make a Connection and Plan to Follow Up
Exercise 1: Setting Goals
Exercise 2: Meeting People in Line
Exercise 3: Use Your Thirty-Second Infomercial in Different Situations
Exercise 4: Opening Lines

PART 2 GROW: Building on Your Strengths

Chapter 4: Listening and Learning
Communication Skills for the Effective Networker
Communication Styles and Personality Types
Men and Women: Do We Network Differently?
Tying It All Together
Exercise 1: How Do You Communicate?
Exercise 2: Complimenting Others
Exercise 3: Are You Listening?
Exercise 4: Characteristics or Best Practices of Great Networkers

Chapter 5: Your Best Foot Forward
Self-Marketing
Become a Resource for Others
Personal Power
First Impressions Count—Appearance
Networking Etiquette
Making Introductions
Email Etiquette
Phone Etiquette
Networking at Non-Networking Events
You Scratch My Back, and I’ll Scratch Yours
Networking “Are We There Yet?”
Exercise 1: Did You Make the Connection?
Exercise 2: Self-Evaluation for Your Best Networking Traits

Chapter 6: The Introvert’s Networking Advantage: The Quiet Way to Success
A Quiet Networker’s Success Story
The Introvert’s Business Advantage
Growing Your Introverted Networking Skills
Creating an Introvert-Friendly Networking Plan
Recharging for Introverts
Quiet, Yet Quite Successful
Exercise: Networking Self-Test for Introverts

Chapter 7: Follow-up: A Road Map for Growth
Four “Must-Dos” after a Meeting
Thank-You Notes
My “Thank-You Chain”
Exercise 1: Eight Ways to Say “Thank You”
Exercise 2: Other Notes
Exercise 3: Who Will You Help?

PART 3 KEEP: Maintaining Your Hard Earned Relationships

Chapter 8: Stay in Touch
Ways to Stay on Your Contacts’ Radar Screen
Setting Up and Managing Your Contact Database
On the Road
A Game Plan to Stay in Touch
Exercise 1: The Power of Three (or Nine)
Exercise 2: Strengthening Your Network

Chapter 9: Creating Advocates
Identifying Potential Advocates
Earning Referrals
Creating Rainmakers in Your Business
Grow and Keep the Business You Have
Exercise: Who Are Your Advocates?

Chapter 10: Today, Tomorrow, and Your Future
One Final Story––How Networking Changed My Life
Exercise 1: What Do You Think Now?
Exercise 2: Know Yourself
Exercise 3: Do It Today
Exercise 4: Networking Action Plan

Appendices

Index

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