Networking Like a Pro: Turning Contacts into Connections

Networking Like a Pro: Turning Contacts into Connections


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Product Details

ISBN-13: 9781599183565
Publisher: Entrepreneur Press
Publication date: 10/06/2009
Pages: 288
Product dimensions: 5.90(w) x 8.90(h) x 0.60(d)

About the Author

Dr. Ivan Misner is the Founder and Chief Visionary Officer of BNI, the world’s largest business networking organization. BNI was founded in 1985. The organization now has over 7,000 chapters throughout every populated continent of the world. In 2015, BNI Members generated more than $9.3 billion in closed business.

Dr. Misner’s Ph.D. is from the University of Southern California. He is a New York Times Bestselling author who has written 21 books including his latest release, “Who’s In Your Room?” He is a columnist for and has taught business management at several universities throughout the United States. In addition, he is the Senior Partner for the Referral Institute – a referral training company with trainers around the world.

Called the “Father of Modern Networking” by CNN and one of the “Top Networking Experts to Watch” by Forbes, Dr. Misner is considered to be one of the world’s leading experts on business networking and has been a keynote speaker for major corporations and associations throughout the world. He has been featured in the L.A. Times, Wall Street Journal, and New York. Times, as well as numerous TV and radio shows including MSNBC, CNN, the BBC and The Today Show on NBC.

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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