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 systemthe Network Scorecardthis powerful guide motivates entrepreneurs to reach quality prospects, leverage new and current contacts, prompt ongoing referralsand 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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About the Author
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 Entrepreneur.com 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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