Networking Like a Pro: Turning Contacts into Connections

by Ivan Misner, Brian Hilliard

Overview

Grow Your Business with the Right Connections

It’s easy to feel like networking is a waste of time, energy, or money—but that just means you’re doing it wrong. In this new edition of Networking Like a Pro, networking experts Dr. Ivan Misner and Brian Hilliard reveal key networking techniques to help you grow your business.

In this comprehensive guide, you’ll discover strategies that go beyond collecting business cards and turn networking into a profitable resource for your business. Dive into this book and discover how the most successful networkers leverage their brand, expertise, and customers to achieve greatness in life.

You’ll learn how to:

• Attract the right people with a carefully crafted Unique Selling Proposition
• Gain your most valuable customers with referrals from networking partners
• Make your best first impression with the 12 x 12 x 12 Rule
• Choose networking events and activities that best fit your needs
• Build and expand your network with a calculated follow-up strategy
• Avoid behaviors that damage your reputation and push potential partners away

Plus, gain access to worksheets, templates, and the Networking Scorecard designed to help you get the most out of your network. If you’re ready to build connections that turn relationships into profitable customers, the Networking Like a Pro is for you!

Product Details

ISBN-13:	9781599186047
Publisher:	Entrepreneur Press
Publication date:	11/14/2017
Edition description:	Second Edition
Pages:	290
Product dimensions:	6.00(w) x 8.90(h) x 0.80(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 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

Acknowledgements ix

Introduction: Myths, Mysteries, and Misconceptions xi

Part I The Networking Mind-Set

Chapter 1 tSocial Capital 3

Back to the Future 4

Outside the Cave 7

Relationships Are 8

Chaper 2 The Law of Reciprocity 11

It's the Law 12

The Abundance Mind-Set 15

Chaper 3 Farming for Referrals 19

Drop the Gun, Grab the Plow 20

Down on the Farm 24

Chaper 4 Fishing for Referrals 25

A Long and Winding River 27

Networking with a Net 28

Part II Your Networking Strategy

Chaper 5 Three Essential Questions 31

1 Who Are my Best Prospects? 32

2 Where Can I Meet my Best Prospects? 33

3 Whom, Exactly, Do I Want to Meet? 36

Chaper 6 The Butterfly Effect 41

Chaper 7 The Four Streams of Your Networking River 45

Casual-Contact Network 46

Knowledge Network 47

Online Network 48

Strong-Contact Group 5O

Friends on the Big River 51

Chaper 8 Where Networkers Gather 55

Chamber of Commerce (Casual Contact) 56

Business Association (Casual or Strong Contact) 58

Service Club (Strong Contact) 58

Referral Group (Strong Contact) 60

Social Network for Business (Online) 61

Chaper 9 OnLine Networking: Click Here to Connect 65

Looking Past the Hype 66

Mind the Fundamentals 67

Is Face-to-Face Communication Outmoded? 67

Connecting with People at Web Speed 68

Is Online Networking a Good Fit for You? 72

Other Ways to Communicate with Your e-Network 74

A Core Strategy That's Worth Knowing 75

Chaper 10 Developing Your Target Market 77

Part III Networking Face to Face

Chaper 11 Joining the Crowd 85

Chaper 12 The 12 x 12 x 12 Rule 91

Look the Part Before Going to the Event 93

Make Sure Your Body Language Sends the RightMessage 93

Get Your Act Together 93

Have the First 12 Words Ready to Roll Off Your Tongue 94

Chaper 13 Where's Your Attention Focused? 97

Chaper 14 Standout Questions 101

Question Time 102

The Answers You Want 106

Chaper 15 Telling Your Company's Story 107

Your Unique Selling Proposition 108

Briefing Your Messenger 111

Getting Specific 113

Chaper 16 Quantity Is Fine, but Quality Is King 115

Part IV Making Your Network Work

Chaper 17 How Deep Is Your Network? 125

Building Quality Relationships 126

Visibility to Credibility to Profitability 127

Be Patient 129

Chaper 18 Gaining Their Confidence 131

Getting There 133

Staying for the Long Haul 135

Chaper 19 Leveraging New Contacts 137

Getting to the Next Stage 138

Sorting Out Who's Who 139

Making the Most of Face Time 142

Chaper 20 The Power of Your Database 147

Powering Up Your Database 148

Putting Your Database to Work 151

Chaper 21 The Referral Process 155

Step 1 Your Source Discovers a Referral 157

Step 2 Research the Referral 157

Step 3 Check Back In with Your Referral Source 158

Step 4 Meet with the Referral 160

Step 5 Report Back to Your Source 161

Step 6 Your Source Gets Feedback from the Referral 161

Step 7 Your Source Reports Back to You 162

Step 8 Close the Deal 163

Part V Secrets of the Masters

Chaper 22 Becoming the Knowledgeable Expert 167

Chaper 23 Networking ax Non-Net working Events 175

Person to Person 176

Ask, "How Can I Help?" 177

Be Sincere 178

Honor the Event 179

Chaper 24 Becoming a Referral Gatekeeper 181

Guardian at the Gate 182

Hub of the Wheel 186

Chaper 25 Being Your Own Chief Networking Officer 189

Attend a Few Networking Events Each Month and Follow Up 191

Regularly Touch Base with Past Business Contacts 192

Use Cards to Stay in Touch Throughout the Year 193

Take Good Care of Your Database 193

Always Thank Your Referral Partners 194

Chaper 26 Creative Rewards 197

Part VI Is Your Networking Working?

Chaper 27 Top Ten Ways Others Can Promote You 209

Chaper 28 Ten Levels of Referrals 213

Chaper 29 The Networking Scorecard 219

Send a Thank-You Card 220

Send a Gift 220

Call a Referral Source 221

Arrange a One-to-One Meeting 221

Extend an Invitation 221

Set Up an Activity 221

Offer a Referral 221

Send an Article of Interest 222

Arrange a Group Activity for Clients 222

Nominate a Referral Source 222

Display a Source's Brochure 222

Include a Source in Your Newsletter 223

Arrange a Speaking Engagement 223

Invite a Source to Join Your Advisory Board 223

Appendix I Credibility-Enhancing Materials Checklist 227

Appendix II Networking Like a Pro Game Plan 231

About the Authors 247

Index 253