From Business Cards to Business Relationships

Preface xi     Introduction xv     THE FIRST PILLAR OF PROFITABLE NETWORKING: PERSPECTIVE     Chapter 1: The Power of Building a Profitable Network 3     Chapter 2: What Does Having a Strong Network Mean to You? 7     Chapter 3: Expectations 10     Chapter 4: What Networking Is Not 14     Chapter 5: Understanding Business Networking 18     Chapter 6: Friendship versus Business Relationships 21     Chapter 7: Education and Connection 26     Summary 28     THE SECOND PILLAR OF PROFITABLE NETWORKING: PERSONAL BRAND     Chapter 8: Th e Business of YOU 33     Chapter 9: Overcoming Age Objections 37     Chapter 10: You Never Know Who's Watching 41     Chapter 11: Your Ideal Personal Brand 44     Chapter 12: Reality Check 46     Chapter 13: Why It Matters 49     Chapter 14: Personal Hygiene and Grooming 51     Chapter 15: Professional Wardrobe 53     Chapter 16: A Smile 57     Chapter 17: Eye Contact 59     Chapter 18: Authenticity 61     Chapter 19: Approachability 63     Chapter 20: The Tone and Pitch of Your Voice 65     Chapter 21: Sense of Humor 67     Chapter 22: Confidence: Part One 69     Chapter 23: Confidence: Part Two 72     Chapter 24: Confidence: Part Three 74     Chapter 25: Recovering from Embarrassing Situations 80     Chapter 26: Building Your Reputation 83     Summary 87     THE THIRD PILLAR OF PROFITABLE NETWORKING: PROCEDURES     Chapter 27: The Fundamentals 91     Chapter 28: Handshakes 93     Chapter 29: Name Tags 97     Chapter 30: Remembering Names 99     Chapter 31: Forgetting Names 103     Chapter 32: Dining Etiquette 105     Chapter 33: Objectives for Attending Events 110     Chapter 34: Calculating the Return on Investment for Events 112     Chapter 35: Networking Eff ectively with Spouses, Friends, and Work Colleagues 116     Chapter 36: Before an Event 119     Chapter 37: Understanding Event Flow 123     Chapter 38: Arrival 126     Chapter 39: Mingling Formula 128     Chapter 40: Initiating Dialogue 130     Chapter 41: Small, but Meaningful, Chat 133     Chapter 42: Listening 138     Chapter 43: Creating Mini-Bonds 140     Chapter 44: Exchanging Contact Information 144     Chapter 45: Moving On 146     Chapter 46: Breaking into Group Discussions 151     Chapter 47: Business Cards 153     Chapter 48: Communicating YOU 157     Chapter 49: Developing Your Own 5-10-15-Second Communication 163     Chapter 50: General Business Etiquette 166     Summary 177     THE FOURTH PILLAR OF PROFITABLE NETWORKING: STRATEGIC PLAN     Chapter 51: Now What? 181     Chapter 52: The Logical First Step 183     Chapter 53: Electronic Filing System 188     Chapter 54: Categorizing Contacts 190     Chapter 55: Relationship-Development Action Plan 195     Chapter 56: Following Up 199     Chapter 57: Transitioning from Social to Business 206     Chapter 58: Maintaining Relationships 210     Chapter 59: Tapping into Your Network 213     Chapter 60: Staying Visible 217     Chapter 61: Online Networking 220     Chapter 62: Accessing the Traditional Media 225     Chapter 63: Finding Your Focus 229     Chapter 64: Filling Your Calendar 235     Chapter 65: Analyzing the Options 238     Chapter 66: Networking Ruts 243     Summary 245     Epilogue 247     About the Author 251