Networking Like a Pro: Turning Contacts Into Connections

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Entrepreneur Press, Oct 6, 2009 - Business & Economics - 256 pages

Master the Art of Networking!

Networking expert and New York Times bestselling author Dr. Ivan Misner along with David Alexander, and Brian Hilliard reveal key networking techniques to help you grow your business. Learn how to reach quality prospects, leverage your contacts, motivate ongoing referrals, track your success, and so much more!

Networking Like A Pro is the most comprehensive book I’ve seen on networking—bar none. From beginning to end, Misner and his co-authors divulge networking concepts and strategies which will catapult you from an average networker to a master networker and empower you to achieve greatness in business and life.”
Jack Canfield, co-author of The Success Principles

“Wow! This book breaks the mold in professional networking. It’s practical, powerful ideas will accelerate your success in ways you cannot imagine.”
Brian Tracy, chairman and CEO of Brian Tracy International

“Done well, effective networking is ‘the speed of trust’ in action. No one understands networking like Ivan Misner, so if you want to get the maximum results possible from your networking efforts, you need to read this book—period.”
Stephen M. R Covey, author of The New York Times and #1 Wall Street Journal bestseller The Speed of Trust

“Dr. Ivan Misner is to networking what Michelangelo is to the Sistine Chapel. So, absolutely everything you’ve ever wanted to know about networking is guaranteed to be discussed in Dr. Misner’s new book, Networking Like A Pro. Save yourself a lifetime of networking trial and error; read this book!”
Dr. Tony Alessandra, author of The Platinum Rule and Hall-of-Fame Keynote Speaker

“The title says it all and this book surely does not disappoint. But don’t take my word for it; read Networking Like A Pro, apply the new knowledge you gain to your networking efforts, and the results you get will speak volumes more than I ever could.”
John Mclelland, CEO of iLearningGlobal

Includes the Networking Scorecard—an exclusive results-measuring system!

 

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Contents

Social Capital
3
BACK TO THE FUTURE
4
OUTSIDE THE CAVE
7
RELATIONSHIPS ARE CURRENCY
8
The Law of Reciprocity
11
ITS THE LAW
12
THE ABUNDANCE MINDSET
15
Farmingfor Referrals
19
How Deep Is Your Network?
125
BUILDING QUALITY RELATIONSHIPS
126
VISIBILITY TO CREDIBILITY TO PROFITABILITY
127
BE PATIENT
129
Gaining Their Confidence
131
GETTING THERE
133
STAYING FOR THE LONG HAUL
135
Leveraging New Contacts
137

DROP THE GUN GRAB THE PLOW
20
DOWN ON THE FARM
24
Fishingfor Referrals
25
YOUR NETWORKING STRATEGY
29
ThreeEssential Questions
31
1 WHO ARE MY BEST PROSPECTS?
32
2 WHERE CAN I MEET MY BEST PROSPECTS?
33
3 WHOM EXACTLY DO I WANTTO MEET?
36
TheButterfly Effect
41
TheFourStreams ofYour NetworkingRiver
45
CASUALCONTACT NETWORK
46
KNOWLEDGE NETWORK
47
ONLINE NETWORK
48
STRONGCONTACT GROUP
50
FRIENDS ON THE BIG RIVER
51
Where Networkers Gather
55
CHAMBER OF COMMERCE CASUAL CONTACT
56
BUSINESS ASSOCIATION CASUAL OR STRONG CONTACT
58
REFERRAL GROUP STRONG CONTACT
60
SOCIAL NETWORK FOR BUSINESS ONLINE
61
Online Networking Click HeretoConnect
65
LOOKING PAST THE HYPE
66
MINDTHE FUNDAMENTALS
67
CONNECTING WITH PEOPLE AT WEB SPEED
68
IS ONLINE NETWORKING A GOOD FIT FOR YOU?
72
OTHER WAYS TO COMMUNICATE WITH YOUR ENETWORK
74
A CORE STRATEGY THATS WORTH KNOWING
75
DevelopingYour TargetMarket
77
NETWORKING FACE TO FACE
83
Joiningthe Crowd
85
The 12 x 12 x 12 Rule
91
LOOK THE PART BEFORE GOINGTOTHE EVENT
93
HAVE THE FIRST 12 WORDS READYTO ROLL OFF YOUR TONGUE
94
Wheres Your Attention Focused?
97
Standout Questions
101
QUESTION TIME
102
THE ANSWERS YOU WANT
106
TellingYour Companys Story
107
BRIEFINGYOUR MESSENGER
111
GETTING SPECIFIC
113
Quantity Is Finebut Quality Is King
115
PART IV
123
GETTING TO THE NEXT STAGE
138
SORTING OUT WHOS WHO
139
MAKING THE MOST OF FACE TIME Warming Up
142
The Power of Your Database
147
POWERING UP YOUR DATABASE
148
PUTTING YOUR DATABASE TO WORK
151
The Referral Process
155
STEP 1 YOUR SOURCE DISCOVERS A 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 7 YOUR SOURCE REPORTS BACK TO YOU
162
STEP 8 CLOSE THE DEAL
163
SECRETS OF THE MASTERS
165
Becoming the Knowledgeable Expert
167
Networking at NonNetworking Events
175
PERSON TO PERSON
176
ASKHOW CAN I HELP?
177
BE SINCERE
178
HONOR THE EVENT
179
Becoming a Referral Gatekeeper
181
GUARDIAN AT THE GATE
182
HUB OF THE WHEEL
186
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 THROUGH OUT THE YEAR
193
ALWAYS THANK YOUR REFERRAL PARTNERS
194
Creative Rewards
197
PART VI
207
Top Ten Ways Others Can Promote You
209
Ten Levels of Referrals
213
The Networking Scorecard
219
SEND A THANKYOU CARD
220
CALL A REFERRAL SOURCE
221
SEND AN ARTICLE OF INTEREST
222
INCLUDE A SOURCE IN YOUR NEWSLETTER
223
Credibility Enhancing Materials Checklist
227
Networking Likea Pro Game Plan
231
About the Authors
247
Index
253
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About the author (2009)

Dr. Ivan Misner is the founder and chairman of BNI, the world’s largest business networking organization. He has written eleven books including three New York Times bestsellers.
Brian Hilliard specializes in helping busy entrepreneurs market their business in less than 90 days. He is the owner of Agito Consulting and a popular speaker.
David Alexander is the chief networking officer of Referrals4life, LLC., one of the largest BNI franchises in the world. David is also an author and keynote speaker.

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