Foreword: Networking: old wine in new bags?
FANQ (Frequently Asked Networking Questions)
Chapter 1: The foundation of your network
- Networking: what is it and what is it not
- The activity
- The attitude
- The process
- Passion, Values and Goals
- Passion
- Values
- Goals
- Reach your goals by sharing them with your network
- Your network as the best aid to reach your goals
- How to approach the “best people” for your network?
Chapter 2: Insights in networking
- 6 degrees of proximity
- It’s a small world
- The 6 degrees of proximity in numbers
- The consequences of the 6 degrees of proximity
- It’s easy to find the best people to help you reach your goals
- Improve your “results” at networking events
- Build a large “sleeping customer file”
- Some warnings about the 6 degrees of proximity
- Networking versus hard selling
- Farming versus hunting
- The difference between hard selling and networking
- Quantity versus quality
- The importance of quality
- The importance of quantity
- More opportunities
- Your goals change over time
- Value for your network
- Diversity creates a larger safety net when circumstances change
- Find your balance between quality and quantity
Chapter 3: Networking attitude in practice
- The Golden Triangle of networking
- Giving
- Your network
- Things that anybody can offer at no cost
- Samples and upgrades
- Articles
- Free newsletter
- Checklists
- E-course
- Your expertise
- How about you?
- Asking
- How do you feel when making a request?
- What does a good question look like?
- Attention points when making requests
- Some more tips about asking
- The best question in networking
- Getting requests: the power of saying “no”
- Thanking
- Be specific
- Accept compliments
- Ways to thank people
- Trust
- Building trust
- Building personal trust
- Building professional (or expertise) trust
- Building trust through story telling
- Shortcuts to build trust
- Listening
- Why listening is so important
- Intention
- Body Language
- Actions
- Stop ...
Chapter 4: Your networking profile
- Your networking ID
- 50 words
- Your introduction
- Your Elevator Story
- Why is this Elevator Story so important?
- So what does an Elevator Story look like?
- Elevator Story for your organisation or department
- Personal Elevator Story
- Pitfalls when drafting an Elevator Story
- “Don’ts” when using an Elevator Story
- Tests to evaluate your Elevator Story
- A final word about your networking profile
Chapter 5: Networking on events
- A Networking Story
- Attending an event
- Preparation
- How do you know that an event is organised?
- Which networking events to attend?
- What does the event look like?
- Who are the other attendees?
- What is your specific objective at an event?
- Do you have your tools?
- How do you feel when going to a networking event?
- Bring your networking partner?
- Entering the venue
- Making contact
- Find common ground
- Conversation starters
- Look for people who are alone
- Go to the bar or food area
- Play host(ess)
- Help the organisation
- Have yourself introduced
- Approaching groups
- How to make yourself popular without spending money. Networking, the Dutch way.
- Talk to speakers.
- Maintaining the conversation
- Ending the conversation
- How long should a conversation last?
- How do you end a conversation?
- Getting out of your own small group
- Leaving the venue
- How to stimulate networking at your event
- Tell people that networking is important
- Use a networking concept
- Etiquette
- Business Cards
- The importance of a business card
- Free business cards
- What on a business card?
- How to deal with your own business cards?
- When to exchange business cards?
- How to deal with other people’s business cards?
- Remembering names
- Two kinds of memories
- Ten tips to remember names
Chapter 6: Online networking and tools
- E-mail software and add-ins
- Tips to get MS Outlook help you to network more efficiently
- Signature
- Contacts
- Your own VCard
- Rules wizard
- E-mail templates
- Reminders for birthdays
- Plaxo toolbar for MS Outlook (and Outlook Express)
- What is Plaxo?
- How can Plaxo help you?
- How to avoid filling in your contact data over and over again
- Is Plaxo safe?
- LinkedIn Outlook toolbar
- Stay up-to-date easily with your contacts using Plaxo and LinkedIn
- Instant Messaging
- Free telephone over the Internet: Skype
- Online networking websites
- Different types of on-line networks
- What can you expect from online networks?
- Some online networking tips
- Your online profile
- Online networking etiquette
- What do online networks have to offer?
- What do social business networks have to offer?
- What do business network platforms have to offer?
- How to use Google to support you in your networking actions?
- Blogs: what are they and what do they have to do with networking?
Chapter 7: Follow up and stay in touch with your network
- Follow-up
- Do what you promised to do
- Give
- Send your contact information in electronic format
- Step into the Golden Triangle Cycle
- Ask about the information you gave
- The frequency of a follow-up
- The result of a good follow-up action
- Difference between an introduction and a referral
- Introduce two people via e-mail
- Introduce or refer a possible supplier and customer to each other
- Make a general introduction or referral
- When to write an introduction or referral e-mail?
- Why e-mail instead of a phone call, a letter or in person?
- What with people you don’t know very well?
- How to react when somebody asks you for an introduction or referral?
- Asking for introductions and referrals yourself
- When to use which communication medium?
Afterword
Exercises
- Values Discovery Exercise
- Your current network
- Networking successes
Your own networking plan
Used terms
References and recommended reading
Other products and services of the Networking Coach
