|Small Biz Articles » Management » Personal Development »||Rate/Review - Recommend|
This article is based on the following book:
Effective Networking for Professional Success
"How to Make the Most of Your Personal Contacts"
by Rupert Hart, Stirling Books, 1997
ISBN 0 949 142 09 3
We are all “self-employed” now.
Today there is absolutely no job security. We are living in an age
of corporate downsizing, and freelance consultants, or self-employed
workers are growing by the day. Networking is one skill you need to
practice to get ahead and survive these uncertain times.
Wisdom in a Nutshell:
1. Networking is essential for both new jobs and business
2. Effective networking is 12 times more effective than answering
3. Advertising is becoming ineffective except on a large scale.
4. Networking helps you find hidden opportunities and can set you
apart from the competition.
5. An indirect approach is better than a direct one. Use someone
you know to introduce you to your target contact. Never go
straight to your target without a go-between who will put in a
good word for you.
6. You can overcome your natural shyness, your fear of using
people, and your fear of rejection.
The 3 key networking techniques are:
1. Build a network of partners to keep an open eye and ear for new
opportunities for You.
2. Reach targeted individuals in two ways: directly or indirectly.
3. Build visibility by raising your profile. Go to every social
gathering you possibly can.
Building your network is an ongoing process. You need to increase your
range of contacts constantly.
Planning your campaign:
1. Define your objective
2. Select the right technique
3. Understand that “deal flow” or your number of prospects must be
great in order to bag one new business contract.
4. Identify your target
5. Work out your positioning. This is a short statement of what
you are about, what you can offer.
6. Think about what you can do for your network partners in
exchange for information and contacts.
Building Network partners:
1. Talk to everyone you know about opportunities
2. Clarify what network partners can and will do for you
3. Know which contacts to build into network partners
4. Find those friendly network spiders, those types of people who
just seem to know everyone.
5. Use the telephone.
How to grow and refresh your network:
1. Go out of your way to be where people are.
2. Get into the habit of being talkative.
3. Get the contact details of people you meet. Not just exchanging
business cards but stapling information like birthdays,
anniversaries, hobby clubs, and key information onto their cards.
4. Choose the right method for the right person.
5. Warm up long-cold contacts.
How to find targeted individuals:
1. Focus on what you want to achieve and how people can help you.
2. Use your network partners to find suitable companies.
3. Gather key information on these companies.
4. Figure out who is the one with the power to hire you.
5. Find people connections and common areas of interest.
Reaching targets through network partners:
1. Find and persuade the best partner for your targeted individual.
2. Engineer an introduction.
3. Build word-of-mouth exchanges about yourself.
Reaching targets directly:
1. Decide if you should write a letter or not.
2. Be able to demonstrate your achievements.
3. Have a line ready to get you past the secretary.
4. Act as though you expect to be put through.
5. Be ready to leave a short, persuasive message for the
Your opening line:
1. Be cheerful, confident and straightforward.
2. Exploit connections and recommendations.
3. Mention common interests.
4. Report news of interest to the target.
5. Wait for a response. Know when to shut up.
6. Write down your opening lines before picking up the phone.
How to be visible without really trying:
1. Ask a question at a conference.
2. Make a point in a meeting.
3. Write letters to your industry magazine.
4. Introduce yourself to lots of people at an industry show or ball.
5. Buy people a drink at the bar at a lecture.
6. Discuss a book with an industry leader.
7. Wear bright ties.
8. Make people laugh.
9. Have an opinion on everything. (But keep an open mind)
10. Hand out an unusual business card.
11. Recast your CV to be a little different.
12. Take up an unusual hobby. (But not too unusual)
13. Don’t overlook using the email and Internet to communicate your
By: Regine P. Azurin and Yvette Pantilla
"A Lot Of Great Books....Too Little Time To Read"
Free Book Summaries Of Latest Bestsellers
for Busy Executives and Entrepreneurs
BusinessSummaries is a BusinessSummaries.com service.
(c) Copyright 2001-2002, BusinessSummaries.com - Wisdom In A Nutshell
|This article was submitted by - Regine P. Azurin||Please Rate/Review this Article - Recommend it to friends|
How to sharpen your negotiating skills
Negotiating Is Crucial To Any Success. It Is The Art Of Looking For The Competitive Advantage, And It Is Easily Learned. In Fact, You Are Already Negotiating.
The Brand Called You
"the Ultimate Brand-building And Business Development handbook To Transform Anyone Into An Indispensable Personal brand" by Peter Montoya published By Personal Branding Press 2003 isbn 0967450659 278 Pages
Demand Dignity in Public Speaking Training
Presentation Skills Training Can Do More Harm Than Good. This Article Describes Four Rights You Should Insist On To Maintain Your Dignity While You Develop Your Speaking Skills.
|Disclaimer: Book Summary: Networking For Professional Success & Personal Development related small business articles and small business information provided on this web site is not to be construed as business advice from the website Small Biz Articles.com - or from the corresponding author who posted this article on our website. Personal Development articles on our website were submitted by various small business owners, entrepreneurs, authors, business experts, accountants, lawyers and other business professionals, but we do not verify the authenticity and the accuracy of information submitted and we are not responsible for any errors or inaccuracies. Please consult with one of the small business administration or small business development officers in your local SBA-SBDC centers, or with an attorney, accountant, a small business expert/advisor, to obtain proper business advice and accurate information for answers related to any specific questions you may have with regards to your small business issues.|
Your use of this website constitutes acceptance of the site
Terms & Disclaimers.
Copyright © 1998-Current, Smallbiz ArticlesSM and affiliates. All rights reserved.