Book Summary: Networking For Professional Success
This article is based on the following book:
www.amazon.com/exec/obidos/ASIN/0749415975/qid=1028374811/sr=1-20/cgicity" target="_new">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:Networking is essential for both new jobs and business contracts.Effective networking is 12 times more effective than answering advertisementsAdvertising is becoming ineffective except on a large scale.Networking helps you find hidden opportunities and can set you apart from the competition.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.You can overcome your natural shyness, your fear of using people, and your fear of rejection.
The 3 key networking techniques are:Build a network of partners to keep an open eye and ear for new opportunities for You.Reach targeted individuals in two ways: directly or indirectly.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:Define your objectiveSelect the right techniqueUnderstand that "deal flow" or your number of prospects must be great in order to bag one new business contract.Identify your targetWork out your positioning. This is a short statement of what you are about, what you can offer.Think about what you can do for your network partners in exchange for information and contacts.
Building Network partners:Talk to everyone you know about opportunitiesClarify what network partners can and will do for youKnow which contacts to build into network partnersFind those friendly network spiders, those types of people who just seem to know everyone.Use the telephone.
How to grow and refresh your network:Go out of your way to be where people are.Get into the habit of being talkative.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.Choose the right method for the right person.Warm up long-cold contacts.
How to find targeted individuals:Focus on what you want to achieve and how people can help you.Use your network partners to find suitable companies.Gather key information on these companies.Figure out who is the one with the power to hire you.Find people connections and common areas of interest.
Reaching targets through network partners:Find and persuade the best partner for your targeted individual.Engineer an introduction.Build word-of-mouth exchanges about yourself.
Reaching targets directly:Decide if you should write a letter or not.Be able to demonstrate your achievements.Have a line ready to get you past the secretary.Act as though you expect to be put through.Be ready to leave a short, persuasive message for the decision-maker.
Your opening line:Be cheerful, confident and straightforward.Exploit connections and recommendations.Mention common interests.Report news of interest to the target.Wait for a response. Know when to shut up.Write down your opening lines before picking up the phone.
How to be visible without really trying:Ask a question at a conference.Make a point in a meeting.Write letters to your industry magazine.Introduce yourself to lots of people at an industry show or ball.Buy people a drink at the bar at a lecture.Discuss a book with an industry leader.Wear bright ties.Make people laugh.Have an opinion on everything. (But keep an open mind)Hand out an unusual business card.Recast your CV to be a little different.Take up an unusual hobby. (But not too unusual)Don't overlook using the email and Internet to communicate your cause.
About The Author
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
'The two things I love most are novels and birds, and they're both in trouble,' says The Corrections author, one of the world's most famous birdwatchers, in an extensive interview in The Guardian
With less than 10 days to go until Thanksgiving and the start of the holiday shopping season, independent bookstores around the country are finalizing their plans for the sixth annual Indies First celebration. Held every year on Small Business Saturday, the day after Black Friday, Indies First has grown to include more than 500 indie bookstores around the country.
Amazon confirmed Tuesday morning that it has chosen sites in New York City and Northern Virginia as the locations for its new headquarters. As previously reported, the New York City office will be located in the Long Island City neighborhood in Queens. The Northern Virginia site will be in the National Landing section of Arlington, about five miles away from Crystal City, which previously had been reported as the Amazon choice in the metro Washington, D.C., area.
Stan Lee, who as chief writer and editor of Marvel Comics helped create some of the most enduring superheroes of the 20th century and was a major force behind the breakout successes of the comic-book industry in the 1960s and early '70s, died on Monday in Los Angeles. He was 95.
A worldwide strike by antiquarian booksellers against an Amazon subsidiary proved successful after two days, with the retailer apologizing and saying it would cancel the actions that prompted the protest.
It was a rare concerted uprising against any part of Amazon by any of its millions of suppliers, leading to an even rarer capitulation. Even the book dealers said they were surprised at the sudden reversal by AbeBooks, the company's secondhand and rare bookselling network.
The uprising, which involved nearly 600 booksellers in 27 countries removing about four million books, was set off by the retailer's decision to cut off stores in five countries: the Czech Republic, Poland, Hungary, South Korea and Russia. AbeBooks never explained its actions beyond saying it was related to payment processing...
Christopher Lehmann-Haupt, a nationally influential literary critic for The New York Times for three decades, who wrote some 4,000 reviews and essays, mostly for the daily column Books of The Times, died on Wednesday in Manhattan. He was 84.
Jin Yong, a literary giant of the Chinese-speaking world whose fantastical epic novels inspired countless film, television and video game adaptations and were read by generations of ethnic Chinese, died on Oct. 30 in Hong Kong. He was 94.
... For those of us lucky enough to know Todd, it was not only the adorable, customizable structures of the libraries that made him happy but it was something far bigger: community. For Todd, Little Free Libraries were places that strengthened community ties where they existed and built ties where they were absent. And he loved how comments and challenges sparked new ideas and initiatives.
Not enough Little Free Libraries in high-needs communities? Todd created the Impact Library Grants Fund. Interested in ways to engage a community? Todd formed and encouraged the use of the Action Book Club. Looking for more positive interaction between youth and law enforcement? Todd's answer was to create the Kids, Community & Cops program. Looking to create better conversations around books? Pass out Whatcha Readin' buttons. ...
Beginning today and lasting a week, more than 300 booksellers around the world are not selling titles on AbeBooks, the Amazon subsidiary that specializes in collectible and used books, to protest AbeBooks' decision to ban booksellers from several nations, including South Korea, Hungary, the Czech Republic and Russia. The action is called Banned Booksellers Week and was begun, the New York Times said, by British bookseller Simon Beattie.
The plea went out a few weeks ago from October Books in the port city of Southampton, England: "Care to lend a hand?"
Volunteers were needed to help the store move to a new location about 500 feet down the road--a move made possible by a fundraising campaign that allowed the beloved local store to buy its new location for over half a million pounds (about $650,000) thus protecting it from future rent increases--which had forced it out of its former building.
This past Sunday, a human chain began forming from the old October Books stockroom, snaking past 54 doors to the new building. Hand-to-hand, the chain of people passed thousands of books over a few hours.
"It was very moving," Ms. Haynes said, adding that the employees were "all getting choked up" about how members of the community had leapt to help out.