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Index
Business Networking For Dummies
Visit www.dummies.com/cheatsheet/businessnetworking to view this book's cheat sheet. Guide Pages
Foreword Introduction
About This Book Foolish Assumptions Icons Used in This Book Beyond the Book Where to Go from Here
Getting Started with Business Networking Getting to Grips with Networking Basics
Understanding Business Networking Starting with ‘Why?’
Noting the ‘why’ of networking
Revealing my ‘why’
Figuring out your ‘why’ Talking to Strangers (Ignore Your Parents’ Advice) Knowing Who Uses Networking
Thinking beyond the room
Realising It’s Not All Funny Handshakes and Old Boys Clubs Finding Networking Opportunities Following Networking Guidelines Networking in a Nutshell: Different Formats
Understanding unstructured networking meetings Seeking out structured networking meetings Networking formats you’re likely to encounter Business networking and referral marketing – same difference?
You’ve already been networking without realising it! Exploring Different Aspects of Networking
Networking for the Employed
Building your skillset using networking Meeting people in the same industry to swap ideas Keeping up to date with trends in your industry Meeting your next boss – career building and future proofing
Networking for the Business Owner
Promoting your business Finding trusted suppliers: Real-life Google Keeping up to date with trends in business Creating your virtual team: The future of business
Networking as Marketing
Clarifying your marketing aims Reaping the benefits of business networking
Networking Meets Social Media
Seeing the relevance Making the most of social media
Networking for the shy Setting (Realistic) Expectations
Recognising Why You Need to Set Expectations Thinking about what You Expect to Get Out of Networking
Coping with your first networking event
Knowing That Networking Isn’t Without Effort
Keeping track of your schedule Being patient
Networking is all about relationships Making Use of Networking Organisations
Finding the Right Organisation for You
Start locally Match your business to the prospect
Finding Independent Networking Clubs
Contacting your local chamber of commerce Finding local independent networking groups
Joining Commercial Networking Organisations (in the UK)
So why should I pay when ‘free’ clubs are available?
4Networking BNI Business Scene FSB NRG Women-only networking organisations Coming across Co-working
Co-working hubs KindredHQ Regus
Specialist and Niche Networking Organisations and Groups Understanding the Politics of Networking Groups Running Your Own Networking Club Remembering Why You Got Involved
Using the platform; engaging the audience Networking at Trade Shows
Knowing What to Expect from a Trade Show
The Great British Business Show The Welsh Business Shows New Start Scotland
Finding Local and National Trade Shows Making Your Trade Show Experience a Success
Networking at trade shows, big or small Becoming part of the crowd
Feeling the Need for Speed Networking
Doing something different Following up
Announcing your arrival Face-to-face Networking Attending Networking Meetings
Finding Time to Network
Recognising that networking is real work Networking to suit you and your business Using your time twice
Deciding What to Wear and What to Take with You
Making sure that you understand the dress code Thinking about the impression you want to make Being prepared with business cards – and plenty of them Taking promotional material
Knowing What Time to Arrive
Checking the meeting timings Entering as an early bird or fashionably late?
The early bird catches the worm Fashionably late Which to choose?
Calming Your Nerves
Knowing why your nerves may be your biggest asset Keeping on top of first-time jitters Managing your nerves and appearing confident Knowing what time to go home
Making Connections in Open Networking
Understanding Open Networking Introducing Yourself to People You Don’t Know
Recognising that everyone’s in the same boat Choosing who to approach
Targeting the loner Breaking into a group
The networking dance
Making an Impression
The handshake
What your handshake says about you Shaking the right way
Starting a conversation
Asking a question Trying out opening lines
Answering ‘So, what do you do?’
Walking in with a pizza box Nailing the Introductions Round
Getting the Scoop on the Introductions Round
What your introduction doesn’t need to be like
Remembering that you’re trying to get the interview, not the job Avoiding the elevator pitch error Standing Out from the Crowd
Preparation, preparation, preparation Think about what they might be buying, not what you’re selling Using soundbites Using props Understanding body language
Stand up! Your arms Your face Practise your body language
Can you hear me? Injecting your introduction with passion and confidence
Rules to Follow and Things to Avoid Introducing Sample Templates for Your Introduction
The attention grabber
The structure The headline The introduction The how-you-do-it The call to action Putting it all together
The third-party endorsement
The structure All about you Testimonials Putting it all together
Remembering What You Planned to Say
Mixing it up Handling One-to-Ones
Getting the Scoop on One-to-Ones
Having a one-to-one with everyone
Getting the Most from One-to-Ones
Where to have a one-to-one When to have a one-to-one
The perils of forgetting to ask the right questions
Asking open questions Are you listening or waiting for your turn to speak? Making notes to follow up with Taking notes like a pro Knowing What to Do After the Meeting
Breezing Through the Ten-Minute Speaker Slot
Recognising the Opportunity
Reaping the benefits Understanding stock value
Planning and Preparing Looking at Different Networks, Different Opportunities, Different Approaches
Using ten minutes to talk about your business
Asking, ‘So what?’ Setting out a structure to talk about your business
Using ten minutes not to talk about your business
Giving stuff away for free Talking about your passion Thinking about your journey Explaining your passions outside work Presenting the big message
When nerves run away with you
Structuring Your Presentation
Questions and answers Checking your timings Coping when the day comes
Death by PowerPoint Following Up
Following Up to Win Ouch! Dealing with Your Piles
Making the most of business cards
Smart phone technology Business card scanners
Using CRM systems Evaluating email marketing software
Following Up Successfully
Thinking about your follow up Being creative
Wish you were here?
Reminding People about Your Business
Asking for business
Not being afraid to ask
Asking for referrals
Networking Online and Using Social Media Networking Online
Introducing Online Networking Finding Business Networking Forums Joining an Online Community Becoming Part of Any Community Advertising is Okay (Sometimes) Calling First Means That You Often Get the Job Establishing Yourself as the ‘Go-To Guy’ in the Community
Using Social Media to Keep Relationships Alive
Venturing into Social Media
Realising that the times, they are a-changing Entering social media
Winning Friends and Influencing People
Finding common ground Forming meaningful relationships Going local, regional, national or international Joining in other people’s conversations
Staying in Your Contacts’ Field of Vision
Buy furniture!
Going beyond: Following up with social media
Be the nosy shopkeeper Keeping information at your fingertips
Thinking business? Think personal as well
Do things differently Discarding your doubts
Spotting easy referral opportunities Getting Maximum Value from Blogging by Hardly Writing a Word
Curating information about your industry or profession Remembering it’s about conversation not content
Networking Using Different Social Media Platforms
Choosing the Right Platform for Your Business
Being in the right place
Twitter
Keeping in touch with Twitter Tweeting secrets Putting in the time and effort
Facebook LinkedIn Google+ Blogs Instagram Vine Foursquare Pinterest Taking the Next Steps in Social Media
Joining Up Your Online and Offline Networking
Acknowledging that People are People – However You Connect Finding Your Strongest Connections
Taking advantage of tools to connect
Meeting People Before You Meet Them
Researching your prospects Listening online, then speaking on the phone
Turbo-charging Your Networking
Top Five Tips for Keeping in Touch with Your Contacts
Using Networking to Build Your Business
Standing Out in Networking
Putting in the effort Remembering that networking isn’t easy Engaging your brain and engaging your network Finding better ways to advertise than shouting to strangers
Assembling a crowd the Google way
Boosting Your Business with Personal Branding
Learning from Evian’s posh bottles
Sorting out your shop front
Being a product of the product Using Networking as an Excuse
Getting to your ideal prospects using networking Using networking for businesses that can’t cold call
Building Networking into Your Business Strategy
Circles Within Circles: It Isn’t Just About Who You Know Staying in Touch When You Said You Would
Finding people to talk to Growing your network as people come and go
Thinking Outside the Limited Company
Bartering to build your business
Building Your Virtual Team Settling Into a Routine and Knowing What Works for You
Measuring Your Success Networking or Notworking?
Measuring your Return on Investment
Recognising and recording the value in every meeting
Ever-helpful Evernote
Finding the hidden value in networking Adjusting Your Mindset to Spot the Benefits
Listening to your intuition
Self-employment versus business ownership
Keeping an open mind Acknowledging that networking is always working
Revisiting Your Approach
Using Networking as a Sounding Board
Nobody’s asking you for a one-to-one Business is dribbling in You’re getting one-to-ones but nobody’s buying You view knock backs negatively
Using Your Networking Contacts to Advise You
Launching new products to your networking crowd Trying new pitches Tailoring your approach to your environment
Relax – getting it wrong doesn’t matter
Discovering the secret to turning around your networking experience Keeping Faith with Networking
Getting a second chance to make a first impression The Part of Tens Ten Ways to Improve Your Networking Results
Do More Networking Become Part of Your Group’s Team Volunteer for the Ten-Minute Slot Take an Honest Look at Your 40-Second Introduction Attend Meetings of Other Networking Groups Phone People Run a Mini-Seminar after a Networking Event Use Social Media Make it Easy for People to Buy from You Understand that Networking is Working
Ten Networking Gaffes to Avoid
Talking Only About Yourself Overrunning Being Late Whispering during Other People’s Introductions Ridiculing or Disrespecting Your Competitors Adding People to Your Mailing List without Permission Judging a Book by Its Cover Not Following Up Treating Networking as a One-Off Sale Forgetting to Smile
About the Author
Dedication Author’s Acknowledgements Publisher’s Acknowledgements
To access the cheat sheet specifically for this book, go to www.dummies.com/cheatsheet/businessnetworking. Find out ”HOW” at Dummies.com
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