Business Networking for Dummies by Thomas, Stefan -- Read -- Imperial Library of Trantor

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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