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Index
Foreword by Michael Port
Acknowledgments
Introduction
Part 1 How Do I Initiate Relationships That Get Results?
1 Make the Right Connections—People Look for Those Who Fill a Need
2 Grab Attention—People Are Drawn to These Five Things
3 Engage Emotion—People Respond to Feelings, Stories, and Metaphors
4 Establish Credibility—People Want to Work with Trustworthy Experts
Part 2 How Do I Create Meaningful Connections That Last?
5 Be Memorable—People Can Be Aware of Only a Few Things at a Time
6 Follow Up—People Are Comforted by Consistency
7 Give Value—People Quickly Determine Whether Something Is Helpful
8 Stimulate Discussion—People Become Invested When They’re Involved
Part 3 How Do I Influence People to Refer to Me, Hire Me, and Buy from Me?
9 Use Social Proof—People Look to Certain Others to Decide What to Do
10 Give First—People Naturally Reciprocate Genuine Support
11 Simplify Everything—People Deliberate on the General and Act on the Specific
12 Influence Action—People Decide in the Opposite Way of What You’d Think
References
Index
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