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Index
Cover
Title Page
Copyright
Dedication
Preface
Introduction
Part I: The First Pillar of Profitable Networking: Perspective
Chapter 1: The Power of Building a Profitable Network
First Pillar: Perspective
Second Pillar: Personal Brand
Third Pillar: Procedures
Fourth Pillar: Strategic Plan
Chapter 2: What Does Having a Strong Network Mean to You?
Chapter 3: Expectations
Chapter 4: What Networking Is Not
Chapter 5: Understanding Business Networking
Chapter 6: Friendship versus Business Relationships
Chapter 7: Education and Connection
Summary
Part II: The Second Pillar of Profitable Networking: Personal Brand
Chapter 8: The Business of YOU
Chapter 9: Overcoming Age Objections
Chapter 10: You Never Know Who's Watching
Chapter 11: Your Ideal Personal Brand
Chapter 12: Reality Check
Chapter 13: Why It Matters
Chapter 14: Personal Hygiene and Grooming
Chapter 15: Professional Wardrobe
Wardrobe Tips for Women
Wardrobe Tips for Men
Chapter 16: A Smile
Chapter 17: Eye Contact
Chapter 18: Authenticity
Chapter 19: Approachability
Chapter 20: The Tone and Pitch of Your Voice
Chapter 21: Sense of Humor
Chapter 22: Confidence: Part One
Chapter 23: Confidence: Part Two
Chapter 24: Confidence: Part Three
Step 1: Identify Your Value-Added Qualities
Step 2: Identify Your Fears and Confidence Zappers
Step 3: Imagine the Worst-Case Scenario
Step 4: Fix It or Accept It
Step 5: Stop Apologizing
Step 6: Take Your Eyes Off Yourself
Step 7: Make It Happen
Chapter 25: Recovering from Embarrassing Situations
The Rules of Recovery
Chapter 26: Building Your Reputation
Summary
Part III: The Third Pillar of Profitable Networking: Procedures
Chapter 27: The Fundamentals
Chapter 28: Handshakes
The Floppy-Fish Handshake
The Church-Lady Handshake
The Soaker Handshake
The Bone-Crusher Handshake
The Finger-Licker Handshake
Test Your Handshake
Hugs and Kisses
Chapter 29: Name Tags
Chapter 30: Remembering Names
Shift
Listen
Solidify
Think
Chapter 31: Forgetting Names
When You Forget Someone's Name
Chapter 32: Dining Etiquette
Place Settings
Napkins
Using Silverware in North America
Circulating Items
Bread and Butter
Eating Soup
Salad
Conclusion of Meal
General Manners
Chapter 33: Objectives for Attending Events
Chapter 34: Calculating the Return on Investment for Events
Chapter 35: Networking Effectively with Spouses, Friends, and Work Colleagues
Chapter 36: Before an Event
Pre-Event Checklist
Chapter 37: Understanding Event Flow
Chapter 38: Arrival
Chapter 39: Mingling Formula
Chapter 40: Initiating Dialogue
Chapter 41: Small, but Meaningful, Chat
Chapter 42: Listening
Chapter 43: Creating Mini-Bonds
Chapter 44: Exchanging Contact Information
Chapter 45: Moving On
The Verbal Disengage
The Third-Party Introduction
The “Gotta-Go” Technique
Chapter 46: Breaking into Group Discussions
Chapter 47: Business Cards
Chapter 48: Communicating YOU
Chapter 49: Developing Your Own 5-10-15-Second Communication
Step 1: Your 5-Second Spot
Step 2: Your 10-Second Spot
Step 3: Your 15-Second Spot
Chapter 50: General Business Etiquette
Grammar and Spelling
E-mail
Telephone CoMMunication
Conference Calls
Mobile Devices
Timeliness
Scheduling and Cancelling Appointments
How to Say No without Burning a Bridge
Meetings
Closing the Loop
Showing Appreciation
Alcohol
Summary
Part IV: The Fourth Pillar of Profitable Networking: Strategic Plan
Chapter 51: Now What?
Chapter 52: The Logical First Step
Chapter 53: Electronic Filing System
Chapter 54: Categorizing Contacts
1. General Contacts
2. Connectors
3. Target Market
4. Clients
5. Random Names
The Importance of Categorizing Contacts
Chapter 55: Relationship-Development Action Plan
General Contacts
Connectors
Target Market
Random Names
Chapter 56: Following Up
General Contacts and Follow-up
Connectors and Follow-up
Target Market and Follow-Up
Chapter 57: Transitioning from Social to Business
Chapter 58: Maintaining Relationships
Chapter 59: Tapping into Your Network
Chapter 60: Staying Visible
Chapter 61: Online Networking
Chapter 62: Accessing the Traditional Media
Chapter 63: Finding Your Focus
Step 1: Define Your Desired Outcome
Step 2: Clarify Your Target Market
Step 3: Identify Your Interests and Dislikes
Step 4: Commit Your Resources
Step 5: Create Your Focus Board
Step 6: Check Your Activities
Chapter 64: Filling Your Calendar
Chapter 65: Analyzing the Options
Chapter 66: Networking Ruts
Summary
Epilogue
Stay Connected with Allison Graham and ElevateBiz
About the Author
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