Book Summary: Networking For Professional Success

Book Summary:

This article is based on the following book:
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
125 pages

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 advertisements

Advertising 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 objective

Select the right technique

Understand that "deal flow" or your number of prospects must be great in order to bag one new business contract.

Identify your target

Work 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 opportunities

Clarify what network partners can and will do for you

Know which contacts to build into network partners

Find 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

http://www.bizsum.com/freearticle2.htm

"A Lot Of Great Books....Too Little Time To Read"

Free Book Summaries Of Latest Bestsellers for Busy Executives and Entrepreneurs

Mailto:freearticle@bizsum.com

BusinessSummaries is a BusinessSummaries.com service.

(c) Copyright 2001-2002, BusinessSummaries.com - Wisdom In A Nutshell

In The News:

---

Magic Tricks - Book Reviews

Since the 1950's, Coin Magic by J.B. Bobo has been... Read More

Product Review: Affiliate Mistakes Special Report

In his ebook "Affiliate Mistakes Special Report," Chuck McCullough teaches... Read More

Entrepreneurs Reach Record Income Levels Using New EBook on Adsense and Adword Techniques

The "Rich Jerk" has created quite a stir on the... Read More

The Letter Writer: Book Review

"I enjoyed reading this book. The characters were portrayed very... Read More

Who Moved My Cheese? For Teens - AchieveMax® Top Ten Book Review

Who Moved My Cheese? For Teens by: Spencer Johnson, M.D.Spencer... Read More

Book Summary: The 17 Indisputable Laws Of Teamwork

To achieve great things, you need a team. Building a... Read More

Bob the Dragon Slayer - Book Review

This very fun, exciting, fast-paced, warm novella - Bob the... Read More

Enron Debacle: Review Of Kurt Eichenwalds Conspiracy Of Fools A True Story

Title: Conspiracy Of Fools: A True Story Author: Kurt Eichenwald... Read More

Lethal Option - Book Review

"This has to be one of the best detective novels... Read More

Humor Just Got A Whole Lot Funnier With Juggin Joe

Author Joseph Yakel presents his own blend of humor and... Read More

Why The Dems Can?t Stand Tom Delay & Tim LaHaye

THE MORAL OF THE STORYLou Dubose and Jan Reid's new... Read More

Alison?s Journey: Book Review

"The dedication in this book is a work of poetry... Read More

A Monster Named Criney who Makes Kids Whiney - Review

Excellent! The best children book of this genre that I... Read More

Giving Feedback or Writing Reviews of Bad Stuff

Some book reviewers say that when they don't like a... Read More

Why They Launched Harry Potter At 12:01 Midnight

A missionary and his family were forced to camp outside... Read More

Los Angeles City Re-writes Free Car Wash Fundraiser E-Book

The City of Los Angeles Storm Water Program has recently... Read More

Empowering Teenagers - A Few Clues About Teens And A New Book

EMPOWERING TEENAGERSFrom a new book: "Adolescence is a difficult period,... Read More

Screenwriter and Novelist Marguerite Ashton Receives Rave Reviews for Mafia Novel

When asked what gave her the idea for the story,... Read More

The Southwest Airlines Way - AchieveMax® Top Ten Book Review

Over the years, several books and countless magazine and newspaper... Read More

Book Excerpt: Give Me a Home Where the Dairy Cows Roam

When I reached the top of the driveway after getting... Read More

Reality Checked - Book Review

Reality Checked ? Life through Death, is a moving saga... Read More

Jesus and the Gnostic Cathars

These are some of the highlights of a connected story... Read More

The Bible Code II: The Countdown, by Michael Drosnin

Sir Isaac Newton knew about the Bible code 300 hundred... Read More

Are You Using Both Sides of the GoogleCoin?

By now most of you realise that Google can give... Read More

Geeks & Geezers - AchieveMax® Top Ten Book Review

Geeks & Geezers: How Era, Values, and Defining Moments Shape... Read More

Be the Captain of Your Lifes Ship

In his book, "Crossing the Unknown Sea: Work as a... Read More

Author Releases Comprehensive Family History Book On The Family of JACKEL, JECKEL, IEKEL, YAKEL

When the topic of family history comes up, where do... Read More

Review for Broken Angel, by SW Vaughn

Broken Angel, by SW Vaughn, breathes with an insistent life... Read More

Marone Memoirs: An Immigrant Story - Review By Amanda Evans

Marone Memoirs ? An immigrant Story by author Sarah E.... Read More

Book Summary: How To Work With Just About Anyone

"I just can't seem to get along with this person!"Every... Read More

Kashmir: Behind the Vale

Kashmir has been a reason for at least three wars... Read More

A Coaching Book Review

Win-Win Partnerships ? Be on the Leading Edge with Synergistic... Read More

Book Summary: First, Break All The Rules

Based on a mammoth research study conducted by the Gallup... Read More