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Book Summary: Networking For Professional Success

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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

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

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

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