MAKE YOUR CONTACTS COUNT: NETWORKING – KNOW HOWFOR CASH, CLIENTS AND CAREER SUCCESSANNE BABER & LYNNE WAYMONPart I:
How's Your Networking Know-How?
Chapter 1:Assess Your Mastery Networking—you're expected to just know how to do it. As you gothrough life, from graduation to the grave, you'll have thousands of encounters with people in business and social settings. Aren't yousupposed to know automatically how to remember names, turn small talk toward business topics, exchange business cards so that they won't end upin "the round file," quickly build the kind of trust that results in sales andsatisfied customers, follow up without making a pest of yourself, and finda new job or change careers?What do you know about this vital business skill? Do you want to findout how you stack up as a networker? Do you want to see if youunderstand the subtleties, if you know the strategies, if you are usingstate-of-the-art skills? The self-assessment inChapter 1will help youdetermine where you are. You'll be able to decide whether you need toread every word of this book or just selected sections or chapters. Your results will help you prioritize your learning. Then you'll be able to useyour time—and this book—in the most effective way. That's why wewrote this book: So that you can make networking an art … not anaccident.
Chapter 1:
Assess Your MasteryOverview
Taking the self-assessment will give you an overview of the specific behaviors, attitudes, and strategies that make up the skill of networking.It will help you to:
Test your current level of mastery of state-of-the-art networking behaviors and beliefs.
Increase your awareness of the vast repertoire of skills andstrategies available to you as you build business relationships.
Remind yourself of some techniques that you know but don't useas much as you could.
Pinpoint topics that you want to focus on in order to increase your impact, professionalism, and comfort.
Chart your increasing skill when you take the quiz again after perusing this book.
Instructions
As you go through the self-assessment, you should know how we definesome of the terms we've used. Then, you'll need to know how to selectyour answers. Finally, after you are finished with the self-assessment,you'll need to know how to assess your mastery and decide what to donext.
Defining Some TermsNetworking event:
A business, quasi-business, or social situation inwhich you have opportunities to develop valuable connections.
Organization:
Any group you join for the purpose of making businessconnections (professional association, chamber of commerce, alumnigroup, business referral group, board, etc.).
Company:
Who you work for (your firm, your agency, etc.).
Selecting Your Answers
Below, you'll find eight sections: Observing the "Netiquette", AssessingYour Comfort Level, Being Strategic, Meeting People, Using Networking Organizations, Making the Most of Events, AchievingBottom-Line Results, and Following Up. Each section concentrates on aspecific area of the networking experience. The statements in eachsection focus on what you believe about networking and what you doand say when you are networking.For each statement, check one of the following as your response:Rarely0 to 20 percent of the timeSometimes20 to 50 percent of the timeFrequently50 to 80 percent of the timeAlmost always80 to 100 percent of the time
At the end of each section, you'll find a commentary that will help you inyour self-assessment.
Observing the "Netiquette"
If you've ever had an awkward moment as you engaged in a networkingactivity, you know how daunting it is to feel as if you don't know what todo. However, as you learn the skills and techniques-and the rationales behind them-you'll find that you rarely find yourself in a situation thatyou can't handle with aplomb and confidence.Handing out lots of business cards isn't networking. And do you knowwhat actually happens to those cards? SeeChapter 14for the rest of thestory.Do you worry about seeming too pushy? Too passive? If you're too pushy, you'll turn people off. If you're too passive, you won't get muchout of networking.When you approach a group, are you mentally back at the eighth-gradedance, wondering if people will snub you? If you know the steps for joining (not breaking into) a group, you'll be able to do it with ease. The process appears inChapter 10.Do you, out of nervousness, find yourself chattering away, dominatingthe conversation? Or do you have a hard time holding up your end of theconversation with Success Stories and other important things to talk
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Networking Guide
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