Misner Ivan - Networking Like a Pro: Turning Contacts Into Connections
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- Book:Networking Like a Pro: Turning Contacts Into Connections
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Networking master and New York Times bestselling author Dr. Ivan Misner along with David Alexander, and Brian Hilliard teach entrepreneurs how to master the art of networking. Introducing an exclusive results-measuring system--the Network Scorecard--this powerful guide motivates entrepreneurs to reach quality prospects, leverage new and current contacts, prompt ongoing referrals--and ultimately, boost their client base and their bottom line. With this powerful guide, eager entrepreneurs uncover undeniably effective networking techniques for building, reviving, and growing their business. Following.;Acknowledgments; Introduction -- Myths, Mysteries, and Misconceptions; Part I -- The Networkind Mind-Set; Chapter 1 -- Social Capital; Chapter 2 -- The Law of Reciprocity; Chapter 3 -- Farming for Referrals; Chapter 4 -- Fishing for Referrals; Part II -- Your Networking Strategy; Chapter 5 -- Three Essential Questions; Chapter 6 -- The Butterfly Effect; Chapter 7 -- The Four Streams of Your Networking River; Chapter 8 -- Where Networkers Gather; Chapter 9 -- Online Networking: Click Here to Connect; Chapter 10 -- Developing Your Target Market; Part III -- Networking Face to Face.
Misner Ivan: author's other books
Who wrote Networking Like a Pro: Turning Contacts Into Connections? Find out the surname, the name of the author of the book and a list of all author's works by series.
Ivan R. Misner Ph.D.
Ivan R. Misner
Cisco Networking Academy
Briere Danny
Darling
Hilliard Brian
Ivan Misner
Ivan Misner
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Table of Contents
Acknowledgments
The three of us went into writing Networking Like a Pro fully understanding that co-authoring a book takes even more commitment, dedication, and effort than going it alone since co-authors have to blend ideas with one another in a way that moves the book forward and creates cohesion throughout the entire text. Sometimes though, accomplishing that does not come easily, to say the leastespecially when there are deadlines to be held accountable to.
With that said, we have each marveled on numerous occasions at how immediately and naturally our individual contributions to this book intertwined and how, as a result, the entire process of co-authoring this book together was not only relatively stress-free, but also consistently enjoyable to dedicate time and effort to. We are each very grateful for the unique experience and insight each one of us brought to the table and for the opportunity to collaborate on writing this book together.
However, our cumulative efforts would not have come together nearly as successfully if it werent for our highly knowledgeable editing team: Jeff Morris, Karen Billipp, and Elizabeth Tripp. An editors job can unfortunately be a thankless one and we would like to state, for the record, that this book would not be what it is today without the energy and talents of our three editorsyou all did an amazing job.
We would also like to acknowledge our publisher, Entrepreneur Press. They are a company which has proven to be a class-act operation through and through and its no wonder Ivan has done three other books with them.
Finally, we saved the best for last as we owe the biggest thanks to our families who have supported us over the entire course of creating this book. Thank you to the Misner, Alexander, and Hilliard families for your love, patience, and encouragement. We hope we make you proud.
INTRODUCTION
Myths, Mysteries, and Misconceptions
Imagine being dropped off in a foreign city with nothing but a few hundred dollars and being told that the only way to get home is to start a business and make a lot of moneyin six days. Well, you dont have to imagine it. Just watch the BBC television show The Last Millionaire.
In this reality show inspired by Donald Trumps Apprentice on American television, 12 of the United Kingdoms most successful young entrepreneurs pair off in a series of competitions. They are taken to cities around the world wherewithout their accustomed luxury, without the aid of their companies, colleagues, or friends, without access to their bank accounts, often without even knowing the local language, culture, or customsthe pairs are told to build a business from scratch. The team that makes the most money in a week gets to go home; the rest go on to compete in another city. After the last two teams face off, the last surviving pair are pitted against each other to win the honor of not being the last millionaire.
On one episode, the final contenders, Natalie and Lucy, were flown to Hong Kong and lodged in a cheap hostel. They were each given the equivalent of a few hundred U.S. dollars and told to create a product and sell it in five days. They could recruit student helpers from a list they were both given, but otherwise they were left pretty much on their own.
Natalie called the student contacts for help. Lucy, however, went to an internet caf, pulled up Google, and typed business networking into the search engine. The first hit was BNI, the worlds largest business networking organization. Lucy called the president of one of Hong Kongs chapters and wrangled an invitation to visit the groups next meeting.
Minutes after giving the group a 30-second presentation on her business goals, she was networking with members and getting referrals for contacts that would design, produce, and sell her productT-shirts. Among these referrals were the largest manufacturing agent in Asia and one of the top manufacturers in Hong Kong. A couple of days later, her new business was off to the races.
Want to know who won? Lucy, of course. Her earnings were 16 times her startup money and more than 4 times what Natalie made.
Think of it: in a time when businesses worldwide are struggling, an ambitious person with good business sense can be dropped into a foreign city andwith a little help from some business networkersbuild a profitable business in less than a week. To people who are not familiar with the power of networking, that is astounding! Theres not a more vivid testament to the power of referral networkingat least, not on television.
Networkers know. As the three of us cross continents and oceans, giving presentations and conducting seminars to spread the word about the power of relationship networking, we are greeted by audiences of enthusiastic businesspeople eager to supercharge their enterprises by becoming networking professionals. But at the same time, and in the same settings, we are often bombarded with questions that reveal how much myth and misinformation exists about networking as a marketing tool: Is referral networking truly effective, or is it just a way to pick up the occasional new client? Can it be considered a legitimate business strategy? Arent direct mail, billboards, even Yellow Pages ads more important?
The truth is that referral networking is becoming an accepted and important marketing strategy in businesses worldwide. Obviously, theres a very good reason for this: it works. Its a cost-effective way to get in front of a bunch of new clients, and its a much better way to keep a business prospering over the long term, because its built on mutually beneficial relationships between you and your fellow business owners. Its powered by the oldest and most enduring principle of human society: Givers Gain, the idea that the good you do will eventually come back to you in one form or another.
DEBUNKING THE BUNK
As business professionals, we can tell you from personal experience how effective referral networking has been in the success of our own businesses. After reading this book, you will understand how it works and how it can be effective in your own business. But lets start by addressing some of the myths and misconceptions that people hit us with from time to time.
I tried networking. It didnt work. Whats different about this?
Its a common misconception that simply attending a networking event will bring you new business right away. It wont. Neither will just reading this book; theres no silver bullet in these pages.
Networking is simple, but its not easy. If it were easy, everyone would do it, and do it well. But not everyone does. Thats because its a skill, like cooking and golf and carpentry, that takes knowledge, practice, commitment, and effort to learn and apply consistently. You cant just go out to the golf course, buy a club and a ball, whack the ball around a bit, and think youve played a round of golf. Neither can you walk unprepared into a gathering of potential networking contacts and suddenly become a competent networkerno matter how gregarious and sociable you are or how many books on networking youve read.
Networking is about forming and nurturing mutually beneficial relationships, which brings you new connections with large numbers of people, some of whom will become good customers. Networking also puts you in touch with other resources, such as industry experts, accountants, and lawyers, who can help your business in other ways.
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