Details

Business Networking For Dummies


Business Networking For Dummies


1. Aufl.

von: Stefan Thomas

11,99 €

Verlag: Wiley
Format: PDF
Veröffentl.: 17.03.2014
ISBN/EAN: 9781118833339
Sprache: englisch
Anzahl Seiten: 320

DRM-geschütztes eBook, Sie benötigen z.B. Adobe Digital Editions und eine Adobe ID zum Lesen.

Beschreibungen

<p>Grow your business, build your career, find more customers, and build a valuable support network of likeminded business people.</p> <p>Networking is a crucial skill for all professionals and business owners. Quite simply, it’s a fast and effective way to build your business or career - and excellent networking skills will set you apart from the competition. <i>Business Networking For Dummies </i>shows you how to get the most out of networking - both online and offline.</p> <p>With <i>Business Networking For Dummies, </i>you’ll learn to:</p> <ul> <li>Use business networking to grow and develop your business</li> <li>Find the right platform or platforms to build your own network and ‘assemble your crowd’</li> <li>Pitch yourself and your business with confidence</li> <li>Get the most out of face-to-face networking events - including valuable tips on presentation skills and sound bites!</li> <li>Join up your ‘real life’ and online networking</li> <li>Measure your networking success</li> <li>Follow up with new contacts successfully</li> </ul> <p>“This is a cornerstone book for anyone involved in running a smaller business and wishing to deploy networking as an enquiry source. It is clear, concise and provides a complete education for succeeding in, what is for some, a difficult environment."<br /> Ben Kench, Leading UK sales trainer and business growth specialist</p> <p>"I’ve read this entire book from start to finish and so should you because, when you know what you’re doing, business networking <i>does</i> work, and by following the blueprint that Stef has set down for you: <i>first you’ll learn, then you’ll earn.</i>”<br /> Brad Burton, Managing Director, 4Networking Ltd.</p>
<p>Foreword xv</p> <p><b>Introduction 1</b></p> <p>About This Book 2</p> <p>Foolish Assumptions 2</p> <p>Icons Used in This Book 3</p> <p>Beyond the Book 3</p> <p>Where to Go from Here 3</p> <p><b>Part I: Getting Started with Business Networking 5</b></p> <p><b>Chapter 1: Getting to Grips with Networking Basics 7</b></p> <p>Understanding Business Networking 7</p> <p>Starting with ‘Why?’ 8</p> <p>Noting the ‘why’ of networking 9</p> <p>Figuring out your ‘why’ 10</p> <p>Talking to Strangers (Ignore Your Parents’ Advice) 11</p> <p>Knowing Who Uses Networking 12</p> <p>Realising It’s Not All Funny Handshakes and Old Boys Clubs 15</p> <p>Finding Networking Opportunities 15</p> <p>Following Networking Guidelines 16</p> <p>Networking in a Nutshell: Different Formats 17</p> <p>Understanding unstructured networking meetings 17</p> <p>Seeking out structured networking meetings 18</p> <p>Networking formats you’re likely to encounter 18</p> <p>Business networking and referral marketing – same difference? 19</p> <p><b>Chapter 2: Exploring Different Aspects of Networking 23</b></p> <p>Networking for the Employed 23</p> <p>Building your skillset using networking 25</p> <p>Meeting people in the same industry to swap ideas 27</p> <p>Keeping up to date with trends in your industry 28</p> <p>Meeting your next boss – career building and future proofing 28</p> <p>Networking for the Business Owner 29</p> <p>Promoting your business 29</p> <p>Finding trusted suppliers: Real-life Google 31</p> <p>Keeping up to date with trends in business 33</p> <p>Creating your virtual team: The future of business 33</p> <p>Networking as Marketing 34</p> <p>Clarifying your marketing aims 35</p> <p>Reaping the benefits of business networking 35</p> <p>Networking Meets Social Media 36</p> <p>Seeing the relevance 36</p> <p>Making the most of social media 37</p> <p><b>Chapter 3: Setting (Realistic) Expectations 39</b></p> <p>Recognising Why You Need to Set Expectations 39</p> <p>Thinking about what You Expect to Get Out of Networking 40</p> <p>Coping with your first networking event 41</p> <p>Knowing That Networking Isn’t Without Effort 42</p> <p>Keeping track of your schedule 43</p> <p>Being patient 44</p> <p><b>Chapter 4: Making Use of Networking Organisations 47</b></p> <p>Finding the Right Organisation for You 48</p> <p>Start locally 49</p> <p>Match your business to the prospect 49</p> <p>Finding Independent Networking Clubs 50</p> <p>Contacting your local chamber of commerce 51</p> <p>Finding local independent networking groups 51</p> <p>Joining Commercial Networking Organisations (in the UK) 52</p> <p>4Networking 54</p> <p>BNI 54</p> <p>Business Scene 55</p> <p>FSB 55</p> <p>NRG 56</p> <p>Women-only networking organisations 56</p> <p>Coming across Co-working 56</p> <p>Co-working hubs 57</p> <p>KindredHQ 57</p> <p>Regus 58</p> <p>Specialist and Niche Networking Organisations and Groups 58</p> <p>Understanding the Politics of Networking Groups 59</p> <p>Running Your Own Networking Club 60</p> <p>Remembering Why You Got Involved 62</p> <p><b>Chapter 5: Networking at Trade Shows 65</b></p> <p>Knowing What to Expect from a Trade Show 65</p> <p>The Great British Business Show 66</p> <p>The Welsh Business Shows 66</p> <p>New Start Scotland 67</p> <p>Finding Local and National Trade Shows 67</p> <p>Making Your Trade Show Experience a Success 68</p> <p>Networking at trade shows, big or small 69</p> <p>Becoming part of the crowd 70</p> <p>Feeling the Need for Speed Networking 71</p> <p>Doing something different 71</p> <p>Following up 72</p> <p><b>Part II: Face-to-face Networking 73</b></p> <p><b>Chapter 6: Attending Networking Meetings 75</b></p> <p>Finding Time to Network 75</p> <p>Recognising that networking is real work 76</p> <p>Networking to suit you and your business 77</p> <p>Using your time twice 78</p> <p>Deciding What to Wear and What to Take with You 79</p> <p>Making sure that you understand the dress code 79</p> <p>Thinking about the impression you want to make 80</p> <p>Being prepared with business cards – and plenty of them 81</p> <p>Taking promotional material 81</p> <p>Knowing What Time to Arrive 82</p> <p>Checking the meeting timings 82</p> <p>Entering as an early bird or fashionably late? 82</p> <p>Calming Your Nerves 83</p> <p>Knowing why your nerves may be your biggest asset 85</p> <p>Keeping on top of first-time jitters 86</p> <p>Managing your nerves and appearing confident 87</p> <p>Knowing what time to go home 89</p> <p><b>Chapter 7: Making Connections in Open Networking 91</b></p> <p>Understanding Open Networking 91</p> <p>Introducing Yourself to People You Don’t Know 92</p> <p>Recognising that everyone’s in the same boat 92</p> <p>Choosing who to approach 93</p> <p>Making an Impression 95</p> <p>The handshake 96</p> <p>Starting a conversation 98</p> <p>Answering ‘So, what do you do?’ 100</p> <p><b>Chapter 8: Nailing the Introductions Round 103</b></p> <p>Getting the Scoop on the Introductions Round 103</p> <p>Remembering that you’re trying to get the interview, not the job 105</p> <p>Avoiding the elevator pitch error 105</p> <p>Standing Out from the Crowd 107</p> <p>Preparation, preparation, preparation 107</p> <p>Think about what they might be buying, not what you’re selling 108</p> <p>Using soundbites 109</p> <p>Using props 110</p> <p>Understanding body language 111</p> <p>Can you hear me? 114</p> <p>Injecting your introduction with passion and confidence 116</p> <p>Rules to Follow and Things to Avoid 116</p> <p>Introducing Sample Templates for Your Introduction 117</p> <p>The attention grabber 118</p> <p>The third-party endorsement 122</p> <p>Remembering What You Planned to Say 125</p> <p><b>Chapter 9: Handling One-to-Ones 127</b></p> <p>Getting the Scoop on One-to-Ones 127</p> <p>Having a one-to-one with everyone 128</p> <p>Getting the Most from One-to-Ones 129</p> <p>Where to have a one-to-one 129</p> <p>When to have a one-to-one 130</p> <p>Asking open questions 132</p> <p>Are you listening or waiting for your turn to speak? 134</p> <p>Making notes to follow up with 134</p> <p>Taking notes like a pro 135</p> <p>Knowing What to Do After the Meeting 136</p> <p><b>Chapter 10: Breezing Through the Ten-Minute Speaker Slot 137</b></p> <p>Recognising the Opportunity 137</p> <p>Reaping the benefits 139</p> <p>Understanding stock value 140</p> <p>Planning and Preparing 140</p> <p>Looking at Different Networks, Different Opportunities, Different Approaches 141</p> <p>Using ten minutes to talk about your business 141</p> <p>Using ten minutes not to talk about your business 145</p> <p>Structuring Your Presentation 151</p> <p>Questions and answers 151</p> <p>Checking your timings 152</p> <p>Coping when the day comes 152</p> <p><b>Chapter 11: Following Up 155</b></p> <p>Following Up to Win 155</p> <p>Ouch! Dealing with Your Piles 156</p> <p>Making the most of business cards 157</p> <p>Using CRM systems 160</p> <p>Evaluating email marketing software 161</p> <p>Following Up Successfully 162</p> <p>Thinking about your follow up 163</p> <p>Being creative 164</p> <p>Reminding People about Your Business 166</p> <p>Asking for business 166</p> <p>Asking for referrals 168</p> <p><b>Part III: Networking Online and Using Social Media 171</b></p> <p><b>Chapter 12: Networking Online 173</b></p> <p>Introducing Online Networking 174</p> <p>Finding Business Networking Forums 175</p> <p>Joining an Online Community 175</p> <p>Becoming Part of Any Community 178</p> <p>Advertising is Okay (Sometimes) 179</p> <p>Calling First Means That You Often Get the Job 180</p> <p>Establishing Yourself as the ‘Go-To Guy’ in the Community 181</p> <p><b>Chapter 13: Using Social Media to Keep Relationships Alive 183</b></p> <p>Venturing into Social Media 183</p> <p>Realising that the times, they are a-changing 184</p> <p>Entering social media 185</p> <p>Winning Friends and Influencing People 185</p> <p>Finding common ground 186</p> <p>Forming meaningful relationships 186</p> <p>Going local, regional, national or international 187</p> <p>Joining in other people’s conversations 188</p> <p>Staying in Your Contacts’ Field of Vision 189</p> <p>Going beyond: Following up with social media 190</p> <p>Thinking business? Think personal as well 192</p> <p>Spotting easy referral opportunities 196</p> <p>Getting Maximum Value from Blogging by Hardly Writing a Word 196</p> <p>Curating information about your industry or profession 198</p> <p>Remembering it’s about conversation not content 199</p> <p><b>Chapter 14: Networking Using Different Social Media Platforms 203</b></p> <p>Choosing the Right Platform for Your Business 203</p> <p>Twitter 204</p> <p>Facebook 207</p> <p>LinkedIn 208</p> <p>Google+ 209</p> <p>Blogs 210</p> <p>Instagram 210</p> <p>Vine 211</p> <p>Foursquare 211</p> <p>Pinterest 212</p> <p>Taking the Next Steps in Social Media 212</p> <p><b>Chapter 15: Joining Up Your Online and Offline Networking 215</b></p> <p>Acknowledging that People are People – However You Connect 215</p> <p>Finding Your Strongest Connections 217</p> <p>Meeting People Before You Meet Them 219</p> <p>Researching your prospects 220</p> <p>Listening online, then speaking on the phone 221</p> <p><b>Part IV: Turbo-charging Your Networking 225</b></p> <p><b>Chapter 16: Using Networking to Build Your Business 227</b></p> <p>Standing Out in Networking 227</p> <p>Putting in the effort 228</p> <p>Remembering that networking isn’t easy 229</p> <p>Engaging your brain and engaging your network 230</p> <p>Finding better ways to advertise than shouting to strangers 231</p> <p>Boosting Your Business with Personal Branding 233</p> <p>Learning from Evian’s posh bottles 234</p> <p>Being a product of the product 236</p> <p>Using Networking as an Excuse 238</p> <p>Getting to your ideal prospects using networking 238</p> <p>Using networking for businesses that can’t cold call 240</p> <p><b>Chapter 17: Building Networking into Your Business Strategy 241</b></p> <p>Circles Within Circles: It Isn’t Just About Who You Know 241</p> <p>Staying in Touch When You Said You Would 243</p> <p>Finding people to talk to 243</p> <p>Growing your network as people come and go 244</p> <p>Thinking Outside the Limited Company 245</p> <p>Building Your Virtual Team 247</p> <p>Settling Into a Routine and Knowing What Works for You 248</p> <p><b>Part V: Measuring Your Success 249</b></p> <p><b>Chapter 18: Networking or Notworking? 251</b></p> <p>Measuring your Return on Investment 251</p> <p>Recognising and recording the value in every meeting 252</p> <p>Finding the hidden value in networking 253</p> <p>Adjusting Your Mindset to Spot the Benefits 254</p> <p>Listening to your intuition 255</p> <p>Keeping an open mind 256</p> <p>Acknowledging that networking is always working 257</p> <p><b>Chapter 19: Revisiting Your Approach 259</b></p> <p>Using Networking as a Sounding Board 259</p> <p>Nobody’s asking you for a one-to-one 260</p> <p>Business is dribbling in 261</p> <p>You’re getting one-to-ones but nobody’s buying 263</p> <p>You view knock backs negatively 263</p> <p>Using Your Networking Contacts to Advise You 264</p> <p>Launching new products to your networking crowd 265</p> <p>Trying new pitches 266</p> <p>Tailoring your approach to your environment 267</p> <p>Discovering the secret to turning around your networking experience 267</p> <p>Keeping Faith with Networking 268</p> <p><b>Part VI: The Part of Tens 271</b></p> <p><b>Chapter 20: Ten Ways to Improve Your Networking Results 273</b></p> <p>Do More Networking 273</p> <p>Become Part of Your Group’s Team 274</p> <p>Volunteer for the Ten-Minute Slot 274</p> <p>Take an Honest Look at Your 40-Second Introduction 274</p> <p>Attend Meetings of Other Networking Groups 275</p> <p>Phone People 275</p> <p>Run a Mini-Seminar after a Networking Event 275</p> <p>Use Social Media 276</p> <p>Make it Easy for People to Buy from You 276</p> <p>Understand that Networking is Working 277</p> <p><b>Chapter 21: Ten Networking Gaffes to Avoid 279</b></p> <p>Talking Only About Yourself 279</p> <p>Overrunning 280</p> <p>Being Late 280</p> <p>Whispering during Other People’s Introductions 280</p> <p>Ridiculing or Disrespecting Your Competitors 281</p> <p>Adding People to Your Mailing List without Permission 281</p> <p>Judging a Book by Its Cover 282</p> <p>Not Following Up 282</p> <p>Treating Networking as a One-Off Sale 282</p> <p>Forgetting to Smile 283</p> <p>Index 285</p>
<p><b>Stefan Thomas</b> is Network Director for 4Networking and a marketing and networking expert. He spends his days roving the 4N network and helping members get the best from 4Networking.</p>
<p><b>The definitive guide to business networking</b></p> <p>Networking is a great way to promote yourself and your company, find potential clients and suppliers, swap ideas and keep up with market trends. This practical, easy-to-use resource will have you networking with confidence in no time! <ul><li><b><i>Get a grip — get the basics of networking, including networking for business owners, job seekers and sales professionals</li> <li>Face-to-face — find out about the advantages of face-to-face networking groups and how to make connections</li> <li>Go online — use social media to network, keep relationships alive and make new connections</li> <li>Turbo-charge your networking — discover personal branding, networking to build your business and how to expand your network</li> <li>Measure success — understand the benefits of networking and how to measure the success of your efforts</li></b></i></ul> <p><b>Open the book and find:</b> <ul><li><b>The different aspects of networking</li> <li>Tips on measuring your success at networking</li> <li>Where to find new networking opportunities</li> <li>Advice on networking online</li> <li>How to network at trade shows</li> <li>Advice on preparing for networking events - and following up afterwards</li></b></ul>

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