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:

    Google News
    Updated : Fri, 09 Jan 2009 22:11:53 GMT

    U.S. Supreme Court to hear two appeals on 'race politics' - Los Angeles Times


    Reuters
    U.S. Supreme Court to hear two appeals on 'race politics'
    Los Angeles Times - 43 minutes ago
    Justices will decide whether to strike down laws that provide special protections to minorities in the workplace and in the voting booth.
    Supreme Court to Rule on Voting Rights Act Washington Post
    Supreme Court to hear challenge to voting rights act USA Today
    New York Times - Reuters - CNN - The Associated Press
    all 250 news articles

    Publ.Date : Fri, 09 Jan 2009 21:28:02 GMT

    Officials Still Seek Source of Salmonella Outbreak - Washington Post


    ABC News
    Officials Still Seek Source of Salmonella Outbreak
    Washington Post - 1 hour ago
    By Steven Reinberg FRIDAY, Jan. 9 (HealthDay News) -- The source of a salmonella outbreak that has sickened almost 400 Americans in 42 states remains unknown, US health officials said Friday, adding that more cases are expected.
    New Salmonella Outbreak: Here's How to Reduce Your Risk U.S. News & World Report
    North Carolina resident tests positive for Salmonella Asheville Citizen-Times
    PRWeek - The Chattanoogan - abc11tv.com - News & Observer
    all 1,018 news articles

    Publ.Date : Fri, 09 Jan 2009 20:46:09 GMT

    A guide to the Blagojevich impeachment - MSNBC


    USA Today
    A guide to the Blagojevich impeachment
    MSNBC - 37 minutes ago
    By Tom Curry Here is a guide to the process by which Gov. Rod Blagojevich of Illinois might be removed from office Impeachment is the formal accusation of wrongdoing, lobbed by a legislative body against an executive branch official, such as a governor ...
    CQ Transcripts Wire Washington Post
    Blagojevich impeached over alleged Senate-for-sale scandal Salt Lake Tribune
    New York Times - ABC News - CNN - NECN
    all 4,092 news articles

    Publ.Date : Fri, 09 Jan 2009 21:34:17 GMT

    Rubin resigns from Citigroup following criticism - MarketWatch


    ABC News
    Rubin resigns from Citigroup following criticism
    MarketWatch - 29 minutes ago
    By Alistair Barr, MarketWatch SAN FRANCISCO (MarketWatch) -- Robert Rubin, former Treasury secretary who has come under fire for his role in the financial crisis, has decided to leave Citigroup Inc., the banking giant announced Friday.
    Citigroup Statement on Rubin's Departure; Rubin's Letter Wall Street Journal
    Citigroup's Rubin steps down CNNMoney.com
    New York Times - Forbes - Houston Chronicle - USA Today
    all 294 news articles

    Publ.Date : Fri, 09 Jan 2009 21:42:14 GMT

    RPT-Obama tries to allay concerns over stimulus package - Reuters


    Times Online
    RPT-Obama tries to allay concerns over stimulus package
    Reuters - 1 hour ago
    By Caren Bohan and Jeremy Pelofsky WASHINGTON, Jan 9 (Reuters) - President-elect Barack Obama said on Friday that the latest grim unemployment report added urgency to the need to pass his $800 billion stimulus proposal, even as his efforts ran into ...
    Video: Obama: New Layoffs Show Need for Urgent Action AssociatedPress
    Borger: Do congressional Dems need intervention? CNN International
    Bizjournals.com - FOXNews - Los Angeles Times - Washington Post
    all 7,442 news articles

    Publ.Date : Fri, 09 Jan 2009 21:08:22 GMT

    Payment to Pirates Ends Tanker Hijacking - Wall Street Journal


    WELT ONLINE
    Payment to Pirates Ends Tanker Hijacking
    Wall Street Journal - 36 minutes ago
    By CHIP CUMMINS DUBAI -- The US Navy said Friday it expected a Saudi Arabian oil tanker hijacked in November to be freed and underway in the next 24 hours, potentially ending the most dramatic of several, recent pirate attacks in the waters offshore ...
    Somali Pirates Release Saudi Tanker Voice of America
    Saudi oil tanker said to be released by pirates for ransom International Herald Tribune
    CNN International - guardian.co.uk - Bloomberg - PRESS TV
    all 520 news articles

    Publ.Date : Fri, 09 Jan 2009 21:35:44 GMT

    Costa Rica earthquake death toll rises to 15 - CNN International


    Globe and Mail
    Costa Rica earthquake death toll rises to 15
    CNN International - 4 hours ago
    SAN JOSE, Costa Rica (CNN) -- The official count of confirmed deaths grew to 15 Friday afternoon, one day after a 6.1-magnitude earthquake shook north central Costa Rica, a government emergency official said.
    Tourists evacuated after fatal Costa Rica quake Reuters UK
    Costa Rica Earthquake Rescuers Try to Help Thousands Bloomberg
    The Associated Press - Reuters India - Inquirer.net - Los Angeles Times
    all 845 news articles

    Publ.Date : Fri, 09 Jan 2009 17:37:39 GMT

    RSS feeds
    Increase Website Traffic


    • PARLOT::Ebooks, Scripts, Websites, and more...

    Adsense websites

    IZEE Growing Up In A Logging Camp: Introduction

    IntroductionRusty Miles never had a real identity. I was that... Read More

    Execution - A Book Summary

    You've got the bright ideas and the smart people, and... Read More

    Dont Eat This Book by Morgan Spurlock: Lightweight But Convincing Expose of the Fast Food Industry

    For those of you who've been on another planet for... Read More

    Moon Child - Book Review

    Moon Child by Simone Maroney is a larger sized adventure,... Read More

    The Leadership Pill - AchieveMax® Top Ten Book Review

    The Leadership Pill is another volume for those of you... Read More

    Not Just A Shocking Horror Tale: The Surgeon By Tess Gerritsen

    The Surgeon grabbed me and kept me reading. The suspense... Read More

    Pausing To Catch My Breath - Book Review

    "Debra Warren has appropriately titled her book of poetry 'Pausing... Read More

    The Global Wolf Pack

    Description:Intense action and gripping suspense characterize the seemingly real story... Read More

    The Letter Writer: Book Review

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

    Your Flight Questions Answered

    Whether you are an experienced air traveler or a novice,... Read More

    The Wal-Mart Decade - AchieveMax® Top Ten Book Review

    The Wal-Mart Decade: How a New Generation of Leaders Turned... Read More

    Book Review: If You Are Over Fifty, You Are Entitled To Some Very Interesting Discounts On Travel:

    Title: Unbelievably Good Deals and Great Adventures That You Absolutely... Read More

    Erasure and the Othering of Texts

    Percival Everett's Erasure takes a look at how racism affects... Read More

    Business Plans

    Way back in business school we had to churn out... 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

    The Southwest Airlines Way - AchieveMax® Top Ten Book Review

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

    Geeks & Geezers - AchieveMax® Top Ten Book Review

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

    Give a Little - Book Review

    This 310 page saga is Scott Underhill's second superbly written... Read More

    Book Review: What Color Is Your Parachute?

    What Color is Your Parachute? Reviewed by: Matt Keegan ©... Read More

    The Laid Daughter

    There has been a lot of publicity lately centered on... Read More

    Pariah - Book Review

    "Pariah, written by multi-talented artist and author Timothy Goodwin, is... Read More

    Free Ebook Offer: The Story of America: Discovery

    Did Columbus first discover America?Did the Vikings first discover America?Did... Read More

    Book Review for The Margaret Ellen, A Karen Cobia Mystery by RC Burdick

    I've discovered a new favorite author, and his name is... Read More

    Sound Bodies through Sound Therapy - Book Review

    "Dorinne Davis has written many books that concentrate on the... Read More

    What Color Is Your Parachute? - A Book Summary

    The best-selling job-hunter's bible for decades, this indispensable resource is... Read More