Professional Networking For Dummies E-Book

Donna Fisher

• Herausgeber: John Wiley & Sons
• Kategorie: Ratgeber
• Sprache: Englisch
• Veröffentlichungsjahr: 2011

Seitenzahl: 515

Beschreibung

Are you putting your best foot forward in meetings? Are you connecting with the right people at functions? Throughout your life, you will find yourself in situations where professional networking will help you get to where you want to go. Whatever your strengths or weaknesses are, you can always improve your networking skills, and Professional Networking For Dummies can show you how. Whether you feel ineffective at connecting with others or just want to become a better networker than you are today, Professional Networking For Dummies can help you develop great people skills. Professional Networking For Dummies explores the essential techniques of networking to get you meeting and greeting in no time. It will help you get into the networking mindset and avoid such self-defeating traps as expecting immediate returns or turning off new potential colleagues. You'll also discover how to overcome inhibitions, make small talk, and meet new contacts. Plus, you 'll find special information on networking tools and technology, such as networking clubs, using voice and e-mail, Internet networking, and more. Through these pages you'll find out how to: * Maximize your relationships * Expand your circle of influence through networking events * Network in the corporate world, your community, and in your personal life * Develop lifelong career-building habits * Build and maintain your network Networking is a universal principle of giving and receiving--a lifestyle rather than a technique. Professional Networking for Dummies can help you build lasting, powerful relationships, both in and out of the office. From using business cards properly to networking your way into a new job, this friendly guide is your tick to personal and professional success.

Leseprobe

Professional Networking For Dummies

by Donna Fisher

Professional Networking For Dummies®

Published byWiley Publishing, Inc.111 River St.Hoboken, NJ 07030-5774www.wiley.com

Copyright © 2001 by Wiley Publishing, Inc., Indianapolis, Indiana

Published simultaneously in Canada

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Library of Congress Cataloging-in-Publication Data:

Library of Congress Control Number: 2001091996

ISBN: 0-7645-5346-1

Manufactured in the United States of America

10 9 8 7 6 5 4 3 2

About the Author

Donna Fisher found out early on that she was an introvert — and yet, she also knew that she had a strong desire to connect with people and didn’t want to be so shy. She noticed, time after time, that shyness would get in the way of her doing things she wanted to do. Through hard work and intense concentration, she gradually began to step outside her comfort zone. Now, she’s a world-renowned networking expert and teaches others the networking skills that have made her a success.

Donna started her own business because she wanted to speak to groups and teach people how to connect, communicate, and create success together. She wanted people to see how the true spirit of networking could change their life in a positive way. By putting her networking skills to use, she grew her business from zero to six figures and has continued to grow it by approximately 30 percent every year.

Donna has developed People Power programs that are conducted at corporate meetings, conferences, and conventions around the world. She has also written four books, including Power Networking and People Power, which have been translated into four languages, and Power NetWeaving.

As a member of the National Speakers Association, Donna received her designation as a Certified Speaking Professional (CSP) in 1998. At that time, she became one of 295 speakers in the world to receive the CSP designation. Her programs, Drumming Up Business and Powerful Connections: The People Side of Business, are often presented as the kick-off presentation for meetings, conferences, and conventions.

Her company, Donna Fisher Presents, focuses on connecting business with people and people with life. Donna helps companies bring out the best in their people and works with people to help them build strong alliances with each other.

Author’s Acknowledgments

Special thanks to my literary agent, Carol Susan Roth, for seeing and seizing opportunities. Thanks to Holly McGuire, Suzanne Snyder, Ben Nussbaum, Pam Mourouzis, and everyone at Hungry Minds for their dedication, professionalism, commitment, wisdom, and talent. Thanks to Susan RoAne for being a friend and mentor who walks her talk.

I appreciate the support of my Mom, Betty Fisher, who worried as much about my deadlines as I did. My heartfelt thanks goes to Mike Henry for providing a daily dose of connection and encouragement. Thanks to my colleagues Carolyn Harvill, Lyn Salerno, and Steve Brown for keeping my business going and growing while I was busy writing. Thanks to everyone who so graciously shared of themselves by contributing their stories, experiences, and ideas to add richness and reality to this book. Also, thanks to all the people who have attended my programs and thus given me courage and inspiration to continue my path.

Thanks to everyone in Windsor for being my networking support group for over ten years, with special thanks to our monthly roundtable group. Thanks to everyone in Mastery for continually challenging me to step into new possibilities. Thanks to my brother Randy and family Linda, Valerie, and Leslea just for being there. Also thanks to everyone in Wisdom and Landmark who have contributed to my life in numerous ways. Thanks to my friends and buddies in the National Speakers Association, for your generous and valuable friendship and support. Thanks to Stan for giving me my theme song, “writing, writing, writing, keep those fingers typing.” To Vicki for the strength your love gives me. Thanks to everyone who has so graciously provided endorsements for this book.

Publisher’s Acknowledgments

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Some of the people who helped bring this book to market include the following:

Acquisitions, Editorial, and Media Development

Project Editor: Suzanne Snyder

Acquisitions Editor: Holly McGuire

Copy Editor: Ben Nussbaum

Acquisitions Coordinator: Tonia Morgan-Oden

Technical Editor: Richard Petitte

Senior Permissions Editor: Carmen Krikorian

Editorial Manager: Pam Mourouzis

Editorial Assistant: Carol Strickland

Cover Photos: John Lawlor/FPG

Production

Project Coordinator: Maridee Ennis

Layout and Graphics: Amy Adrian, Jackie Nicholas, Jacque Schneider, Brian Torwelle, Jeremey Unger

Special Art: Trish Strangmeyer

Proofreaders: John Greenough, Marianne Santy, Charles Spencer, TECHBOOKS Production Services

Indexer: TECHBOOKS Production Services

Publishing and Editorial for Consumer Dummies

Diane Graves Steele, Vice President and Publisher, Consumer Dummies

Joyce Pepple, Acquisitions Director, Consumer Dummies

Kristin A. Cocks, Product Development Director, Consumer Dummies

Michael Spring, Vice President and Publisher, Travel

Brice Gosnell, Publishing Director, Travel

Suzanne Jannetta, Editorial Director, Travel

Publishing for Technology Dummies

Andy Cummings, Acquisitions Director

Composition Services

Gerry Fahey, Vice President, Production Services

Debbie Stailey, Director of Composition Services

Contents

Title

Introduction

About This Book

How This Book Is Organized

Icons Used in the Book

Where to Go from Here

Part I : Networking: What It Is, What It Isn’t, and What It Can Do for You

Chapter 1: Networking Defined

What Networking Is

What a Network Is

Actions Associated with Networking

The Four Components of Successful Networking

What Networking Is Not

Networking, Marketing, and Selling — How They’re Related

Networking’s Benefits

Chapter 2: Your Core Network

Family Support

Friends in Time of Need

Create Support Systems for Each Area of Your Life

Using the Grapevine Responsibly

Part II : Building and Maintaining Your Network

Chapter 3: Expanding Your Circle of Influence through Networking Events

Knowing Where You Can Meet People

Mingling Like a Pro

Networking Events

Getting Involved with a Networking Club

Creating Networking Focus Groups

Chapter 4: You Are the Source of Your Network

Developing Yourself

Being Clear and on Track with Your Vision

Training Your Network

Determining Your Vision of Your Network

Chapter 5: Let’s Talk: Networking Happens through Conversation

Networking through Small Talk

Small Talk Do’s and Don’ts

Everything about You Communicates!

Turning Small Talk into Big Business

My Name Is . . .

Chapter 6: Cultivating Your Network by Making Requests

Identifying Your Wants and Needs

Requesting What You Want

Asking for Referrals

Ask-Offer-Thank

Chapter 7: Listen Up!

Becoming an Effective Listener

Getting Clear on the Purpose of the Conversation

Listening to Find Ways to Be of Help

Chapter 8: Using Follow-Through to Maintain and Grow Your Network

It’s All in the Follow-Through

Techniques for Effective Follow-Through

Part III : Using Your Network: Networking Opportunities

Chapter 9: Networking Your Way to the Perfect Job

Your Current Job is to Find a New Job

Assessing Your Effectiveness as a Job Seeker

Becoming an Effective Job Seeker

Understanding that Transition Can Be Positive

Chapter 10: Networking in the Corporate World

Networking Benefits You, Your Coworkers, and Your Company

Knowing Who You Are

Being and Having a Mentor

Chapter 11: Networking for Entrepreneurs and Business Owners

Making Your Name a Household Word

Attracting Loyal Clients

Utilizing Word-of-Mouth Marketing

Making a Difference to Your Business through Referrals

Running a Home-based Business

Chapter 12: Networking throughout Life

Networking from College to Career

Moving to a New City

Surviving Life’s Challenges

Networking during the Holidays

Expanding Your Network into Retirement

Paring Down Your Network

Chapter 13: Networking in a Charity or in Your Community

Creating Networking Opportunities by Doing Work for Charitable Organizations

Participating in Community Events — and Networking Along the Way

Part IV : Networking Challenges

Chapter 14: Personality and Style Differences

Understanding the Strengths and Challenges of Introverts and Extroverts

Looking at the Differences between Men and Women

Networking with Various Cultures and Generations

This Is the Way I Am: Choosing What to Accept and What to Work On

Interpreting Others’ Behavior with an Attitude of Curiosity

Honoring Yourself and Others

Chapter 15: The High-Tech Connection

I’ve Got that Phone Number Here Somewhere!

Networking through the Web

Using the Internet to Create Community

I’ll Just Send Them an E-Mail . . .

Enhancing Communication through Voice Mail

Chapter 16: Networking Etiquette

Making Your Networking Fit the Purpose of the Event

Understanding the Roles of the Host and Guest

Practicing Common Courtesies Related to Social Events

Writing Thank-You Notes

Exchanging Business Cards: When, Where, and How

Business Lunch Etiquette

Looking at the Elements of Business Etiquette

Knowing When and How to Say No

Part V : The Part of Tens

Chapter 17: Ten Ways to Master the Art of Small Talk

Create a Small-Talk Top Ten List

Listen to What People Are Saying and Find Something of Interest to Respond To

Be Curious

Look for Common Interests

Be Interested

Remind Yourself that Small Talk Is the Prerequisite to Making a Connection

Keep Throwing Out Topics until Something Clicks

Participate in the Conversation

Putting People at Ease

Be with People

Chapter 18: Ten Techniques for Effective Name Recall

Make Remembering Names a Priority

Start Saying You Can

Focus on Connecting with People

Use Your Laser Listening Skills

Repeat After Me . . .

Follow Up Right Away

Reinforce the Connection with Action

Associate the Person’s Name with Something

Use All Your Senses

The Sweetest Sound in the World

Chapter 19: Ten Traits of the Masterful Networker

Masterful Networkers Are Aware

Masterful Networkers Are Responsive

Masterful Networkers Make Connections

Masterful Networkers Are Laser Listeners

Masterful Networkers Hone Their Recall Skills

Masterful Networkers Are Organized

Masterful Networkers Create Possibilities

Masterful Networkers Know Their Goals

Masterful Networkers Are Givers and Receivers

Masterful Networkers Are Consistent

Chapter 20: Ten Networking Turnoffs and How to Avoid Them

Constant Selling or Overselling

Hogging the Limelight

Making Insincere, Shallow Comments

Treating People Like Chopped Liver

Talking Incessantly

The Magically Appearing Business Card

Getting Too Personal Too Quickly

Being Lazy with Relationships

Taking It for Granted

Being Insincere

Appendix: Create Your Own Networking Action Plan

Introduction

T hroughout your life, you will find yourself in situations where you are expected to be personable, friendly, interesting, and a great conversationalist. Instead, you feel uncomfortable, your palms are sweaty, your heart is fluttering, and your mind goes blank. What’s a person to do?

Realize that you are not alone. Most people at some time and in certain situations feel shy, uncomfortable, awkward, and ineffective at connecting and communicating with others. No matter how shy or uncomfortable you feel, you can develop the confidence and ease that others portray.

Or perhaps you don’t have any problem being with other people. You love to be around others and you light up when you walk into a room full of strangers. But you don’t really feel like you have a professional network — a group of people who can help you work smarter and better to get ahead professionally.

Whatever your strengths and weaknesses are, you can learn to be a better networker. Learn how to be with people, talk with people, stay in touch with people, and build powerful relationships. Learn to network. Your network has a direct influence on the success and satisfaction that you experience in all areas of life.

You already network, so it’s not like we’re starting from scratch. Every time you ask for a recommendation for a good restaurant, movie, auto mechanic, or business consultant, you are networking. And every time you recommend someone, whether it’s a realtor, printer, graphics designer, or doctor, you are networking. Networking is building connections with other people for the opportunity to give and receive value to each other.

It’s really not so difficult. In fact, you may discover it can be fairly simple — and fun. Yes, you may need to step out of your comfort zone and practice your communication skills. And developing some new habits will be important so that your networking can be an easy, natural part of your life.

Learning to network effectively can be the single biggest factor that contributes to your professional success and personal satisfaction. Give yourself a chance. Networking is the chance of a lifetime — the chance to establish valuable contacts and a powerful support system.

About This Book

Between these covers, I attempt to cover everything you need to know about networking. I try to answer all your questions and give you the information you need to be successful. You’ll notice some chapters focus on the attitude and philosophy of networking, while others focus on the skills — listening, asking, praising, being organized — that are important when networking. And some chapters focus on various situations and times in life when networking is important.

Ideally, this book will become your networking workbook. Use a highlighter to mark the sentences and examples that are most meaningful to you. Jot down your ideas in the margins and between the paragraphs. Every place where I give an example, take a minute to write down your own example. Take the ideas from this book and put them into your own words and your real-life situations.

Every time you find an idea that you want to implement in your life, highlight it and then go to the back of the book, to the Appendix, and list that action as part of your networking action plan. This book is designed to be a catalyst for action and results in your life.

How This Book Is Organized

Although you may choose to read the book from cover to cover, it is organized so that you can easily find the chapters and sections that relate to your specific interests and needs. So feel free to jump in wherever you choose.

Part I: Networking: What It Is, What It Isn’t, and What It Can Do for You

In Part I, I give you a chance to review your thoughts, attitudes, and beliefs about networking. You are encouraged to get rid of the misperceptions and misunderstandings about networking that you may have so that you can develop a style of connecting with people that is effective and beneficial.

Part II: Building and Maintaining Your Network

This part gives you specific information on how to network. I give you information on how to introduce yourself, ask for support, initiate small talk, listen effectively, and follow through appropriately. You are given examples that you can customize for yourself and ideas on the habits that will best support your networking goals.

Part III: Using Your Network: Networking Opportunities

This part covers how to network throughout life — when starting your career, during job transition, in the corporate world, as an entrepreneur, as you move into retirement, and during times of personal and professional growth.

Part IV: Networking Challenges

If you think that you’re too shy or too busy to network, then this part of the book is for you. You discover the challenges and strengths of introverts and extroverts and how both styles can use their strengths to enhance their networking. I also write about the unique challenges faced by men and women. I give you information on how to use technology appropriately as a tool for connecting with others. You even discover the etiquette associated with handling business cards and hosting a business event.

Part V: The Part of Tens

Finally, I give you these short, easy-to-read chapters with information on small talk, name recall, avoiding networking turnoffs, and becoming a masterful networker.

Icons Used in the Book

One of the features of For Dummies books is the use of icons that highlight useful information to make it easy to find. To help guide you through this book, here are the icons to watch for with information on what each icon represents.

This icon calls to your attention the information that is important to always keep in mind.

This information is a warning of things that can easily go wrong with your networking. Take these cautions seriously, and you will have a smooth, successful networking experience.

These are real-life stories of people just like you who have experienced networking success.

This icon highlights helpful hints and ideas on how to increase your networking effectiveness.

The ideas in this book are only as good as the actions you put behind them. This icon represents where most of the value of this book gets created — in your actions. When you come to this icon, it’s time to put into practice what you’ve been reading about.

Where to Go from Here

This book provides information that can enhance your success and satisfaction starting today and continuing throughout the rest of your life. Every piece of information put into action creates a result — that result may show up immediately or in the future. You have started the process by picking up this book and reading this far. You may want to continue from here and read straight through the book, making notes as you go. Or you may want to review the table of contents and pick the part or chapter that either seems the most interesting or the most scary — and jump in. Allow each chapter or section to lead you to what’s next for you. Networking is a process of meeting people, making connections with people, and being a resource for people. It is a never-ending process because you will always be meeting and interacting with people and your interactions with people will always create a ripple effect of results. Thank you for choosing this book as part of your networking process.

Part I

Networking: What It Is, What It Isn’t, and What It Can Do for You

In this part . . .

This part identifies the basic philosophy of networking. I show you how to shift your attitude and awareness to generate more networking opportunities. You find out what your core network is and who is involved. There’s also information about how networking, selling, and marketing are all related — and yet different.

Chapter 1

Networking Defined

In This Chapter

Understanding what networking is

Knowing the keys to effective networking

Finding out about the benefits of networking

C an you recall the last time someone told you about a good movie? Or maybe a friend suggested a great vacation spot, a wonderful book, or a fabulous new restaurant? What about the time someone told you about a great place to purchase a computer, a car, some furniture, or clothes? Every time someone gives you a recommendation, suggestion, or idea about something that’s of interest or value to you, that’s networking. And every time you do the same for someone else, that’s networking. Networking is the passing along of information from one person to another for the purpose of being of value and service.

Networking involves creating opportunities through meeting people, making contacts, and building strong relationships. These relationships grow and deepen over time, leading to other contacts, relationships, and opportunities. As human beings, we have a natural need to be in relationships with others. Honoring that natural desire to connect with and develop camaraderie with others is up to each of us. That need for connection can be fulfilled through networking.