Networking for Success – The Art of Establishing Personal Contacts

Part 1: Understanding Successful Networking

• Establishing Contacts with a Purpose
• Networking Is a Two-Way Street
• Avoiding Networking Pitfalls
• Sharpening Your Networking Focus

Part 2: Building Networking Relationships

• Cultivating Existing Contacts
• Expanding Your Networking Circle
• Scripting Your 30-Second Self-Introduction
• Preparing Your Networking Events
• Nurturing Your Support System
• Finding a Mentor

Part 3: Refining Your Professional Presence

• Making a Positive First Impression
• Turning Small Talk into Big Business
• Conversational Do’s and Don’ts
• Mastering the Art of Listening
• Projecting Your Image on Paper: Business Cards

Part 4: Bell-Ringing Telephone Techniques

• Identifying Key Contact Points
• Cultivating the Gatekeeper
• Introducing Yourself by Telephone
• Networking Through Voice Mail

Part 5: Networking via E-Mail and the Internet

• Reaching Your Contacts Through E-Mail
• Formulating an Effective E-Mail Message
• Signing Off With a Signature File
• Tapping into Online Alumni Networks
• Welcome to My Web: Creating Your Online Presence
• Surfing the Web for Networking Leads
• Netiquette Guidelines for Networkers
• Taking Time for Snail Mail

Part 6: The Networking Power of Self-Promotion

• Tooting Your Own Horn
• Spreading Your News in a Press Release
• Press Release Writing 101
• Writing Bylined Articles
• Putting a Face to Your Name
• Promoting Yourself Through Speaking Engagements
• Volunteering for Networking Success
• Making the Most of Trade Shows and Conventions

Part 7: Special Networking Challenges: Novices and Veterans

• Recent College Graduate: Learning the Ropes
• Senior Executives: Searching the Hidden Job Market

Appendix

• Putting It All Together: Creating Your Strategic Networking Plan
• Author’s Suggested Responses
• Resources for Successful Networking
• Online Networking Sites
• Recommended Reading
• Notes