Copyright Page

Table of Contents

Preface

About the author

Introduction

1 Confidence and motivation to network

How to get started

Nerves and apathy – two great inhibitors to networking

Setting goals

Confidence-building techniques

Ways to increase motivation

2 Finding the right networks

Deciding on your networking strategy

Keeping your eye on the ball (players)

Where do you want this to lead?

Suggestions for not wasting time

3 Networking groups

Getting to know the hierarchy and how it works

Movers and shakers, winners and losers

Who goes there, and why?

Actions speak louder than words

4 Networking in the virtual community

The role of the internet in networking

Online networking – the various media

What are the risks?

Safeguards that can be applied

Why you cannot afford to miss out

5 Business cards

The role of the business card today

Why are they still necessary?

The ideal card and how to use it

6 First impressions

Meeting and greeting – how to get it right

Presentation skills – a quick guide

Starting as you mean to go on

7 The art of conversation

What to say and how to be memorable

This is a two-way operation

Why conversation matters

8 Coping with rejection

What to do when things go wrong

Different approaches

Keeping going is more importantthan winning

9 The elevator pitch

How to get your unique message across

What some people say – and what they shouldn’t

Developing your own message

Ringing the changes and why this matters

10 Following up

The key to successful networking

Developing your unique group of contacts

How to make your network workfor you

11 Sharing information and contacts

Being generous brings rewards

Don’t over-promise or under-deliver

Honesty is always the best policy

12 Managing and growing your network

Continuing your success

Uncovering new ground and reaching new heights