How anyone can succeed at networking. Do you really enjoy networking? We're all told we should network. But what if you find it hard to talk to people? What if you'd rather not go networking at all? Imagine you didn't fear networking... the rewards would be immense. You'd build better relationships, meet new clients, and bring in more new business. Charlie Lawson is an Unnatural Networker to the core. He shows you in this book how he went from being a complete non-networker to being confident to network anywhere, anytime, with anyone. As head of the UK&Ireland's biggest networking and referral organisation, BNI, he now trains thousands of business people how to do the same. The Unnatural Networker will help you to: have confidence to network; build a better business by developing an effective networking strategy; remove the fear, so you can actually enjoy networking; generate more business through networking.
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About the Author
Table of Contents
Part 1: Introduction to Networking
Chapter 1: What is an Unnatural Networker?
I’m an Unnatural Networker
Networking is a learned skill
Chapter 2: What is Networking?
Working the room
Introverts and extroverts
So what is networking?
Forget who is in the room!
Chapter 2 Action Points
Chapter 3: Referrals
What’s a referral?
Why are referrals so good?
How long will it take me to get referrals?
Visibility, Credibility, Profitability
The Referral Confidence Curve
Not all referrals are the same
Chapter 3 Action Points
Chapter 4: Where can I Network?
Casual contact networks
Strong contact networks
Industry specific networking
Community service clubs
Women only networking
Choosing the best network for you 69
Chapter 4 Action Points
Part 2: Get Out There and Network!
Chapter 5: Before you go Networking
Preparation Item 1: Set goals
Preparation Item 2: Look at the delegate list
Preparation Item 3: What to wear
Preparation Item 4: Make sure you’ve got your networking tools with you
Chapter 5 Action Points
Chapter 6: Interesting Conversations
But what do I actually say?
Please come and talk to me!
Brilliant first impressions
Keeping conversations going
Chapter 6 Action Points
Chapter 7: One-to-One Meetings
It’s all networking…
The power of one-to-ones
Listening is better than talking!
Not all one-to-one meetings are the same
Basic relationship-building one-to-one
‘Let’s just get on with it’ one-to-one
The most important questions of all
Chapter 7 Action Points
Part 3: Presenting your Business
Chapter 8: Storytelling
What am I going to say?
Let me tell you a story
What you’ll often hear…
Stories are more interesting
Stories help you break down your business
Stories mean you don’t sell to the room
Chapter 8 Action Points
Chapter 9: Target Market
Anybody + Everybody + Somebody = Nobody!
But I just don’t know how…
But I want to talk to individuals!
Why would my target want to talk to me?
Chapter 9 Action Points
Chapter 10: Delivering your Presentation
Putting the presentation together
Now it’s your turn!
Delivering the best possible presentation
Chapter 10 Action Points
Part 4: After the Networking Event
Chapter 11: Follow Up
What is follow up?
Why is follow up so important?
How to follow up
What to do with all those business cards…
Chapter 11 Action Points
Chapter 12: Online Networking
Benefits of online networking
It’s all networking…
Picking the right social network
How to make online networking really work
But this is all too much!
Chapter 12 Action Points
Chapter 13: Developing a Networking Strategy
Where is best for you to network?
Only commit to what you can
Get your diary out
It’s not just about finding NEW clients
Know what you want
Plan to help others
Track your return on investment (ROI) – what is networking worth to you?
Chapter 13 Action Points
Once an Unnatural Networker, Always an Unnatural Networker
About the Author