 Find, Grow, and Keep Powerful Business Relationships
"Million Dollar Networking is what everyone needs to become better at making business connections. Andrea has managed to put into one book all the networking techniques that lead to great business relationships."
Florence Stone
Editor
American Management
Association
Million Dollar Networking
The Sure Way to Find, Grow, and Keep Your Business
By Andrea Nierenberg
Book Summary
In Million Dollar Networking, author and business relationship expert, Andrea R. Nierenberg, offers a step-by-step approach to networking effectively to increase your business and achieve your goals. Her previous book, Non-Stop Networking: How to Improve Your Life, Luck, and Career, offered networking skills for everyday life. In her new book, Andrea takes networking into the business and professional world. Readers will find reliable methods to network in a positive way, while pinpointing, developing, and preserving powerful business relationships.
Million Dollar Networking is divided into three parts; Find, Grow, and Keep your business. They include action points and exercises to better equip you as you learn invaluable networking skills. Simple tools for locating networking opportunities, building and nurturing business relationships, and maintaining contacts for life are featured throughout the chapters.
This book focuses on specific areas such as:
- The Introvert's Networking Advantage
- Men and Women: Networking Between the Sexes
- Networking Tool Kit: Don't Go to A Meeting Without It
- Negative Networking: Avoid Networking Tactics that are Sure to Offend
- Nonstop Networking: From Elevators to Movie Lines
- Converting Contacts into Clients, and Clients into Advocates
- Networking Within Your Company
- Opening Lines that Open Doors
- Networking Etiquette: In-person, On the Phone, and with E-Mail
- Mining Past Contacts to Find Golden Connections
- Networking with All Personality Types
- Determining Networking Strengths and Weaknesses
Enhance your networking abilities to find, grow, and keep powerful business relationships. Together, you and Andrea will journey through this positive networking learning experience.
About the Author:
Andrea Nierenberg has been called a "Networking Success Story" by the Wall Street Journal. With more than 5,000 contacts, the "Queen of Networking" has integrated a system into her busy schedule which allows her to maintain a connection clients and associates by keeping in touch with each at least once a year by note, phone, email, or one-on-one meetings.
She is the founder of The Nierenberg Group and has for fifteen years consulted for some of America's top companies, including: Citigroup, Tiffany, Lehman Brothers, and Merrill Lynch. Her experience has taught her that exceptional business networking requires giving first, listening better, and becoming an invaluable resource to others.
A respected author and quoted expert, Andrea has been featured in The New York Times, USA Today, The Wall Street Journal, Fortune Online, and Smart Money.
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Table of Contents
Part 1 FIND: Meeting People
Chapter 1: Who Do You Know?
People You Need in Your Network
Reconnect with People You Already Know
Identify Key Business Contacts You Would Like to Meet
Exercise: Who Is in Your Current Network?
Chapter 2: Where to Meet People
Events and Organizations
Associations and Industry-Specific Organizations
Networking Organizations
Internal (Company) Meetings and Events
Everywhere Else
It's Not Just about the Event-Get Involved
Exercise: Where Can I Meet People
Chapter 3: Techniques for a Successful Networking Event
Give Yourself Permission
Preparation-Before the Event
Arrival-Take a Deep Breath
During the Event, Make a Connection and Plan to Follow Up
Exercise 1: Setting Goals
Exercise 2: Meeting People in Line
Exercise 3: Use Your Thirty-Second Infomercial in Different
Situations
Exercise 4: Opening Lines
Part 2 GROW: Building on Your Strengths
Chapter 4: Listening and Learning
Communication Skills for the Effective Networker
Communication Styles and Personality Trait
Men and Women: Do We Network Differently?
Typing It All Together
Exercise 1: How Do You Communicate?
Exercise 2: Complimenting Others
Exercise 3: Are You Listening?
Exercise 4: Characteristics or Best Practices of Great
Networkers
Chapter 5: Your Best Foot Forward
Self-Marketing
Become a Resource for Others
Personal Power
First Impressions Count-Appearance
Networking Etiquette
Making Introductions
E-mail Etiquette
Phone Etiquette
Networking at Non-Networking Events
You Scratch My Back, and I'll Scratch Yours
Networking: "Are We There Yet?"
Exercise 1: Did You Make the Connections?
Exercise 2: Self-Evaluation for Your Best Networking Traits
Chapter 6: The Introvert's Networking Advantage: the Quiet
Way to Success
The Introvert's Business Advantage
Growing Your Introverted Networking Skills
Creating an Introvert-Friendly Networking Plan
Recharging for Introverts
Exercise: Networking Self-Test for Introverts
Chapter 7: Follow-up: A Road Map for Growth
Four "Must-Dos" after a Meeting
Thank-You Notes
My "Thank-You Chain"
Exercise 1: Eight Ways to Say "Thank You"
Exercise 2: Other Notes
Exercise 3: Whom Will You Help?
Part 3 KEEP: Maintaining Your Hard-Earned Relationships
Chapter 8: Stay in Touch
Ways to Stay on Your Contacts' Radar Screen
Setting Up and Managing Your Contact Database
On the Road
A Game Plan to Stay in Touch
Exercise 1: The Power of Three (or Nine)
Exercise 2: Strengthening Your Network
Chapter 9: Creating Advocates
Identifying Potential Advocates
Earning Referrals
Creating Rainmaking in Your Business
Grow and Keep the Business You Have
Exercise: Who Are Your Advocates?
Chapter 10: Today, Tomorrow, and Your Future
One Final Story-How Networking Changed My Life
Exercise 1: what Do You Think Now?
Exercise 2: Know Yourself
Exercise 3: Do It Today?
Exercise 4: Networking Action Plan
Appendices
1: FIND Tips
2: GROW Tips
3: KEEP Tips
4: Tips for Setting Up and Managing Your Contact Database
5: Tips for Managing Phone and E-mail Messages
6: ABC's of Business Networking
7: Sample Notes
8: Find! Grow! Keep! Business Development System
9: Services and Programs Available from The Nierenberg Group,
Inc.
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Reviews
"Kudos to Andrea Nierenberg! It is about time that someone finally pointed out that business networking should be viewed as a strategy—not as a tactic. When properly approached, 'business networking' means 'business development.' Andrea is the best business networker I've ever met and it comes as no surprise that Million Dollar Networking covers this fresh subject in a way that lives up to her reputation for excellence in this field. It's a great read—full of valuable insights."
Bill Wreaks, publisher, The Journal of Financial Advertising & Marketing
"In today's fast paced business world we quickly learn success comes from nurturing relationships with people and customers on rational and emotional levels. Hats off to Andrea for gifting us with at once a practical and inspirational work. Reading it is as though a dear friend is sharing her best advice. Enjoy. I did."
Michelle Bottomley, general manager, consulting services, OgilvyOne, North America
"No one in business today can go it alone . . . and whenever you feel lost and surrounded by a sea of change, Andrea Nierenberg points to the rocks to help you walk on water! . . . And with business and life so combined in a 24/7 world, this book gives you practical exercises to keep a phenomenal balance. READ IT with a pen! Knowing the right people IS worth a million dollars for sure and Andrea can help you get there!"
Vanessa Mary Cognard, advertising director, Crain's New York Business
"Million Dollar Networking picks up where many books on networking fall short. Andrea Nierenberg shows readers how to build and sustain networking relationships once they find and make that initial connection."
Anita R. Brick, director, MBA Career Advancement Programs, The University of Chicago Graduate School of Business
"Andrea combines her proven skill at the art of positive listening with a keen insight into human nature. In this book, she shares what she knows by providing simple, sound, effective and timeless business advice for the seasoned professional and novice alike. Lessons for life. Lessons for business. Lessons for success. Andrea demonstrates effective marketing communication at its best."
Timothy S. Davis, executive vice president, media, The Ad Council
"Andrea's latest book helps to open sales people's eyes to finding simple, practical solutions to recurring roadblocks to success. Her writing has inspired our best producers to new levels of excellence, and our more modest performers to unexpectedly high degrees of achievement. As a teacher and consultant, Andrea is the best."
Maxim C. Bartko, president, Direct Media, Inc.
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