Networking Magic
authors
Rick Frishman & Jill Lublin & Mark Steisel
Copyright 2004
Paperback 252 pages
ISBN 1593370202
Summary
The authors' stated purpose for the book is "to teach you how to build and maintain networks that will help you get the BEST, where the best is the best doctor, auto mechanic, partner, client, opportunities, solutions, etc. The beginning of the book starts out with your basic, common sense advice about networking. At first, I was afraid that this book was going to be mostly fluff; that turned out not to be the case.
The second chapter tells an interesting story of some folks who started the Board Room Dinners. These were set up to be networking events where the best of the best people in their respective fields are invited to a dinner for the chance to have discussions and expand their networks. Although these dinners are quite elaborate, there are lots of great ideas that anyone can take and adapt to their own situation to create a networking event.
Starting with chapter 3, the authors provide more specific guidance and practical advice regarding building, managing and leveraging your network. Each chapter concludes with questions and action items to help you apply what you have learned. Valuable advice in finding and evaluating networking organizations and events are found in the later chapters. There is also a chapter that reviews how to apply the material to specific situations, such as finding a health care specialist or a lawyer. The book concludes with a good summary be reviewing networking do's and don'ts.
Overall I thought this book provided good, practical information that I can use.
Notes and Quotes from the Book
The authors stress the importance of giving (rather than always taking) when building a network.
Networking is the process of building and maintaining relationships.
Goodwill is the foundation for making great relationships. Building a great network is based on giving and also being mindful of how you can help others. Because of this, networking becomes a way of life.
Board Room Dinners
The invitees were always top people in their respective fields
The host always did a lot of preparation work to make sure their would be great discussions. This includes preparing questions about what the experts are working on and figuring out how the experts work relate to one another. The host is responsible for making sure no one person hogs the floor and changes the topic when a discussion begins to wane.
Chapter 3 - Building the Best Network provides practical information for getting started building your own network. The authors include tips on getting started, including performing a self inventory to determine what you bring to the table for your network. Several practical tips are offered for using software products to help organize your networking information including organizing your contacts be category as well as identifying hurdles you are likely to encounter while developing your network.
Inventory your personal assets to know what you bring to the table
Talents - Natural attributes
Skills - acquired capabilities
Values - objectives you consider important
"Leaders go first" - Mike Litman
“Helping is the best form of networking”
Stephen Burgay
Senior Vice President of Corporate Communications
John Hancock Financial Services
Chapter 4 - Setting Your Priorities
Five Categories of Introductions
Cold Calls
Attempts to call people you don't know and have little information about
Calling names from a telephone directory
Leads
Names that fit a common profile
Little more than a cold call
Cold Introductions
When a person you know tells you to call another
Call my cousin Sally.
You should get permission to use the referees name
Warm Introductions
When a person you know calls a contact and tell them that you will be calling
Personal Introductions
When a person you know personally introduces you to a contact
You should specifically identify and communicate your purpose to your contact.
Create a compelling Vision
See and feel your vision
Prepare for and set goals for networking events
Chapter 5 - Finding the Best
When looking for the best you should use all of the resources available to you to first identify the best in what you are looking for. Then, make a detailed plan about how to go about meeting the best. This plan will include getting help from members of your existing network ( and your network's network ) as well as expanding your network in order to obtain contacts that can introduce you to the best.
Chapter 6 - Positioning yourself for the Best
In order to build a network of the best, you must have something of value to bring to the network. Chapter 6 offers tips on obtaining and maintaining expert knowledge in a particular area. The book then discusses several ways to let potential network members of your expertise and how you will be able to use that expertise to help them.
Chapter 7 - Your Networking Toolkit
All professionals need tools, and the best networkers have theirs. According to the authors, a networkers' tool kit consists of:
A fabulous sound bite
A great description of you, your product, or service
Business cards
An address list
A date book
Writing materials
Expertise
Sound Bite
10 to 15 seconds
Who you are
What you do
Why you make a difference
Express yourself
Quickly
Clearly
Compellingly
Memorably
Your sound bite must be :
INTERSTING enough to attract immediate ATTENTION
POWERFUL enough to be REMEMBERED
CONVINCING enough to STIR overloaded listeners into action
The author give great step by step instructions for creating, refining, practicing and delivering your sound bite.
Chapter 8 - Approaching the Best Targets
Evaluating and preparing for networking events
Know you purpose
Set goals for the event
Financial goals
Number of people to meet
Educational goals
Prepare a list of things to learn
Prepare a list of questions
Chapter 9 - Turning Contacts into Partners
Create a system
Capture information
Follow up
Following up is a critical discipline that is essential in networking
The Rule of Seven
It takes 7 steps, calls, e-mails to actually get a booking
Expect 6 no's before a yes
Chapter 10 - Organized Networking Groups
Chapter 11 - Evaluating Networking Groups and Events
Chapter 12 - The Internet and Special tacticts
Web sites, mailing lists, newsgroups, e-zines
Chapter 13 - Networking for life
Examples for specific areas of networking for the best
Health care
Legal services
Financial services
Real estate
Job hunting
Dating
Chapters 14 & 15 - Networking Do's and Don’t's