Make Your Contacts Count: Networking Know How for Cash, Clients, and Career Success

"Setting up a network of contacts is the single most important thing people can do to protect and advance their careers. All businesspeople, no matter what they do for a living, can use networking know-how to reach their goals, and this book is the best place to start. Filled with quizzes, checklists, and sample conversations, the book opens with a Strategic Networking Activities self-assessment test and lets readers chart their increasing skills as they master the strategies needed to effectively build business relationships.

Readers will learn how to avoid the Top 20 Networking Turn-offs, create a workplace contact map, and build strategic alliances. In addition, they'll master the Six Stages of Networking, as well as how to make the most of corporate events and memberships. By the time readers are done, not only will they be able to meet people more easily, but they'll also know how to remember their new contacts' names and follow up effectively! This book is the blueprint to follow for anyone trying to position themselves for career advancement or sales success."

Anne Baber (Lenexa, KS) and Lynne Waymon (Silver Spring, MD) are nationally known experts and speakers on business networking. Their previous books include Great Connections: Small Talk and Networking for Businesspeople and How to Fireproof Your Career.

"Part I: How's Your Networking Know-How?

Chapter 1: Assess Your Mastery

Part II: Why--and How--Contacts Count

Chapter 2: Un-muddle Your Mindset

Chapter 3: Customize Your Network

Chapter 4: Move through the Six Stages

Chapter 5: Teach Trust

Part III: Hone Your Networking Know-How

Chapter 6: Present Yourself

Chapter 7: Be Visible

Chapter 8: Listen Generously

Chapter 9: Avoid the Top 20 Turn-Offs

Part IV: Master the Million-Dollar Moments

Chapter 10: Who Are You?

Chapter 11: What Do You Do?

Chapter 12: What Are We Going to Talk About?

Chapter 13: End with the Future in Mind

Chapter 14: Follow Up Effectively

Part V: Score with the Super Skills

Chapter 15: Think Big

Chapter 16: Make the Most of Memberships

Chapter 17: Connect at Conventions

Chapter 18: Plug In to Technology

Part VI: Win in Your Workplace

Chapter 19: Network Inside (For Employees)

Chapter 20: Rev Up Referrals (For Sales)

Chapter 21: Make It Rain Clients (For Service Professionals)

Chapter 22: Go SOHO, But Not Solo (For Home-Based Business People)

Chapter 23: Jump-Start Your Job Hunt

Chapter 24: Resources from Baber and Waymon

Index"