Turn Small Talk into Big Deals: Using 4 Key Conversation Styles to Customize Your Networking Approach, Build Relationships, and Win More Clients | by Don Gabor | 2009 | ISBN: 9780071599658. Making Business Connections on Social Networks. How to Build a Network of Relationships
Turn Small Talk into Big Deals: Using 4 Key Conversation Styles to Customize Your Networking Approach, Build Relationships, and Win More Clients
by Don Gabor
2009 (126 pages)
ISBN:9780071599658
Using a Jungian behavioral approach to networking, this revolutionary book reveals four distinct conversation styles that people use, and teaches readers how to customize their business communication for maximum results.
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Turn Small Talk into Big Deals—Using 4 Key Conversation Styles to Customize Your Networking Approach, Build Relationships, and Win More Clients
Introduction
If You Use a “One-Size-Fits-All” Approach to Networking, You May be Missing Profitable Connections with Three Out of Every Four People You Meet
Increase Your Odds of Connecting with Potential Customers
This Book Will Help You Network and Connect with Everyone—Everywhere
A Strategic Networking Philosophy: Help Others Succeed and You Too Will Reap Rewards
Part I – Identifying Networking Styles and Breaking the Ice
Chapter 1 – Identifying Your Natural Networking Style
Overview
Identifying Your Natural Networking Style
Snapshots of the Four Networking Styles
Chapter 2 – Breaking the Ice and Networking with Competitive Networkers
Overview
Communication Strength of Competitive Networkers
Communication Weaknesses of Competitive Networkers
Six Tips for Better Networking with Competitive Networkers
Competitive Networkers Frequently Make Big Deals
Chapter 3 – Breaking the Ice and Networking with Outgoing Networkers
Overview
Communication Strengths of Outgoing Networkers
Communication Weaknesses of Outgoing Networkers
Six Tips for Better Networking with Outgoing Networkers
Outgoing Networkers Can Become Your Biggest Business Boosters
Chapter 4 – Breaking the Ice and Networking with Amiable Networkers
Overview
Communication Strengths of Amiable Networkers
Communication Weaknesses of Amiable Networkers
Six Tips for Better Networking with Amiable Networkers
Amiable Networkers are Loyal Partners in Big Deals
Chapter 5 – Breaking the Ice and Networking with Analytical Networkers
Overview
Communication Strengths of Analytical Networkers
Communication Weaknesses of Analytical Networkers
Six Tips for Better Networking with Analytical Networkers
Analytical Networkers Offer Reliable Solutions that Lead to Big Deals
Part II – Connecting Online and Working the Room to Find Big Deals
Chapter 6 – Ten Strategic Networking Goals for Every Networking Event
Overview
Networking Goal #1: Find New Customers, Leads, and Referrals
Networking Goal #2: Meet Industry and Organization Leaders
Networking Goal #3: Become Influential and an Industry Leader
Networking Goal #4: Build a Network of Relationships
Networking Goal #5: Find Strategic Partners
Networking Goal #6: Find New Vendors, Products, and Services
Networking Goal #7: Meet Your Competitors
Networking Goal #8: Learn About Industry Trends
Networking Goal #9: Explore Employment Possibilities
Networking Goal #10: Find and Recruit Staff
Linking Strategic Networking Goals to Your Business Goals
Chapter 7 – Four Ways to Use a Guest List to Increase Networking Results
Overview
Request a Guest List Before the Event
A Quick Look at a Guest List Will Pay Off Big!
Chapter 8 – Five Steps to Joining Other Conversations
Overview
Five Steps to Joining Other Conversations Already in Progress
Joining Group Conversations is Easy and Will Increase Your Number of Potential Business Contacts
Chapter 9 – Making Business Connections on Social Networks
Overview
Get Started by Signing Up for an Account with Linkedin, Facebook, or MySpace
Building Relationships on Social Networks Creates Real-World Opportunities
Chapter 10 – Six Steps to Turn Small Talk into Big-Deal Discussions
Overview
Why is Small Talk So Important to Business Conversations?
End the Conversation and Leave a Great Last Impression
Small Talk Plays a Big Role and Leads to Big Deals
Chapter 11 – Tactfully Escaping Noxious Networkers
Overview
One Strategy Will Not Thwart All Noxious Networkers
Dealing With Know-it-Alls at Networking Events
Dealing with Chatterboxes at Networking Events
Dealing with Complainers at Networking Events
Dealing with Hitchhikers at Networking Events
Dealing with Gossips at Networking Events
Dealing with Sharks at Networking Events
Stay Professional, Assertive, and Ready to Move on
Chapter 12 – Ten Ways to Follow Up That Lead to Big Deals
Overview
Tip #1: Follow Up within a Week
Tip #2: Promptly Send Articles, Information, Samples, or Gifts You Promised
Tip #3: Ask for an Appointment
Tip #4: Invite a Contact for Coffee or an Informal Meal
Tip #5: Invite a Contact to Join You at an Industry-Related Event
Tip #6: Invite a Contact to a Leisure Activity
Tip #7: Offer New Contacts Referrals to Other Vendors
Tip #8: Refer Business Opportunities to Your Contacts
Tip #9: Show Your Appreciation with a Small Gift or Classy Meal
Tip #10: Maintain Regular Contact
Follow-Up + Impact = More Business with Networkers
Chapter 13 – Twelve Common Networking Mistakes and How to Correct Them
Overview
Mistake #1: Attending Too Many Unproductive Networking Events
Mistake #2: Not Doing Background Research Before the Networking Event
Mistake #3: Attending Networking Events with Too Many Competitors
Mistake #4: Being Unaware of Current Industry Changes
Mistake #5: No Knowledge of the Organization Sponsoring the Event
Mistake #6: Not Donating Samples or Free Consulting as Raffle Items
Mistake #7: Vaguely Describing What You Do
Mistake #8: Not Distinguishing Yourself From Your Competitors
Mistake #9: Criticizing Your Competitors
Mistake # 10: Treating Competitors as Adversaries
Mistake #11: Ignoring Others Seated at Your Table
Mistake #12: Not Helping Others Make Connections
Turn Small Networking Mistakes into Big Business Opportunities
Part III – Business Situations: Opening Lines, Topics, and Networking Strategies
Chapter 14 – Four Rules of Networking Etiquette in Business Situations
Overview
1. Focus on Business Topics but Also be Willing to Make Small Talk
2. Do Not Monopolize One Person’s Time
3. Do Not Pass Out Marketing Materials Unless Someone Asks for Them
4. Do Not Discuss Politics or Controversial Subjects
Following Networking Etiquette in Business Situations Builds Your Credibility for Big Deals
Chapter 15 – Trade Shows and Conferences
Overview
Topics that Most Networkers Like to Talk About at Trade Shows and Conferences
Opening Lines at Trade Shows and Conferences
Make Trade Shows and Conventions Pay Off for Others, Too
Chapter 16 – Workshops
Overview
Topics that Most Networkers Like to Talk About at Workshops and Conferences
Opening Lines at Workshops and Conferences
Workshops are Ideal Situations to Spawn Big Deals
Chapter 17 – Association Meetings
Overview
Topics that Most Networkers Like to Talk About at Association Meetings
Opening Lines at an Association Meeting
Take the Opportunity to Speak Off the Cuff at Association Meetings
Networking at Your Customers’ Association Meetings Focuses Your Marketing Efforts
Chapter 18 – Business Card Exchanges
Overview
Topics that Most Networkers Like to Talk About at Business Card Exchanges
Opening Lines at Business Card Exchanges
Big-Deal Opportunities Emerge through Business Card Exchanges
Chapter 19 – Lunch and Dinner Business Meetings
Overview
Topics that Most Networkers Like to Talk About at Lunch or Business Meetings
Opening Lines at a Lunch or Business Meeting
Dining Your Way to Big Deals
Chapter 20 – Corporate Cafeterias
Overview
Topics that Most Networkers Like to Talk About in Corporate Cafeterias
Opening Lines in the Corporate Cafeteria
From Little Meals to Big Deals
Chapter 21 – Department Meetings
Overview
Topics that Most Networkers Like to Talk About at Departmental Meetings
Opening Lines at Departmental Meetings
Making Small Talk at Departmental Meetings Allows You to Sharpen Your Pitch
Chapter 22 – Office Elevators
Overview
Topics that Most Networkers Like to Talk About in Elevators at Work
Opening Lines in Office Elevators
Elevator Small Talk Can Take You to the Top
Chapter 23 – Office Parties
Overview
Topics that Most Networkers Like to Talk About at Office Holiday Parties
Opening Lines at Holiday Parties
Networking at Office Parties Keeps You in the Opportunity Loop
Part IV – Social Situations: Opening Lines, Topics, and Networking Strategies
Chapter 24 – Four Rules of Networking Etiquette in Social Situations
Overview
Following Networking Etiquette in Social Situations Can Pave the Way to Profits
Chapter 25 – Dinner Parties
Overview
Topics that Most Networkers Like to Talk About at Dinner Parties
Opening Lines at Dinner Parties
Conversational Bridges to Business Topics
Network at Dinner Parties to Build Trust
Chapter 26 – Colleges
Overview
Topics that Most Networkers in College Like to Talk About
Opening Lines in College
Conversational Bridges to Business Topics
Small Talk At College Builds Networking Contacts
Chapter 27 – Volunteer Groups
Overview
Topics that Most Networkers Like to Talk About in Volunteer Groups
Opening Lines in Volunteer Groups
Conversational Bridges to Business Topics
Networking and Volunteering are Both About Building Goodwill
Chapter 28 – Fund-Raising Events
Overview
Topics that Most Networkers Like to Talk About at Fund-Raising Events
Opening Lines at Fund-Raising Events
Fund-Raising and Networking Focus on Achieving Big Goals
Chapter 29 – Golf Courses
Overview
Topics that Most Networkers Like to Talk About on the Golf Course
Opening Lines on the Golf Course
Conversational Bridges to Business Topics
Golf and Small Talk Can Yield Big Deals
Chapter 30 – Hobby Clubs
Overview
Hobby-Related Topics that Most Networkers Like to Talk About
Opening Lines When Talking to Hobbyists
Conversational Bridges to Business Topics
Networking About Your Hobbies Can Produce Profits
Chapter 31 – Houses of Worship
Overview
Topics that Most Networkers Like to Talk About in Houses of Worship
Opening Lines in Houses of Worship
Conversational Bridges to Business Topics
Network for Kindred Spirits in Your House of Worship
Chapter 32 – Reunions
Overview
Topics that Most Networkers Like to Talk About at Reunions
Conversational Bridges to Business Topics
Reunions are Opportunities to Network and Reconnect
Chapter 33 – Wedding Receptions
Overview
Topics that Most Networkers Like to Talk About at Wedding Receptions
Opening Lines at Wedding Receptions
Conversational Bridges to Business Topics
Use Networking Opportunities at Wedding Receptions to Build Relationships
Part V – Public Situations: Opening Lines, Topics, and Networking Strategies
Chapter 34 – Four Rules of Networking Etiquette in Public Situations
Overview
Following Networking Etiquette in Public Situations Creates Feelings of Serendipity
Chapter 35 – Neighborhoods
Overview
Topics that Neighbors Who are Networkers Like to Talk About
Good Neighbors Make for Good Networking!
Chapter 36 – Airplanes and Trains
Overview
Topics that Most Networkers Like to Talk About While on Airplanes and Trains
Networking While Traveling is Based on Receptivity, Rapport, and Luck
Chapter 37 – Bars and Restaurant Counters
Overview
Topics that Most Networkers Like to Talk About at Bars and Restaurants
Networking at Restaurant Counters and Bars Can Lead to Profitable Conversations
Chapter 38 – Health Clubs and Spas
Overview
Topics that Most Networkers Like to Talk About at Health Clubs and Spas
Stay Fit or Relax While You Network for Business Contacts
Chapter 39 – Sporting Events
Overview
Topics that Most Networkers Like to Talk About at Sporting Events
Hit a Home Run While Networking
Chapter 40 – Live Performances
Overview
Topics that Most Networkers Like to Talk About at Theater, Music, and Dance Performances
Network at Performances to Find Where Business Meets Cultural Interests
Chapter 41 – Movie Theaters
Overview
Topics that Most Networkers Like to Talk About at the Movies
Small Talk at the Movies Can Lead to Many Different Business Discussions
Chapter 42 – Museums
Overview
Topics that Most Networkers Like to Talk About in Museums
Discover Hidden Business Treasures by Networking at Museums
Chapter 43 – Nightclubs
Overview
Topics that Most Networkers Like to Talk About in Nightclubs
Networking in Nightclubs Means Business
Chapter 44 – Resorts
Overview
Topics that Most Networkers Like to Talk About When at Resorts
Mix Business with Pleasure When You Network at Resorts
Chapter 45 – Stores
Overview
Topics that Most Networkers Like to Talk About in Stores
Networking, Shopping, and Big Deals Go Together
Chapter 46 – Waiting Rooms
Overview
Topics that Most Networkers Like to Talk About in Waiting Rooms
Making Small Talk in Waiting Rooms Can Open Networking Doors
Conclusion
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