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Table of Contents

Preface xi Introduction xv THE FIRST PILLAR OF PROFITABLE NETWORKING: PERSPECTIVE Chapter 1: The Power of Building a Profitable Network 3 Chapter 2: What Does Having a Strong Network Mean to You? 7 Chapter 3: Expectations 10 Chapter 4: What Networking Is Not 14 Chapter 5: Understanding Business Networking 18 Chapter 6: Friendship versus Business Relationships 21 Chapter 7: Education and Connection 26 Summary 28 THE SECOND PILLAR OF PROFITABLE NETWORKING: PERSONAL BRAND Chapter 8: Th e Business of YOU 33 Chapter 9: Overcoming Age Objections 37 Chapter 10: You Never Know Who's Watching 41 Chapter 11: Your Ideal Personal Brand 44 Chapter 12: Reality Check 46 Chapter 13: Why It Matters 49 Chapter 14: Personal Hygiene and Grooming 51 Chapter 15: Professional Wardrobe 53 Chapter 16: A Smile 57 Chapter 17: Eye Contact 59 Chapter 18: Authenticity 61 Chapter 19: Approachability 63 Chapter 20: The Tone and Pitch of Your Voice 65 Chapter 21: Sense of Humor 67 Chapter 22: Confidence: Part One 69 Chapter 23: Confidence: Part Two 72 Chapter 24: Confidence: Part Three 74 Chapter 25: Recovering from Embarrassing Situations 80 Chapter 26: Building Your Reputation 83 Summary 87 THE THIRD PILLAR OF PROFITABLE NETWORKING: PROCEDURES Chapter 27: The Fundamentals 91 Chapter 28: Handshakes 93 Chapter 29: Name Tags 97 Chapter 30: Remembering Names 99 Chapter 31: Forgetting Names 103 Chapter 32: Dining Etiquette 105 Chapter 33: Objectives for Attending Events 110 Chapter 34: Calculating the Return on Investment for Events 112 Chapter 35: Networking Eff ectively with Spouses, Friends, and Work Colleagues 116 Chapter 36: Before an Event 119 Chapter 37: Understanding Event Flow 123 Chapter 38: Arrival 126 Chapter 39: Mingling Formula 128 Chapter 40: Initiating Dialogue 130 Chapter 41: Small, but Meaningful, Chat 133 Chapter 42: Listening 138 Chapter 43: Creating Mini-Bonds 140 Chapter 44: Exchanging Contact Information 144 Chapter 45: Moving On 146 Chapter 46: Breaking into Group Discussions 151 Chapter 47: Business Cards 153 Chapter 48: Communicating YOU 157 Chapter 49: Developing Your Own 5-10-15-Second Communication 163 Chapter 50: General Business Etiquette 166 Summary 177 THE FOURTH PILLAR OF PROFITABLE NETWORKING: STRATEGIC PLAN Chapter 51: Now What? 181 Chapter 52: The Logical First Step 183 Chapter 53: Electronic Filing System 188 Chapter 54: Categorizing Contacts 190 Chapter 55: Relationship-Development Action Plan 195 Chapter 56: Following Up 199 Chapter 57: Transitioning from Social to Business 206 Chapter 58: Maintaining Relationships 210 Chapter 59: Tapping into Your Network 213 Chapter 60: Staying Visible 217 Chapter 61: Online Networking 220 Chapter 62: Accessing the Traditional Media 225 Chapter 63: Finding Your Focus 229 Chapter 64: Filling Your Calendar 235 Chapter 65: Analyzing the Options 238 Chapter 66: Networking Ruts 243 Summary 245 Epilogue 247 About the Author 251

About the Author

Allison Graham is a corporate consultant and keynote speaker specializing in successful business development strategies for professional service providers and small business entrepreneurs. Her company, Elevate Seminars + Strategic Development Inc. ( is based in London, Ontario. Allison writes a column and blog on networking and professional growth for the Sun Media chain, and blogs for the Huffington Post . She has contributed to and been quoted in several media outlets including the Financial Post and the Globe and Mail.

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