TY  - BOOK
AU  - Misner,Ivan R.
AU  - Alexander,David
AU  - Hilliard,Brian
TI  - Networking like a pro: turning contacts into connections 
SN  - 1599183560 (alk. paper)
AV  - HD69.S8 M5724 2009
U1  - 650.1/3 22
PY  - 2009///
CY  - Irvine, Calif.
PB  - Entrepreneur Press
KW  - Business networks
KW  - Business referrals
N1  - Includes index; Social capital -- The law of reciprocity -- Farming for referrals -- Fishing for referrals -- Three essential questions -- The butterfly effect -- The four streams of your networking river -- Where networkers gather -- Online networking : click here to connect -- Developing your target market -- Joining the crowd -- The 12 x 12 x 12 rule -- Where's your attention focused? -- Standout questions -- Telling your company's story -- Quantity is fine, but quality is king -- How deep is your network? -- Gaining their confidence -- Leveraging new contacts -- The power of your database -- The referral process -- Becoming the knowledgeable expert -- Networking at non-networking events -- Becoming a referral gatekeeper -- Being your own chief networking officer -- Creative rewards -- Top ten ways others can promote you -- Ten levels of referrals -- The networking scorecard
ER  -