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..and Death Came Third!

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Table of Contents

Praise for the first edition of ...and death came third! Acknowledgements Foreword to the First Edition Introduction THE ART OF NETWORKING What is `Networking'? THREE TIPS TIP 1 Be Courageous Fear of rejection Dip your toe into the water The power of introduction The host with the most Talking to plants Approaching groups A minute to win it Approaching celebrities TIP 2 Be Committed Does your phone ring by itself? Do you know what success looks like? Goal setting for networking Intangible rewards Planning for the meeting Be in the room Developing rapport Do what you say you are going to do Be selective with your card Make the connection Write things down The why, what and how TIP 3 Be patient `Quality People' Avoid preconceptions The six degrees of separation You don't know who they know THREE TOOLS TOOL 1 Pursue the relationship, not the sale Finding the flow It's OK to talk about football! Conversation starters Flying high Networking is about people Listening for people Trust TOOL 2 People are interested in people who are interested in them Send your elevator pitch to the basement! Asking the right questions Controlling the situation Would you like some advice? Connectivity = Attractiveness Stay in touch Breaking out of your comfort zone Meaning it TOOL 3 Ask for what you want Avoiding preconceptions Invite further questions Be passionate Don't be a `loner' Timing It's how you ask Spell it out Paint a picture How do you eat an elephant?* Who do you know who...? Pause `til it ................hurts Problem, solution, benefit Tell a story THREE TECHNIQUES TECHNIQUE 1 Planning your strategy Know what you want to achieve Building synergies Meeting your commitments Making the most of the time Who do you want to talk to? Saying what others need to hear TECHNIQUE 2 Making an impression Make an impact Be positive Remembering names Wearing badges Feeling crowded? Networking with different sexes Being heard Be ready for the opportunity to speak TECHNIQUE 3 Keeping in touch Keeping records No excuses Don't send junk After the first follow-up Writing the news Pick up the phone and meet in person Ask for feedback BE SOCIAL Networking effectively THE ART OF SPEAKING IN PUBLIC What's so important about being able to speak in public? FIVE TIPS TIP 1 Be in the moment Bored, scared or brilliant? Speak for your audience Speak for yourself Energise before opening TIP 2 Be yourself Leave your title at your desk What makes you YOU? People buy people TIP 3 Understand your purpose The information presentation To educate your audience The `Turn' To convince someone To get a decision TIP 4 Be results focused Anyone can talk Know your stuff Know what you want TIP 5 Be a giver Include them in Present and stay... FIVE TOOLS TOOL 1 Why? What's in it for the audience? What's in it for you? What are the benefits to the audience to listen to you? Understand why you have been asked to speak Understand why you! Five simple tips to help you understand `why you?' TOOL 2 Point! Understand the key message first Split the key message into the relevant parts Make one key point per part List them together and see if they make sense If not, go back to the first item in this list! Five simple tips to help you get your point across TOOL 3 Close Practise saying why you're speaking and say thank you Use the rhythm of threes Look in the mirror and see if your close gives you the effect you want Practise this more than any other area! Give yourself a time limit Five simple tips to help you close well TOOL4 Open Say why you are there! Pose a question Start with a relevant story Set the scene Say something controversial Five simple tips to help you open your presentation TOOL 5 Body Have a supermarket approach Relax and get into the swing Don't stick to one format Put everything in - then massage it! Use handouts to give information Five simple tips to help you work your body FIVE TECHNIQUES TECHNIQUE 1 Believe in you! TECHNIQUE 2 For the audience TECHNIQUE 3 Build a relationship TECHNIQUE 4 Know your lines TECHNIQUE 5 Speaking effectively The natural speaker Bibliography and Useful Further Reading About The Authors Andy Lopata Peter Roper So, You Want to Know More...?

About the Author

Labelled 'Mr Network' by The Sun, The Financial Times called Andy Lopata 'one of Europe's leading business networking strategists'. The co-author of two books on networking, Andy is a regular columnist for the US magazine 'The National Networker', as well as being quoted in national press, including The Sunday Times and The Guardian. Andy's third book is being published by FT Prentice Hall in September 2011. For eight years, Andy was Managing Director of Business Refer- ral Exchange, one of the UK's leading referral-focused network- ing organisations. Andy is a former vice-president of the Professional Speakers Association. A Fellow and Past President of the Professional Speaking As- sociation, Peter is claimed by many to be the UK's leading expert in 'Natural Presentation'. He has presented to well over 400,000 people internationally and for a wealth of different organisations. Peter specialises in working with both individuals and organisa- tions to enhance and enrich business development skills. Peter had a very successful corporate career with organisations such as Lombard North Central and Arval PHH. After being awarded Sales Executive of the year for a consecutive 6 years he went on to become the youngest ever Divisional Director of PHH reporting to the European Board. Peter created a strategic Division with a turnover in excess of GBP38 Million, employing over 200 people and winning numerous national awards. From 1996, Peter went on to establish four new businesses of his own; two of which he says have been fantastic failures - and fortunately two others which have been stunning successes! During his career he has learned the power of essential business development, networking and presentation skills, which apply to any career-path. Based in rural Shropshire, Peter is the "Honorary Chairman" of the family business Positive Ground Ltd.


Powerful, practical advice on both cultivating great networking relationships and speaking with confidence: two skills of vital importance to today's successful business person. -- Bob Burg, author, 'Endless Referrals: Network Your Everyday Contacts Into Sales' Anyone who's ever wanted to be able to network confidently can benefit from the down-to-earth knowledge in this book. -- Mike Southon, co-author, 'The Beermat Entrepreneur' and Financial Times columnist

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