| Introduction |
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viii | |
| Part 1: Understanding Successful Networking |
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Establishing Contacts with a Purpose |
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3 | (1) |
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Networking Is a Two-Way Street |
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4 | (1) |
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Avoiding Networking Pitfalls |
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5 | (1) |
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Sharpening Your Networking Focus |
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6 | (5) |
| Part 2: Building Networking Relationships |
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Cultivating Existing Contacts |
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11 | (2) |
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Expanding Your Networking Circle |
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13 | (1) |
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Scripting Your 30-Second Self-Introduction |
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14 | (4) |
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Preparing for Networking Events |
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18 | (2) |
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Nurturing Your Support System |
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20 | (1) |
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21 | (6) |
| Part 3: Refining Your Professional Presence |
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Making a Positive First Impression |
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27 | (2) |
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Turning Small Talk into Big Business |
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29 | (2) |
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Conversational Do's and Don'ts |
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31 | (1) |
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Mastering the Art of Listening |
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32 | (1) |
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Projecting Your Image on Paper: Business Cards |
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33 | (4) |
| Part 4: Bell-Ringing Telephone Techniques |
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Identifying Key Contact Points |
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37 | (1) |
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Cultivating the Gatekeeper |
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38 | (3) |
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Introducing Yourself by Telephone |
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41 | (3) |
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Networking Through Voice Mail |
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44 | (5) |
| Part 5: Networking via E-Mail and the Internet |
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Reaching Your Contacts Through E-Mail |
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49 | (1) |
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Formulating an Effective E-Mail Message |
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50 | (2) |
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Signing off with a Signature File |
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52 | (2) |
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Tapping into Online Alumni Networks |
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54 | (1) |
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Welcome to My Web: Creating Your Online Presence |
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55 | (1) |
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Surfing the Web for Networking Leads |
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56 | (1) |
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Netiquette Guidelines for Networkers |
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57 | (2) |
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Taking Time for Snail Mail |
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59 | (4) |
| Part 6: The Networking Power of Self-Promotion |
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63 | (2) |
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Spreading Your News in a Press Release |
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65 | (2) |
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Press Release Writing 101 |
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67 | (3) |
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70 | (3) |
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Putting a Face to Your Name |
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73 | (1) |
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Promoting Yourself Through Speaking Engagements |
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74 | (3) |
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Volunteering for Networking Success |
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77 | (1) |
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Making the Most of Trade Shows and Conventions |
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78 | (3) |
| Part 7: Special Networking Challenges: Novices and Veterans |
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Recent College Graduates: Learning the Ropes |
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81 | (3) |
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Senior Executives: Searching the Hidden Job Market |
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84 | (5) |
| Appendix |
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Putting It All Together: Creating Your Strategic Networking Plan |
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89 | (2) |
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Author's Suggested Responses |
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91 | (3) |
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Resources for Successful Networking |
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94 | (1) |
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95 | (1) |
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96 | (2) |
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98 | |
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