Contents -- Acknowledgments -- Introduction - Myths, Mysteries, and Misconceptions -- Part I - The Networkind Mind-Set -- Chapter 1 - Social Capital -- Back to the Future -- Outside the Cave -- Relationships are Currency -- Chapter 2 - The Law of Reciprocity -- It's the Law -- The Abundance Mind-Set -- Chapter 3 - Farming for Referrals -- Drop the Gun, Grab the Plow -- Down on the Farm -- Chapter 4 - Fishing for Referrals -- A Long and Winding River -- Networking with a Net -- Part II - Your Networking Strategy -- Chapter 5 - Three Essential Questions -- 1. Who Are My Best Prospects? -- 2. Where Can I Meet My Best Prospects? -- 3. Whom, Exactly, Do I Want to Meet? -- Chapter 6 - The Butterfly Effect -- Chapter 7 - The Four Streams of Your Networking River -- Casual-Contact Network -- Knowledge Network -- Online Network -- Strong-Contact Group -- Friends on the Big River -- Chapter 8 - Where Networkers Gather -- Chamber of Commerce (Casual Contact) -- Business Association (Casual or Strong Contact) -- Service Club (Strong Contact) -- Referral Group (Strong Contact) -- Social Network for Business (Online) -- Chapter 9 - Online Networking: Click Here to Connect -- Looking Past the Hype -- Mind the Fundamentals -- Is Face-to-Face Communication Outmoded? -- Connecting with People at Web Speed -- Is Online Networking a Good Fit for You? -- Other Ways to Communicate with Your E-Network -- A Core Strategy That's Worth Knowing -- Chapter 10 - Developing Your Target Market -- Part III - Networking Face to Face -- Chapter 11 - Joining the Crowd -- Chapter 12 - The 12x12x12 Rule -- Look the Part Before Going to the Event -- Make Sure Your Body Language Sends the Right Message -- Get Your Act Together -- Have the First 12 Words Ready to Roll of Your Tongue -- Chapter 13 - Where's Your Attention Focused? -- Chapter 14 - Standout Questions -- Question Time.

The Answers You Want -- Chapter 15 - Telling Your Company's Story -- Your Unique Selling Proposition -- Briefing Your Messenger -- Getting Specific -- Chapter 16 - Quantity is Fine, but Quality is King -- Part IV - Making Your Network Work -- Chapter 17 - How Deep is Your Network? -- Building Quality Relationships -- Visibility to Credibility to Profitability -- Be Patient -- Chapter 18 - Gaining Their Confidence -- Getting There -- Staying for the Long Haul -- Chapter 19 - Leveraging New Contacts -- Getting to the Next Stage -- Sorting Out Who's Who -- Making the Most of Face Time -- Chapter 20 - The Power of Your Database -- Powering Up Your Database -- Putting Your Database to Work -- Chapter 21 - The Referral Process -- Step 1. Your Source Discovers a Referral -- Step 2. Research the Referral -- Step 3. Check Back in with Your Referral Source -- Step 4. Meet with the Referral -- Step 5. Report Back to Your Source -- Step 6. Your Source Gets Feedback from the Referral -- Step 7. Your Source Reports Back to You -- Step 8. Close the Deal -- Part V - Secrets of the Masters -- Chapter 22 - Becoming the Knowledgeable Expert -- Chapter 23 - Networking at Non-Networking Events -- Person to Person -- Ask, "How Can I Help?" -- Be Sincere -- Honor the Event -- Chapter 24 - Becoming a Referral Gatekeeper -- Guardian at the Gate -- Hub of the Wheel -- Chapter 25 - Being Your Own Chief Networking Officer -- Attend a Few Networking Events each Month and Follow Up -- Regularly Touch Base with Past Business Contacts -- Use Cards to Stay in Touch throughout the Year -- Take Good Care of Your Database -- Always Thank Your Referral Partners -- Chapter 26 - Creative Rewards -- Part VI - Is Your Networking Working? -- Chapter 27 - Top Ten Ways Others can Promote You -- Chapter 28 - Ten Levels of Referrals -- Chapter 29 - The Networking Scorecard.

Send a Thank-You Card -- Send a Gift -- Call a Referral Source -- Arrange a One-to-One Meeting -- Extend an Invitation -- Set Up an Activity -- Offer a Referral -- Send an Article of Interest -- Arrange a Group Activity for Clients -- Nominate a Referral Source -- Display a Source's Brochure -- Include a Source in Your Newsletter -- Arrange a Speaking Engagement -- Invite a Source to Join Your Advisory Board -- Appendix I - Credibility - Enhancing Materials Checklist -- Appendix II - Networking Like a Pro Game Plan -- About the Authors -- Index.