Turn Small Talk into Big Deals: Using 4 Key Conversation Styles to Customize Your Networking Approach, Build Relationships, and Win More Clients by Don Gabor

Introduction ix

Part I Identifying Networking Styles and Breaking the Ice 1

1 Identifying Your Natural Networking Style 2

2 Breaking the Ice and Networking with Competitive Networkers 12

3 Breaking the Ice and Networking with Outgoing Networkers 19

4 Breaking the Ice and Networking with Amiable Networkers 26

5 Breaking the Ice and Networking with Analytical Networkers 33

Part II Connecting Online and Working the Room to Find Big Deals 41

6 Ten Strategic Networking Goals for Every Networking Event 42

7 Four Ways to Use a Guest List to Increase Networking Results 55

8 Five Steps to Joining Other Conversations 63

9 Making Business Connections on Social Networks 70

10 Six Steps to Turn Small Talk into Big-Deal Discussions 79

11 Tactfully Escaping Noxious Networkers 91

12 Ten Ways to Follow Up That Lead to Big Deals 104

13 Twelve Common Networking Mistakes and How to Correct Them 112

Part III Business Situations: Opening Lines, Topics, and Networking Strategies 123

14 Four Rules of Networking Etiquette in Business Situations 124

15 Trade Shows and Conferences 129

16 Workshops 134

17 Association Meetings 139

18 Business Card Exchanges 145

19 Lunch and Dinner Business Meetings 151

20 Corporate Cafeterias 157

21 Department Meetings 163

22 Office Elevators 170

23 Office Parties 175

Part IV Social Situations: Opening Lines, Topics, and Networking Strategies 181

24 Four Rules of Networking Etiquette in Social Situations 182

25 Dinner Parties 186

26 Colleges 192

27 Volunteer Groups 198

28 Fund-Raising Events 203

29 Golf Courses 207

30 Hobby Clubs 212

31 Houses of Worship 216

32 Reunions 220

33 Wedding Receptions225

Part V Public Situations: Opening Lines, Topics, and Networking Strategies 231

34 Four Rules of Networking Etiquette in Public Situations 232

35 Neighborhoods 236

36 Airplanes and Trains 241

37 Bars and Restaurant Counters 246

38 Health Clubs and Spas 252

39 Sporting Events 256

40 Live Performances 261

41 Movie Theaters 265

42 Museums 269

43 Nightclubs 274

44 Resorts 278

45 Stores 283

46 Waiting Rooms 288

Conclusion 293

Index 295