...and Death Came Third!

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.

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

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