Breakthrough Networking is the very first book that I have ever read on networking. Coincidentally, it was written by my current networking partner, mentor, and collaborator Lillian Bjorseth of Duoforce Enterprises, Inc. When I bought the book several years ago, I didn’t know Lillian so it was great to finally meet her and become friends. Check out my review of Lillian’s “52 Ways to Break the Ice & Target Your Market."
For this review, I tackle each of the following four parts of the book:
Part I: What is Networking? Understanding Your Networking Style
Lillian starts off the book by explaining the background of networking so the reader has an appreciation and understanding of the beginnings of networking. Lillian defines networking as “an active, dynamic process that links people into mutually beneficial relationships.”
In her explanation, she explores concepts such as 300 x 300, six degrees of separation, and networking is an art and a skill. By providing a good framework for what networking is, you get a good sense that Lillian knows what she is talking about.
She then sets the stage for the rest of the book by helping readers determine their networking styles. Lillian is an expert in analyzing behavior through her use of the assessment test, DISC, which stands for Dauntless, Indefatigable, Support, and Careful. By answering a series of statements about your behavior, you will learn what type of networker you are: Dauntless Networker, Indefatigable Networker, Supportive Network, or Careful Networker.
Once you discover your networking style, you will be able to read the rest of Lillian’s book in this context. For each networking style, the book provides information of the style’s strengths, limitations, suggestions for improvement, and strategies for effectively networking with this type of person.
Part II: The Importance of Your Personal Image and Your Printed Image
Without a positive and impressionable image, it doesn’t matter what your networking style is because you will have a difficult time to connect. Lillian explores the importance of image by mentioning how people judge you within the first ten seconds of meeting you. So according to Lillian, you have to work on your impression management – you can control how you look and act. To elaborate, Lillian discusses how you can improve your image by your colors, style, and fit. Next, she discusses how to improve your body language by working on your handshake, posture, facial expression, arms, personal/private space, and seating location in meetings.
Not only is your personal image important, but also is your printed image. According to Lillian, “Your printed image is your corporate personality.” She provides some case studies to help you understand this concept.
Part III: The Art and Science of Networking
In order to become an effective and efficient networker, you need to take it seriously and set up a plan. So, Lillian mentions the importance of setting goals so you can figure out how to accomplish what you want to get out of networking. She explores questions such as “Who are your potential clients/employers?”; “Where can you meet them?”; “Where can you meet people who can introduce you to your targeted people?” By answers these questions, you will be able to focus on setting some goals.
Once your goals are set, Lillian discusses the importance of your infomercial and business cards. You need to describe what you do in a concise and effective manner so focus on creating a good introduction. With business cards, it is not about quantity but quality. So, don’t worry about collecting as many business cards as you can.
Other topics that Lillian explores include verbal and written endorsements, playing host, staying in touch, and leveraging the media.
Part IV: Ice Breakers
In the last section, Lillian provides some activities that you can use at an event to get people talking to each other. She gives you some real takeaways in this section because you can immediately start implementing the activities. These exercises include 2+2=4 or More, Find Your Mate, Networking Poker, The Ever-Popular Handshake, and Changing Tables.
Recommendation
If you are new to networking or need to brush up on some of your basic skills, then Breakthrough Networking is a great read. Lillian’s style is very conversational so the book is easy to follow and understand. The book is well organized and each section builds upon itself in a very logical order. In addition, if you are an event organizer, then her activity suggestions are worth the purchase of the book.
On the other hand, if you are a seasoned networker, then you may not get as much out of this book. At the same time, it never hurts to learn from others and to reinforce what you may already know.
Overall, Breakthrough Networking is a good read that is worth your time, regardless of your level of networking expertise.
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