Rush Hour

Good Connections

For new business owners, networking isn't an option; it's a necessity. Whether pursued as a way to contribute to your bottom line or to explore been-there, done-that solutions from others in your industry, networking is one of the smartest moves you can make. How to make it pay off--painlessly? Networking strategists Anne Baber and Lynne Waymon show you in Smart Networking: How to Turn Contacts Into Cash, Clients, & Career Success (Kendall/Hunt Publishing, $18, 800-352-2939). The authors credit insights drawn from participants in their interactive networking workshops for this practical tutorial.

Defining networking as "small talk with a target," Baber and Waymon go beyond the traditional be-a-good-listener advice. Proffering a "new mind-set about business contacts," Smart Networking places people skills at a premium.

In an examination of "the art of rainmaking," you'll learn to assess your customer base and identify potential clients. You'll also learn to track, measure and stay in touch with leads.

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This article was originally published in the June 1998 print edition of Entrepreneur with the headline: Rush Hour.

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