2 of 3 people found the following review helpful
4.0 out of 5 stars
Did it stick?, 25 Oct 2010
I'm a speaker and while I have no problem standing up in front of a group of 50 or 100 people, the thought of walking up to a complete stranger (or worse two or three strangers) is very scary thus networking is a nightmare.
It was for the chapter on networking that I bought the book. The advice is very simple and practical, just what a inexperienced networker would need and very detailed, what especially worked for me was the cartoons of a networking session. It was a very clear way of indicating who you can approach and begin conversations with, indeed at my first networking session after the book I could see these opportunities for introductions and while I was still fighting my fear of walking up to strangers, the second time was easier and more successful.
At the beginning the author introduces his concept of AFTERS, i.e. give the customer what they want which is a clever and often forgotten method of sales but I think he over-uses this concept a bit too much throughout the book, especially in the Sales chapter.
I also found the Referrals chapter quite strong. It's important part of business and isn't always covered enough in standard business books. It's a different way of thinking and it was dealt with in the author's usual practical manner.
I wasn't too excited by the presentations section, if you are serious about improving your presentation skills then there are better presentations skills books out there.
For experienced professionals, they might find the concepts a bit too obvious but for someone setting up in business for the first time, they might find it quite useful and it can give them some ideas and strategies to try while they're finding their feet.