52週人脈計畫 -第45週 運用自己的影響力去解決問題

第45週 　運用自己的影響力去解決問題

如果你已經具備良好的人脈、備受尊敬、又是業界的專家，卻從來不曾運用這些優點的話，那又有什麼意思呢？你這週的任務便是要找出自己人脈中遭遇問題的成員，並協助對方解決。該怎麼做？你可以直接問當事人、觀察周遭的狀況、做一些研究，還有和其他業界人士討論。

當你發覺問題並鎖定自己想要協助的對象之後，就要想一些有創意的方法，讓你得以運用自己的專業地位來幫助他們。可能的方式有：
．可以寫一封信表達支持；
．可以支持他們正在從事的公益活動；
．可以寫封信給某個刊物的編輯；
．可以向當地的市議會請願，要求改變；
．可以寫信給產業期刊的編輯；
．可以推動公開的活動表示支持；
．可以扮演某種催化變革的角色；
．可以接觸其他人並取得他們的支持；
．做一切幫得上忙的事。





Week 45 　Use your influence to solve problems

What's the fun of being well networked, highly regarded and an expert in your field if you don't use it? Your assignment this week is to find a member of your network who has a problem and help them solve it. How do you do that? Ask them. Look around. Do some homework. Talk to other people in the same industry.

Once you uncover a problem and decide who your preferred target is, think of some creative ways you can use your professional status to help them. Possibilities:
．You might write a letter of support.
．You might support some cause they are active in.
．You might write a letter to the editor of a publication.
．You could petition your local city council for changes.
．You might write to the editor a trade journal.
．You could launch a public showing of support on some matter.
．You could act as a catalyst for change in some way.
．You might approach others and enlist their support.
．You can do anything that is appropriate to get involved.

52週人脈計畫 -第44週 善用其他和你往來的公司

第44週 　善用其他和你往來的公司

這週的首要工作是要列出你固定往來的公司。從資金的流向來看，你可能是某家公司每個月消費數百美元甚至數千美元的顧客。現在要反過來，想想這些公司能夠如何協助你這位忠實顧客。他們可能願意幫你發行的快報提供一些內容；可能願意在他們的櫃台上擺放你的名片；也可能願意贊助你下一次拓展人脈的活動。挑一家公司並向對方提出自己的想法，看看能夠得到什麼樣的回應。最壞的結果便是遭到他們拒絕，但是成果也可能會相當豐富。

Week 44 　Capitalize on other companies you deal with

Job #1 for this week is to draw up a list of the companies you do business with on a regular basis. If you follow the money trail, you might be spending hundreds or even thousands of dollars each month as a customer of that business. Now turn it around and consider what those businesses can be doing to help you, their loyal customer. They might be willing to contribute something to your newsletter. Or they might display your business cards on their counter. Or perhaps they will sponsor your next networking event. Pick one establishment and approach them with some ideas and see where that takes you. The worst they can do is say no, but the upside potential is quite substantial.

52週人脈計畫 -第43週 採取主辦人的心態

第43週 　採取主辦人的心態

這週要努力調整你的心態，每當你參加能夠拓展人脈的活動時，不要帶著和大多數人相同的心態去參加，而是要像個主辦人。提早到達現場，並去認識負責主辦的人員，了解會場陳設和活動預計的流程。找出有哪些人可能會參加，然後去招呼隨後蒞臨的來賓，幫助他們進入狀況。設定目標至少要介紹3個人給他們素不相識的人，然後等待他們的善意回應。要表現得像是活動的主辦人，而不是一心只想著認識別人拉生意的樣子。

Week 43 　Adopt the attitude of a host

Work this week at changing your mind-set. Whenever you attend a networking event, don't approach it like the majority of people would. Instead, act like a host. Get there early and meet the people who are in charge. Learn the layout of the venue and get some idea of the flow of planned events. Find out who is expected to attend. Then greet others who arrive later and help them get into the flow of everything. Set a goal to introduce at least three people to someone they have never met before and then sit back and wait for them to respond in kind. Act more like an event host and less like a desperate networker trolling for business.

52週人脈計畫 -第42週 時時請客戶提供意見

第42週 　時時請客戶提供意見

本週的任務是請客戶提供意見。請他們指出你事業的優點和缺點，然後採取行動以改善現狀。製作一些簡單的工具（或許可以運用網路民調），讓你可以定期與顧客接觸，並了解他們希望見到哪些改善。如果能將意見蒐集流程整合到你的銷售制度當中，那就更理想了。

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Week 42 　Always ask for feedback from clients

Your assignment this week is to ask your clients for feedback. Ask them to identify your business's strengths and weaknesses. Then get into action making things better. Create simple tools (perhaps involving an online survey) that you can use to periodically check in with customers and get their ideas on improvements they'd like to see. Even better, integrate a feedback process right into your sales system.

52週人脈計畫 -第41週 不要怕自吹自擂

第41週 　不要怕自吹自擂

當你和口碑行銷團隊碰面時，他們最有可能會問你的3個問題是：

．「最近狀況如何？」

．「有什麼新鮮事？」

．「生意如何？」

這週的任務是想出一些比：「一切都很順利。我忙翻了！」或是「還不錯。」更好的答案。不要讓大家在離開時覺得你太忙了、無法應付他們的引薦，因此你必須事先準備好理想的答案。以下提出一些建議：

「最近狀況如何？」

「日子還過得去。我的生意一直有進展，但我還是一直對新的機會有興趣。」

「有什麼新鮮事？」

「嗯，我正在參加一項有趣的訓練課程，讓我產生了一些新的想法。我也正在找機會發表一些自己寫的文章。」

「生意如何？」

「業績有成長，因為我今年有8位新客戶，但是我原本的目標是20位。還有，我也在找新的員工。」

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Week 41 　Don't be afraid to toot your own horn

When you meet with your word-of-mouth marketing team, the three questions they are most likely to ask you are:

．"How's it going?" 

．"What's new?" 

．"How's business?" 

Your assignment this week is to come up with better answers than: "Things are going great. I'm swamped!" or "Fine. " You don't want people to walk away thinking you're too busy to attend to their referrals, so you need to have some good answers ready to roll in advance. Some suggestions:

"How's it going?"

"Life is good. My business is moving ahead, but I'm always interested in new opportunities. "

"What's new?"

"Well, I'm involved in an interesting training course at the moment that has brought some new ideas in mind. I'm also looking for opportunities to publish some articles of my own. 

"How's business?"

"Sales are up as I've got eight new clients this year, but my goal was to get twenty. I'm also looking for new staff. "

52週人脈計畫 -第40週 撰寫事業簡介

第40週 　撰寫事業簡介

當你的口碑行銷團隊成員向他們的朋友或同事提起你的時候，他們可能不知道該說些什麼。幫幫他們的忙，你這週的任務就是寫出可以讓他們運用的事業簡介。應該納入幾項的重要資訊有：
．你的事業名稱；
．你提供的商品；
．你的某些認證和成就；
．你的宗旨或目標；
．最近曾協助的知名客戶；
．其他有趣的數據和想法。



Week 40 　Write a personal introduction

6When people in your word-of-mouth marketing team talk about you to their friends and associates, they probably don't know what to say. Help them out. Your assignment this week is to write a personal introduction you can give them to use. Key bits of information to include would be:
．The name of your business.
．What you offer.
．Some of your credentials and accomplishments.
．Your mission statement or purpose.
．Noteworthy clients you have helped lately.
．Other interesting facts and ideas.

52週人脈計畫 -第39週 寫下2則成功故事

第39週 　寫下2則成功故事

這週要花點時間寫下幾則故事，在故事中你的事業就是最佳主角，為顧客締造了不起的成果。稍稍加油添醋也無妨，但是內容必須真實而且正確。接著就要把這些故事散布到你的口碑行銷團隊中，當他們讀到這些故事，就會讓他們想起其他狀況類似、可能需要你幫助的人。這樣也會讓他們在腦子裡更清楚想像出你的理想顧客屬於哪種類型，這當然不是件壞事。





Week 39 　Write down two success stories

Spend some time this week putting down on paper some stories in which your business is the hero and you achieve some amazing things for customers. Ham it up, but be factual and accurate in what you say. You then take these stories and circulate them to your word-of-mouth marketing team. As they read your stories, it will jog their memories on other people in similar situations you might be able to help. It will also sharpen in their mind their view of who your perfect client is, which can't be a bad thing at all.

52週人脈計畫 -第38週 請客戶寫推薦信

第38週 　請客戶寫推薦信

本週的任務是要請幾位滿意的客戶寫推薦信，內容強調他們使用你的商品所得到的正面體驗。要請客戶用他們自己的信紙，並且由他們自己來撰寫推薦信。試著在這週請3位客戶寫下他們的體驗，然後你可以在未來運用這些推薦信創造出高度的可信度。

Week 38 　Ask clients for written testimonials

Your assignment this week is to get some satisfied clients to write letters that spotlight their positive experiences with what you have to offer. You want these testimonials to be on your client's letterheads and in their own words. Try this week to ask three clients to write about their experiences. You can then use these testimonials to generate loads of credibility in the future.

52週人脈計畫 -第37週 寫文章寫出名號

第37週 　寫文章寫出名號

這週要靜下來找出4個符合你事業和人脈目標的寫作主題，然後寫封信給你最喜歡的財經刊物，向編輯提出你的點子。如果對方喜歡你的提議，就可以開始寫文章。如果對方回絕，就可以試著詢問哪些類型的文章比較適合這份刊物。

在進行時，別忘了要事先下工夫研究。現在有很多刊物都會建置網站，用來接觸潛在的廣告主，而這些網站通常會有預告，讓廣告主知道每個月要報導的主題。你可以檢視預告中所列出的主題，看看哪些是你所擅長的領域。

在刊物上發表文章絕對會大幅提升你的可信度，也會讓你成為業界的專家，這絕不會是壞事。先從小型的區域性報紙開始著手，接著再努力向主流的產業和財經刊物邁進。

Week 37 　Write your identity in the public eye

Sit down this week and identify four topics you can write articles about that will fit your business and networking goals. Then draft a letter to the editor of your favorite business publication and pitch your ideas. If he likes what you're suggesting, start writing your articles. If you get a red-light instead, you might try asking for some guidance on what kind of articles would be suitable for that publication.

As you do this, don't forget to do your own homework as well. Many publications now have Websites to reach out to potential advertisers. Often, these Websites include an editorial calendar that tells advertisers the themes that will be covered in each month's issue. You can review that editorial calendar for topics that are within your field of competence.

Having published articles definitely boosts your credibility in all kinds of different ways. It positions you as an expert in your field, which is never a bad thing. Be prepared to start small with local newspapers before working your way up to major trade and business publications.

52週人脈計畫 -第36週 學習撰寫新聞稿

第36週 　學習撰寫新聞稿

要寫好新聞稿是一門藝術，而你這週的重點就是要努力學習相關的技巧。這是非常值得去做的，因為要行銷你的事業除了靠口碑，就是要靠公關這種非常具成本效益的方法。試著以具有新聞價值和趣味性的主題來撰寫新聞稿，有必要的話也可以找專業寫手來替你潤飾，但是重點是要能完成新聞稿並對外發表。這樣不僅可以提高你事業的能見度，還能夠強化你在業界的專業地位。

Week 36 　Learn how to write a press release

There's an art involved in writing an effective news release, and your focus this week should be on trying to learn what's involved. This is worth doing because next to word of mouth, publicity can be a very cost-effective way to market your business. Try developing a news release around a topic that is newsworthy and interesting. Hire a professional writer to help you polish your news release if you have to, but get a news release together and send it out. This will both enhance your company's visibility and strengthen your positioning as an expert in your field.

52週人脈計畫 -第35週 製作教育性質的快報

第35週 　製作教育性質的快報

專家能夠提供指導和新知，他們擁有其他人想要了解的想法和意見。用這週去考慮自己發行教育性質快報的可行性，藉此讓你的訴求可以傳播到市場上。只要確認這份快報會讓讀者對你的事業產生好印象即可。如果先向已經在定期發行快報的人請教，應該會幫助你了解相關事宜。定期發行快報需要相當的投入，然而如果你能做到，就能為你的訴求找到絕佳的宣傳管道。




Week 35 　Create a newsletter that is informative

Experts teach and inform. They have ideas and opinions others want to know about. This week, consider the viability of starting your own informative newsletter as a way to get your message out to the marketplace. Just make sure that your newsletter reflects well on your business. It might be helpful to talk with someone who is already producing a regular newsletter and get up to speed on what's involved. Publishing to a regular schedule takes commitment, but if you do this, you will have a great communications vehicle for your message to get out there.

52週人脈計畫 -第34週 發表極具價值的簡報

第34週 　發表極具價值的簡報

你在這週的挑戰是要靜下來想想，自己有能力發表哪一種高價值的簡報。應該會有某些領域是你了解、也有經驗，但大部分人都不熟悉的。找出自己能夠發表簡報的類型之後，這週的第2項任務就是靜下來寫出一封信，用來概述自己的簡報內容。接著將這封信複製10份，請自己人脈社團中的成員，把信轉給他們所認識會安排演說活動的人。要方便大家推薦你。

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Week 34 　Give a high-value presentation

Your challenge this week is to sit down and figure out what kind of high-value presentation you are qualified to give. There's probably something you know and have experience with that most people do not. Once you identify what presentation you can give, your second task this week is to sit down and compose a letter that outlines your presentation. Then create ten copies of that letter and get the people in your networking group to give them to anyone they know who organizes speaking engagements. Make it easy for people to refer you.

52週人脈計畫 -第33週 讓名片發揮最大效用

第33週 　讓名片發揮最大效用

道理很簡單，名片就是你事業最小型的廣告看板。利用這週誠實評估你的名片給人什麼樣的感覺。檢視名片的風格，了解這種風格是否適合你所屬的產業以及你個人的喜好。確認名片是否登載了所有必要的資訊，以及是否讓你引以為傲。如果沒有的話，就要立刻印製新名片。以名片的體積和成本來看，它大概會是你手上最具威力的行銷工具。設計一張會讓自己喜歡拿出來給人的名片，但也要注意只能給跟你要名片的人。不要到處亂發名片，還自以為這樣做得很好。等到別人跟你要的時候才給，而且給的名片要有價值。

Week 33 　Get the most out of your business cards

Simply put, business cards are miniature billboards for your business. Take this week to honestly evaluate what your business card says about you. Look at your card style and question whether it is appropriate for your industry and personal style preferences. Make sure you've got all your essential information on it and that you feel proud of your business card. If you don't, get some new cards made right away. For its size and cost, your business card will probably be the most powerful marketing tool you will ever own. Have a card you love handing out, but then work to only give cards to people who ask for them. Don't give out your business card indiscriminately, thinking you're doing well. Wait until people ask for it, and then have something worth giving.

52週人脈計畫 -第32週 對自己的工作要永保熱忱

第32週 　對自己的工作要永保熱忱

你在這週的挑戰，是要成為積極推銷你事業的激勵講師。明確展現出自己的熱忱，讓大家都能感受到。用熱情的用詞強調下列幾點：

．你可以做哪些競爭對手說不出的承諾；

．你的工作如何讓你感到充實；

．你最喜愛自己工作中的哪個部分，原因又是什麼。

將自己的個性注入訴求之中，使聽者更感難忘。即使他們不完全認同你的想法，還是會尊重你帶來的能量和熱忱，也會因此尊重你。

Week 32 　Always be passionate about what you do

Your challenge this week is to become a motivational speaker for your business. Wear your passion on your shirt sleeves for everyone to see. Spotlight in glowing terms:

．What you can say that your opposition cannot.
．How your work fulfills you.
．What part of your work you love the most, and why.

Inject your personality into your message so that it becomes more memorable for the listener. Even if they don't agree entirely with your philosophy, they will respect the energy and enthusiasm you bring to the equation and will respond accordingly.

52週人脈計畫 -第31週 有效描述自己的事業

第31週 　有效描述自己的事業

你能不能在1分鐘之內說明你能為顧客提供的所有協助？如果不能，就必須用這週的時間，構思一套最能說明自己業務的具體描述，然後還要習慣於快速表達這套描述，不使用任何會讓人聽不懂的專業術語。

在介紹自己業務時所營造出的形象愈清楚，將來對方就愈容易把這個訴求傳達給他們往來的對象。

Week 31 　Profile your business effectively

Can you describe all the ways you help customers in one minute or less? If not, you need to spend time this week preparing a concise profile of the best way to describe what you do. Then get used to delivering your profile quickly and without using any confusing jargon.

The more clear the image is that you create when talking about your business, the easier it will be for those who hear you to pass the same message on to the people they network with in the future.

52週人脈計畫 -第30週 只談效益，不談功能

第30週 　只談效益，不談功能

這週的時間要專門用來設計你花大多數時間所要談論的內容。顧客選擇產品是根據產品的效益，而不是產品的功能。確認自己在經營人脈時，絕大多數時間是用來談論自己最佳顧客所享受到的效益。內容要具體，避免提出一長串的產品功能，因為沒有人真正在乎這些。

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Week 30 　Always talk about benefits, not features

Take time this week to zero in on what you spend the majority of your time talking about. Customers choose products on the basis of their benefits and not their features. Make sure you're spending the majority of your networking time talking about the benefits your best customers enjoy. Be specific. Avoid giving a long list of features— nobody really cares.

52週人脈計畫 -第29週 提出有目的性的引導式問題

第29週 　提出有目的性的引導式問題

這週要靜下來思考，列出下次人脈活動中你希望大家問你哪些問題，接著主動用這些問題去詢問你碰到的每一個人。你會發現，他們會覺得自己好像有義務要回問你相同的問題，而這就會創造出機會，讓你可以清楚具體地表達訴求。


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Week 29 　Ask purposeful, directed questions

This week, sit down and come up with a list of questions you would like people to ask you at your next networking event. Then take the initiative and ask those questions of each person you meet. You will find that they will feel somewhat obligated to ask you the same questions in return, and this will create openings for you to deliver your message clearly and concisely.

52週人脈計畫 -第28週 舉辦經營人脈的活動

第28週 　舉辦經營人脈的活動

前一週是要找出你要贊助的活動，這週則是要研究是否該自己舉辦經營人脈的活動。有很多種可能性：
．你可以為某件事舉辦盛大的開幕典禮；
．你可以針對即將舉行的活動舉辦預演會；
．你可以辦一場主題活動；
．你可以為人脈中的關鍵成員舉辦交誼會。

活動本身不必過於複雜或花太多費用，但是一定要有清楚的目的。這些活動必須能夠強化關係，並讓大家協力達成某種共同的成就。設法找出能為人脈成員創造價值的活動，並著手舉辦。好好去做！





Week 28 　Host events with a network purpose

Last week you looked for an event to sponsor. This week, look at whether or not you should host your own networking event. The possibilities are numerous:
．You could host a grand opening of something.
．You might run a sneak preview of some upcoming event.
．You could put together a themed event.
．You might run a mixer event for key people in your network.

The events themselves don't need to be elaborate or even expensive, but they must be purposeful. They must deepen relationships and allow everyone to collaborate together to achieve some kind of joint success. Try to find an event that would add value to the people in your network and put it together. Make it happen.

52週人脈計畫 -第27週 贊助適合的活動

第27週 　贊助適合的活動

活動贊助是讓業務成長的絕佳方法，贊助適當的活動能夠讓事業取得優勢、得到關鍵人士的認同，還會促成各種正面的效果。利用這週的時間去尋找當地可以贊助的活動。

你可能還不至於會去贊助NASCAR賽車的電視轉播，大概會去贊助的是當地社區團體舉辦的活動、商展等由專業團體所舉辦的活動，這些都是讓更多人加入自己人脈的絕佳方法。找出投資金額適合的活動，然後提供贊助。




Week 27 　Sponsor some appropriate events

Event sponsorship is a great way to grow your business. Sponsoring the right event can position your business advantageously, create recognition with key people and make all kinds of good things happen. Take time this week to look for local events you can sponsor.

In all likelihood, you won't be looking at sponsoring a televised NASCAR race. You'll probably end up sponsoring an event put on by a local community group, a trade show or something else that is run by a professional group. These can all be excellent ways to bring more people into your network. Find an event that includes an appropriate level of investment and sponsor it.

52週人脈計畫 -第26週 加入當地的商會

第26週 　加入當地的商會

加入商會可以幫助你加強拓展人脈活動的效果。在這週要找出離你最近的商會，並詢問加入會員的相關資訊。可以的話，先參加一兩次活動，看看是否適合自己。通常都會有好幾個組織可以選擇，所以應該事先做一些研究，再選擇一個會員凝聚力強、活動密集的商會。要積極讓自己能多接觸一些人脈，並且準備好捲起袖子好好去經營。你必須先得到其他會員的好感，才會開始有人為你引薦。

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Week 26 　Join your local chamber of commerce

Belonging to a chamber of commerce can help you supercharge your networking activities. This week, find out where your nearest chamber of commerce is and request membership information. If possible, attend an event or two and see what the fit is like for you. More than likely, there will be a few options available, so do your homework and pick a chamber of commerce that has a strong and active membership base. Be proactive in expanding the number of people you can network with. And be prepared to roll up your sleeves and get involved. You'll have to earn the goodwill of the other members before the referrals will start flowing.

52週人脈計畫 -第25週 尋找或成立人脈社團

第25週 　尋找或成立人脈社團

人脈引薦社團這種組織會定期舉辦聚會，它的宗旨就在於為彼此創造業務機會。這就像是有業務人員替你推銷，你卻不必付佣金。你本週的第一要務，就是查出在你附近是否有集會的社團分會，如果有的話就去參加。請上www.BNI.com去了解當地經營商業人脈的機會，你可能從來都不知道有這些機會。


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Week 25 　Find or form a networking group

Referral networking groups are organizations that hold regular meetings for the sole purpose of generating business for each other. This is like having salespeople working for you that you don't even need to pay a commission. Make it a priority this week to check out whether there is a chapter that meets somewhere near you and if so, go along and get involved. Visit www.BNI.com to explore the local business networking opportunities you may not even know existed until now.

52週人脈計畫 -第24週 精心打造有力的第一印象

第24週 　精心打造有力的第一印象

商場上有句老話：你絕對不會有第2次機會去製造良好的第一印象。這週的任務是要深入、仔細地檢視自己給其他人的第一印象是什麼。問以下2個問題：「對第一次見面的人來說，我給他們的感覺是什麼？」「我看起來像是專業、值得認識的好幫手，還是只像個想要推銷東西的人？」根據你所發現的結果，你可能必須對自己平常的打扮和穿著進行一些改變。

在進行這項評估的同時，也應該花點時間檢視自己平常使用的肢體語言。你和他人的眼神接觸恰當嗎？你的站姿是會讓人感到親切，還是你的一舉一動都在告訴別人你不想被打擾？利用這週去向你的朋友請教，然後找出自己該怎麼做（或者該做什麼改變），才能製造出良好的第一印象。

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Week 24 　Ace making a powerful first impression

The business cliche is that you never get a second chance to make a good first impression. Your assignment this week is to take a long, hard look at what kind of first impression you are projecting to others. Ask: "What message am I sending to those who meet me for the first time? Do I come across as professional and a good resource to know or do I merely come across as someone who is out to sell them something?" On the basis of what you find, you may need to make some changes in your general grooming and choice of clothing.

As you make this evaluation, also spend some time on the body language you typically use. Do you make good eye contact? Do you stand in a welcoming manner, or does everything you do send the message that you should not be approached? Ask your friends for feedback this week and work out what you need to be doing (or changing) in order to make a solid first impression.

52週人脈計畫 -第23週 讓餐敘產生實效

第23週 　讓餐敘產生實效

這週要把重心放在帶客戶去用餐的場合。如果你夠聰明，就會利用這個機會拓展自己的人脈，而不只是讓腰圍變粗。感謝您對大師輕鬆讀的愛護，並且全力支持您合理地使用我們為您精心編製的內容。希望未來可以提供您更方便更友善的服務。

餐敘可以發揮下列效益：
．更進一步培養及加強事業上的合作關係；
．幫助同事解決問題；
．認識有機會加入自己人脈的人；
．向熟人介紹自己的同事；
．教導某些事物。

這週要用來安排至少3場有特定目的的餐敘，邀請至少3個自己人脈中的成員在大約一個月內參與，並確保大家都事先了解餐敘的目的。

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Week 23 　Make meal meetings productive

Focus this week on all the meeting where you take your clients out to eat. If you're smart, you'll use these as opportunities to grow your network and not merely as a chance to grow your waistline.

Meal meetings can be used several ways:
．To further develop and strengthen a business relationship.
．To help a colleague solve a problem.
．To meet someone who may join your network.
．To introduce a colleague to someone you know.
．To teach something.

Work this week to set up at least three purposeful meal meetings involving at least three people from your network in the next month or so. Make certain everyone knows in advance what the purpose of each meeting is.

52週人脈計畫 -第22週 積極參與社交及運動活動

第22週 　積極參與社交及運動活動

學習打高爾夫球、參加保齡球聯盟或是加入壘球隊。在這週要從事符合自己興趣的運動，安排固定時段讓自己和其他有共同興趣的人一起運動，並以此作為一種「催化活動」，使你得以認識不同的新朋友。好好享受運動樂趣並藉此創造出更高的能見度，這在之後會讓你贏得信任，最後贏得生意。走，打球去！

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Learn to play golf. Join a bowling league or sign up for a softball team. Do something this week that aligns with your sporting interests. Organize a regular time you can get together with other people who like doing the same things and make that a "catalyst event" where you can bring new and different people together. Have fun, thereby creating greater visibility that will then lead to credibility and ultimately business transactions. Play ball.

52週人脈計畫 -第21週 時時處於最佳狀態

第21週 　時時處於最佳狀態

拓展人脈的機會往往會出現在相當不尋常的時機及環境下，所以你必須一天24小時、全年無休地處於最佳狀態。利用這週去檢視所有可能接觸到新人脈的場合，並且規畫要如何去和他們接觸。每個月在你的人脈中多拉進1位新成員，如果每個新成員又認識250個人，如此每年就可以為你增加3,000個以上的接觸機會。

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Week 21 　Be at the top of your game 24/7

Networking opportunities have a way of presenting themselves at quite unusual times and circumstances. Therefore, you need to be at the top of your game twenty-four hours a day, seven days a week. Use this week as an opportunity to review all the situations where you come into contact with new people and plan how you can try to connect with those new people. Integrating one new person a month into your network could increase your contacts by 3,000 or more over the course of a year if each of those new people know 250 people.

52週人脈計畫 -第20週 養成習慣跟進

第20週 　養成習慣跟進

這星期的時間要用來檢討，自己在人脈網絡所獲得的引薦，有沒有確實跟進。如果你真的很誠實，你大概會注意到有一些引薦被忽略了，從來不曾跟進。這會有問題，因為即時跟進是任何成功人脈的命脈。如果你不跟進其他人提供給你的潛在顧客，他們對於你實踐自己承諾的能力也會產生懷疑。

仔細檢視自己為了追蹤所獲得的引薦機會和運用機會的狀況，所建立的評量制度。沒有什麼制度是可以一體適用的，重要的是要找到對你有用的方法。評估現有制度的運用成效，如果成效不彰，要找出原因並設法改進。一定要即時且專業地去跟進你所獲得的每一個潛在顧客。

當你檢討制度的時候，也要注意自己追蹤各個人脈夥伴資訊的成效如何。這些資訊必須要能快速取得，才能時時維繫並全力發展關係。檢視自己更新這些詳細資料的頻率。大家都很忙，而這些資訊也總是在變化，一定要能在這方面做到即時更新，這樣才不會錯過你答應參加的任何一場會議或會談。每當你和人脈夥伴重新取得聯絡，也要同時更新他們的詳細資料，這是很有用的商業實務作法。

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Week 20 　Get into the habit of following up

Take time this week to look at how well you're doing in following up on the referrals you're receiving from your networking group. If you're brutally honest, you will probably note that some referrals fall between the cracks and never get followed through on. That's a problem, as timely follow-up is the lifeblood of any effective networking group. If you don't follow up on the leads others have provided, they will have doubts about your ability to follow through on anything you have promised.

Look carefully at the systems you have set up to keep track of the business referrals you receive and what you do with them. There is no one-size-fits-all system here. What's important is to find something that works for you. Evaluate how well you're doing at using the system you now have in place. If your system isn't working, figure out why not and do something about it. Make sure every lead you get is actioned promptly and professionally.

While you're checking your systems, also look at how you keep track of information about your various networking partners. This information needs to be available quickly so you can keep the relationship fresh and focused. Look at how often you update these details. Everyone is busy, and this information will be changing all the time. Make sure you're up to date in this area as well so you don't miss any meetings or appointments you have committed to. Whenever you reconnect with networking partners, take the opportunity to refresh and update their details at the same time. This is a good business practice.

52週人脈計畫 - 第19週 寄感謝卡

《52週人脈計畫 - 第19週 　寄感謝卡》

第19週 　寄感謝卡

大家都知道寄感謝卡是很好的習慣，只要花幾分鐘的時間就能寫好。大家都喜愛這種舊式的、不用什麼科技、由人親手寫的感謝卡。感謝卡是非常能打動人心的，因為大家會感激寫卡片的人所付出的時間和努力。但是真正的問題是，既然知道有這些好處，你自己去年又寄出了多少張感謝卡？

人脈高手不會光說不練，他們會真的寄出卡片。如果你渴望躋身於那29%成功經營人脈的企業，最好訂出一套作法讓自己持續寄感謝卡。方法要盡量簡單：

．購買一套適當的感謝卡；

．列出最近曾經加倍努力幫助你的人；

．每天花個幾分鐘寄感謝卡；

．手邊要有充足的感謝卡，讓你在有空時就能取用；

．不要想夾帶一張自己的名片；

．利用每一次機會表達感謝。

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Week 19 　Send thank-you cards to people

Everyone knows sending thank-you notes is a good idea. It only takes a couple of minutes to do. People love the old-fashioned low-tech personally handwritten thank-you notes. They are a very nice touch as people appreciate the time and effort involved. But the real question is even knowing all these benefits, how many thank-you notes did you personally send out last year?

Networkers don't just talk about thank-you notes. They actually send them. If you aspire to join the 29 percent of businesses that do networking well, you'd better set up some systems to send out thank-you notes on a consistent basis. Keep it simple:

．Purchase a set of appropriate thank-you notes.
．Make a list of who has gone the extra mile for you lately.
．Take a few minutes each day to send out thank-you cards.
．Keep stocks of cards handy so you can do this in your spare time.
．Ignore the urge to include your business card.
．Thank people every opportunity you get.

52週人脈計畫 - 第18週 擔任志工以增加能見度

《52週人脈計畫 - 第18週 擔任志工以增加能見度》

第18週 　擔任志工以增加能見度

擔任志工可說是建立能見度的絕佳方法，可以讓大家認識你、喜歡你並且信任你，而這一切會讓他們更容易向他人推薦你。擔任志工也會讓你碰到社區中許多志趣相投的人，大大拓展你人脈的深度及廣度。

要注意的是，這裡所說的擔任志工，並不是指休閒活動。你這麼做最重要的原因應該是為了滿足自己有興趣的需求，這就是為什麼你應該要找出符合自己興趣的公益活動。接著就要對他人具體展現自己的優點、才華和技能。這樣的能見度會帶來其他好處，你很快就會感受到。

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Week 18 　Volunteer for things and be visible

Volunteering can be a great way to build your visibility. It can help people get to know you, like you and trust you—all of which then makes it easier for them to recommend you to others. Volunteering also allows you to meet others in your community who share your passions. Volunteering expands the depth and breadth of your network immeasurably.

Note that volunteering in this context is not a recreational activity. You're doing this to help fulfill a need that you're interested in first and foremost. This is why you look for a cause that aligns with your interests. You then demonstrate your strengths, talents and skills to others in a tangible way. That visibility will generate other benefits that will subsequently flow back to you.

52週人脈計畫 - 第17週 找人督促自己

《52週人脈計畫 - 第17週 找人督促自己》

第17週 　找人督促自己

如果你可以找到某位自己敬重的人士，讓他成為你的「督導人」，你就會做出更多成果。當你必須定期向某人報告目前的進展，就會讓你更深刻體認自己的承諾，並且讓你更可能真正遵守及實踐承諾。

關鍵在於要找出適合自己的督導人，最好不要找朋友來擔任，因為他們很容易就會放你一馬，你需要的是類似導師或績效督導者的角色。要找到適合的對象，可以思考下面這些問題：
．我所敬重的同事有誰？
．誰不會怕督促我、要求我全神貫注？
．我最不想讓誰失望？
．誰非常了解我，能夠看出我有沒有拖拖拉拉？
．誰有時間可以幫助我？

要記住，商業人脈的目標是要促成理想結果，它並不是友誼圈。如果能由生意往來培養出友誼，那當然很好，但有時友誼會影響到績效。你應該努力在自己的人脈中創造出卓越、世界級的績效，而督導人有助於促成這種結果。

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Week 17 　Find someone to be accountable to

If you can find someone you respect and make them your accountability partner, you will get more done. Having to report to someone what's happening on a regular basis heightens your awareness of what you've promised to do and enhances the likelihood that you will actually follow through and do what you say.

The key here is to identify the right accountability partner. You don't really want a friend because they will let you slide too easily. What you need is more of a mentor or a performance partner. To identify the right kind of person to approach, consider these questions:
．Who do I respect as a business colleague?
．Who would not be afraid to push me and make me focus?
．Who would I hate to disappoint?
．Who knows me well enough to tell when I am procrastinating?
．Who has the time available to help me?

Keep in mind that the purpose and aim of a business network is to get good things done. These are not friendship circles. It's nice when friendships do arise on the basis of business transacted, but sometimes friendships can get in the way of performance. You want to be working to create excellence and world-class performance within your network. Accountability partners can help make that come about.

52週人脈計畫-第16週 成為他人的催化劑

第16週 　成為他人的催化劑

催化劑原本是指引發某種化學反應的媒介，這裡非常適合用它來比喻你在人脈中應該扮演的角色。採取主動、促進合作，盡量多幫助人脈中的成員創造出理想成果。

那麼在實務上應該如何進行？這沒有簡單的步驟流程，生活是比較複雜一點的。你反而應該找出，要能引發正面的骨牌效應，必須推倒的第1張骨牌是什麼，然後努力讓這張骨牌倒下，開創出自己的命運。

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Week 16 　Become a catalyst for others

In nature, a catalyst is an agent that initiates a chemical reaction of some kind. This is a good analogy for the type of person you want to be within your networking group. Seize the initiative and work together to make good things happen for as many people in your networking group as possible.

So how do you do that in practice? There are no simple 1-2-3 steps involved. Life is a bit more complicated than that. Instead, figure out what the first domino is you need to tap over that will lead to a chain reaction of positive events, and get to work making that domino fall. Create your own luck.

52週人脈計畫-第15週 成為能真正創造價值的資源

第3部分 加倍努力

現在你的人脈已經建立並開始運作，接下來就要做一些事讓自己能夠脫穎而出。第15週到第20週所進行的活動，是希望能讓你成為每個人在面對新的事業挑戰時第一個想到的救星。要明確展現你能夠帶給大家的價值。

第15週 　成為能真正創造價值的資源

不要只是出席經營人脈的活動，應該努力為自己人脈中的成員創造價值。要做到這點，必須以自己和人脈中成員的深度互動為基礎，建立良好的關係。要成為大家可以依靠的對象，而不是只是泛泛之交。

從人脈中挑選某個人，然後問對方：
．你今年想要成就的目標為何？
．有哪些重大挑戰妨礙你達成目標？
．我可以做什麼來提供協助？
．你需要什麼來幫助你成功？

接著設法在對方朝目標邁進的過程中，幫助他達成理想結果。

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Part 3　Go the Extra Mile

Now that you have your network up and running, you want to do things that will make you stand out from the crowd. Weeks 15 through 20 are filled with activities that hopefully will make you the go-to person everyone thinks of first whenever they face a new business challenge. You want to demonstrate decisively the value you bring to the table.

Week 15 　Become a genuine value-added resource

Don't just show up at networking events. Aim to add value for the people in your networking group. You do this by building high-quality relationships that are based on deep connections with the other people in your network. Be someone they can rely on rather than just a superficial contact.

Choose one person from your networking group and ask them:
．What are you trying to accomplish this year?
．What major challenges stand in your way of doing that?
．What could I be doing to help?
．What do you need to be successful?

Then find ways to help make something good happen for that person as they work towards their goals.