第12週 出去走動走動
在現今的環境下，要自我封閉是很容易的；生活在舒適圈之中，每天從家裡到工作的地方，然後再回家，幾乎從來不變更路線。這樣也沒什麼不好，但是從經營人脈的角度來看，就不甚理想了。在這個星期要花點時間去做些你平常不會做的事，畢竟，經營人脈就是要去和人接觸。想將別人帶入自己的引薦人脈當中，你就必須走出去接觸他們。如果這聽起來有點令人卻步，那就去向客戶請教，詢問他們參加哪些可以拓展商業人脈的活動，然後問他們是否能帶你跟他們一起去參加。從當地的報紙中去尋找廣建人脈的機會，並且要好好把握。走出去、積極一點，這是拓展人脈的唯一方法。
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Week 12 Get out and about
Today, it's very easy to cocoon—to have a comfort zone where you daily go from your house to your place of work and then back home again with very little in the way of detours. That's fine, but it's not ideal from a networking perspective. Spend some time this week doing stuff you wouldn't normally do. When all is said and done, networking is a contact sport. You have to get out there and connect with people if you want to draft them in to your own referral network. If this sounds a little intimidating, talk to your clients and see what business networking events they attend. Ask if you could also tag along as their guest. Look at local newspapers for public networking opportunities and seize the moment. Get out there and get active. It's the only way your network will grow.
第11週 跟家人好好聊聊
這聽起來或許會讓人訝異，但是如果你花點時間和自己的家庭成員聊聊，你大概會發現他們認識一些可以幫助你發展事業的人。這是個非常簡單的觀念，卻經常在忙亂的工作中遭到忽略。在這週安排時間和家人一個個坐下來，告訴他們目前自己正在做的工作。不要忘了在過程中也要請對方聊聊他們自己。可以考慮將這些輕鬆閒聊圍繞在下列主題上：
．詢問家人他們目前的工作狀況；
．向他們說明你自己從事什麼工作；
．詢問他們在工作上可能會遭遇到哪些問題；
．請他們協助你拓展人脈；
．說一些和你最好的顧客有關的趣事給他們聽；
．邀請家人到你的辦公室看看；
．找出實際的方法幫助自己的兄弟姐妹。
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Week 11 Talk to your extended family
As amazing as it may sound, if you take the time to talk with your own family members, you will probably find that they know people who can be helpful in building your business. This is a very simple idea that often gets overlooked in the hustle and bustle of business life. Schedule a time this week where you sit down with your family individually and tell them what you do. Don't forget to reciprocate while you do this. Perhaps you can focus these little informal chats around topics like:
．Asking family members how their own careers are going.
．Explaining to them what you do for a living.
．Asking about the problems they may be having at work.
．Asking for their help in expanding your network.
．Telling stories about some of your best customers.
．Inviting family to your office to see for themselves.
．Looking for practical ways to help your siblings.
第10週 重新和以前往來的對象取得聯繫
你大概認識一些在過去某段時間曾經和你往來、但是基於種種原因已經不再定期往來的人。如果你重新和他們取得聯繫，可能會驚喜地發現，他們可以為你目前的事業開啟全新機會。利用這星期的時間打電話或寄電子郵件給：
．多年前的同事或鄰居；
．俱樂部或社團認識的老朋友；
．大學時期的朋友或舊識；
．已經有一段時間沒見的同事；
．以往的主管或老闆。
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Week 10 Reconnect with people from your past
You'll probably know people who you used to do business with at one time but for one reason or another you no longer interact with on a regular basis. If you reconnect with them, you may be pleasantly surprised to find that they will open new doors for your business now. Take time this week to call or e-mail:
．People who worked or lived near you in years gone by.
．Old friends from clubs or associations.
．Your college friends or acquaintances.
．Work colleagues you haven't seen in some time.
．Previous supervisors or bosses.
第9週 多認識一些適合的接觸對象
這週的重點從量轉移到質，要讓更多適合的對象加入你的人脈。要能更準確找出適當接觸的人選，可以靜心提出以下問題來探究：．誰最了解你所在的產業？．誰在銷售顧客目前所購買的其他產品？．誰善於解決其他人的問題？．誰最能幫助自己達成目標？
找到正好符合的人選之後，就要在下次參加經營人脈的活動時全力去接觸他們，培養出深厚的引薦來源。
--Week 9 Meet more of the right people
The emphasis this week changes from quantity to quality. You want more good people in your network. To become more selective about identifying the right people to approach, pause and ask some probing questions:．Who knows the most about my industry?．Who sells the additional products my customers now buy?．Who is good at solving other people's problems?．Who can best help me meet my goals?
When you find people who push those hot buttons, focus on approaching them at the next networking event you attend. Cultivate some deep referral sources.
第2部分 拓展人脈
現在你已經大致了解經營人脈該朝什麼方向努力，接著就該充實人脈了。第8週到第14週的重點在於如何網羅適合的對象加入自己的人脈。
第8週 讓接觸對象多樣化
我們大多數人往往會和價值觀及目標契合的人相處，從經營人脈的角度來看，這樣不太好。如果你能跨出去，和平常活動範圍以外的人來往，會讓你的人脈更健全。製造機會去認識陌生人，了解他們所要達成的目標，並找機會將這些人納入自己的接觸對象。就這方面來說，多樣化是一件好事。
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Part 2
Expand Your Network
Now that you have a sense of where you want to head with your networking activities, it's time to populate your network. Weeks 8 through 14 are all about bringing good people into your network.
Week 8 Diversify your contacts
Most of us have a tendency to hang out with others who share our values and goals. From a networking perspective, that's not such a great thing. Your network will get stronger if you get out there and rub shoulders with people outside your normal circles of activity. Create opportunities to meet strangers, find out what they're working towards and look for opportunities to bring these people inside your circle of contacts. A little diversity is a very good thing in this context.
《 52週人脈計畫 - 第7週 掌握經營人脈的10大特性 》
這星期要用來思考人脈高手的10大特性，以及你該怎麼做才能在各項特性上做得更好：
1.成功的人脈高手在經過引薦之後會迅速把握，並且將結果回報給介紹人。
2.卓越的人脈高手都抱持著具有感染力的正面態度，和他們相處非常有趣。
3.優秀的人脈高手都十分熱忱，他們會努力為自己和朋友創造出理想結果。
4.頂尖的人脈高手完全值得信任，無論在任何條件及狀況下都可以讓人依靠。
5.卓越的人脈高手非常善於聆聽，並且時時都會運用同理心。
6.成功的人脈高手每天24小時都在經營人脈，他們會善用每一個浮現的機會。
7.厲害的人脈高手時時都會對他們的同事及客戶表達誠摯的感謝。
8.頂尖的人脈高手會助人一臂之力，並密切注意能夠增進他人利益的機會。
9.良好的人脈高手非常真誠，會全心關注他人，不會一心多用。
10.本事高強的人脈高手全心全意在經營人脈，他們會創造機會和自己人脈中的成員互動，並且做出成果。
<<關鍵思惟>>
「卓越企業知道如何持續找到合適人才。要提高你的眼界，這麼做的回報會遠遠超過你現在的想像。切記：能夠加入你的口碑行銷團隊是一種榮耀。」── Ivan Misner ＆ Michelle Donovan
「卓越的人脈高手會推動自己的事業向前邁進，但不會全憑一己之力；他們會訂定計畫、努力拓展人脈、加倍努力、了解如何讓自己的時間發揮最大價值、有效傳達自己的訴求、成為專家、善用最有宣傳效果的故事，並且做其他人不想做的事；卓越的人脈高手也不太需要推銷，因為很多人會主動上門，準備掏錢購買。」── Ivan Misner ＆ Michelle Donovan
--Week 7 Master the top ten traits of networking
Spend this week thinking about the top ten traits of master networkers and what you can do to get better at each:
1. Successful networkers follow-up on referrals quickly and give feedback to the referrer.
2. Great networkers have a positive attitude that is contagious. They're fun to be around.
3. Superior networkers are enthusiastic—they make good things happen for themselves and their friends.
4. The best networkers are entirely trustworthy and can be relied on in all circumstances and situations.
5. Great networkers have superb listening skills and apply empathy at all times.
6. Successful networkers are networking 24/7—they take advantage of every opening that presents itself.
7. Effective networkers express gratitude to their associates and clients with sincerity all the time.
8. The best networkers are helpful to others—they keep their eyes and ears open for opportunities to advance other people's interests.
9. Good networkers are sincere. They give people their full attention rather than trying to multi-task.
10. Highly effective networkers are dedicated to working their network. They create opportunities to interact with people in their network and to make things happen.
Key Thoughts
"Great companies know how to keep looking for the right people. Set your sights very high. The payoff to you will be far greater than you can imagine right now. Always remember: It's an honor for someone to be on your word-of-mouth marketing team. "
"Great networkers move their business forward, but they don't do it alone. Great networkers have a plan, work to expand their network, go the extra mile, know how to get the most value for their time, communicate their messages effectively, become the experts, capture their best stories, and do what others don't want to do. Great networkers don't need to do much selling because many people come to them, ready to buy. " — Ivan Misner ＆ Michelle Donovan
《 52週人脈計畫 - 第6週 建構人脈資料庫 》
在經過一段期間之後，會很難記清楚誰曾經幫助你讓事業成長、他們曾做過哪些事，以及他們本身的需求有哪些。不要光倚賴自己的記憶，應該要建立資料庫來追蹤這些資訊，並供未來使用。
利用任何一種資料庫、顧客關係管理軟體或其他你熟悉的系統，用來建立你的人脈資料庫，然後開始記錄各種資訊。應該包括的細項有：
．哪些顧客對你感到滿意；
．有哪些職業的人會定期與你的顧客互動；
．誰曾幫你引薦，而引薦的結果又如何；
．誰幫助你建立人脈，以及他們是如何協助的。
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Week 6 Build your networking database
After a little while, it becomes difficult to keep track in your mind of who helped you grow your business, what they did and what their own needs are. Don't try to do that. Instead, set up a database where you can track this information and use it in the future.
Use whatever database or customer relationship management software or other systems you are familiar with to create your own networking database and start recording what's happening. Include details like:
．Who your satisfied customers are.
．What professionals interact with your customers regularly.
．Who gave you referrals and how they turned out.
．Who has helped you network and what they did.
