《52週人脈計畫-第50週 成為經營人脈的導師》

《52週人脈計畫-第50週  成為經營人脈的導師》

這週的任務是要找到可以讓你指導如何經營人脈的對象，

《52週人脈計畫-第49週 以自己為主軸組成超強團隊》

《52週人脈計畫-第49週  以自己為主軸組成超強團隊》

輪子的中心就是輪軸，這裡的道理也一樣。這週的重點是讓你的事業成為你整體人脈的中心。要讓你的事業被其他和你有穩固合作關係的企業所圍繞。

規劃一些你能力所及的專案，讓自己成為最主要的主導者及催化者。

舉例來說，假設你是財務顧問，經常會有想要自己創業的人找你諮詢，有一種處理方式就是用你的專業幫助他們，至於其他的一切則由他們自行安排。主軸式作法則是由有執照的會計師、律師以及銀行業者組成一個網絡。

當有人想要創業的時候，你就可以提供全套服務，包括會計服務、創業募資以及公司設立的服務。以一站購足的方式經營，就可以啟動你的有力團隊，並替大家帶來生意，還可以藉此讓你的事業與其他競爭對手產生差異。 

In a wheel, the hub is at the center. The same applies here. This week's focus is on positioning your firm at the center of your entire network. You want to be surrounded by other businesses with which you have strong collaborative relationships. Design some projects you can tackle that have you as the prime organizer and catalyst.

For example, suppose you are financial advisor. You get approached every so often by people looking to start their own businesses. One approach would be to help them with what you do and then let them organize everything else themselves. The hub approach would be to form a network of a chartered accountant, an attorney and a banker along with you. When someone wants to start a business, you offer them a package deal that includes accounting services, start-up fund- ing and incorporation services. By acting as a one-stop-shop, you acti-vate your power team and generate business for them. You also have a way to differentiate your firm from all your competitors.

《52週人脈計畫-第48週 克服公開演說的恐懼》

公開演說是一項藝術，也是促進事業利益的絕佳方式。利用這週的時間想辦法讓自己更善於公開演說。

最重要的是，你必須做好充分的準備，一旦機會來臨，你才會有自信。先從小處著手，撰寫1分鐘長的直接訴求，描述自己的業務及其重要性。徹底加以修飾，直到盡善盡美為止。你要能不假思索地說出這個直接訴求。

《52週人脈計畫-第47週 在看報紙時尋找引薦機會》

第47週 在看報紙時尋找引薦機會

你讀日報是為了什麼？藉此更了解當地和國際大事當然很好，但是你也應該把這個平面媒體，當成為你自己和人脈中所有成員持續尋找引薦機會的來源。本週的任務就是要更熟練、更成功地做到這點。

在這星期中，當你每天在閱讀報紙的時候，要找出2個可以提供給人脈中成員的潛在顧客，以及1個自己可以跟進的潛在顧客。顧客名單就在那裡，你先前可能因為沒有注意到而忽略掉罷了。

What do you look for when you read the daily newspaper? An insight into local and world events is fine, but you should also view the publi-cation as an ongoing source of business referrals for you and for everyone in your network. Your assignment this week is to become more skilled and successful in doing this.

As you read the paper every day this week, look for two leads you can give to people in your net-work and one lead you can follow up on yourself. They’re there — you just may have glossed over them without noticing them previously.  

《52週人脈計畫-第46週 用聰明的方式請求引薦》

第46週  用聰明的方式請求引薦

問別人：「你有沒有認識任何會需要我的產品或服務的人？」會讓你在拓展人脈的場合聊不下去。這週的任務是要想出比較聰明的好辦法來問這個問題。

最理想的方式，通常是提出3到5個類似「你認識誰？」的問題。想出有哪些問題是針對你的業務範圍，可以藉此看定出需求或購買意願，然後提出這些問題。

只要能讓大家愈容易從這種方式來過濾他們的往來對象，就會得到愈多引薦。

Week 46  Ask for referrals the smart way

Asking ”Do you know anyone who needs my product or service?” can be a real conversation killer at networking events. Your assignment this week is to come up with better and smarter ways to ask this question.

The best approach is usually to ask three to five “who do you know?” style questions. Come up with questions that are specific to your line of business that would indicate a need or intention to buy and ask those instead. The easier you can make it for people to think through their contacts this way, the more referrals you will get.

《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。


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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。

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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。

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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。


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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。


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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。

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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。

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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。

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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。


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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。

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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。

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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。

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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.