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The Virtual Handshake: Opening Doors And Closing Deals Online (Paperback)

by David Teten (Author), Scott Allen (Author)
Key Phrases: virtual handshake, capital management software, social network sites, Seven Keys, United States, David Teten (more...)

4.8 out of 5 stars See all reviews (29 customer reviews)

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Editorial Reviews

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"…a practical and vital resource." -- Woman Engineer

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"HBS Working Knowledge (http://hbswk.hbs.edu/index.jhtml): ""This comprehensive book is a smart addition to any company bookshelf.""

Woman Engineer: ""...a practical and vital resource."""

“This comprehensive book is a smart addition to any company bookshelf.”

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Product Details

Paperback: 272 pages
Publisher: AMACOM (August 29, 2005)
Language: English
ISBN-10: 0814472869
ISBN-13: 978-0814472866
Product Dimensions: 8.9 x 5.9 x 1 inches
Shipping Weight: 14.4 ounces (View shipping rates and policies)

Average Customer Review: 4.8 out of 5 stars See all reviews (29 customer reviews)

Amazon.com Sales Rank: #423,806 in Books (See Bestsellers in Books)

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Front Cover | Table of Contents | First Pages | Index | Surprise Me!

Inside This Book (learn more)

Key Phrases - Statistically Improbable Phrases (SIPs): (learn more)
virtual handshake, capital management software, social network sites, social software, other bloggers, blog posts, other blogs, relationships online, virtual presence, structural holes, online networks, online profile, online dating

Key Phrases - Capitalized Phrases (CAPs): (learn more)
Seven Keys, United States, David Teten, Recyclable Document, San Francisco, Hamilton Robinson, Lunar Society, Robert Putnam, Scott Allen, Contact Network, Leverage Software, Microsoft Word, Sent Items, Hong Kong, Linguistic Solutions, Richard Guha, Ross Mayfield

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1 book cites this book:

Stop Pushing Me Around!: A Workplace Guide for the Timid, Shy, And Less Assertive by Ilise Benun in Back Matter

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Customer Reviews

29 Reviews

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4.8 out of 5 stars (29 customer reviews)

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9 of 9 people found the following review helpful:

5.0 out of 5 stars The How-To Resource for All Online Networking!, October 3, 2005

By	Dana Vandenheuvel "Dana VanDen Heuvel" (Green Bay, WI USA) - See all my reviews (REAL NAME)

Online social networking tools give you the power to expand and manage your network with an efficiency and effectiveness that were virtually unheard of even a decade ago. It's no longer who you know but who you know online that counts when closing deals, making a career move or organizing a local charity function. The authors of The Virtual Handshake -Teten a CEO and online networker extraordinaire; Allen an entrepreneur-tell their story from hard-earned personal experience and research that spanned over 300 sources.

Settling into our careers, we were taught the old school methods for networking. Glad handing and card flashing at evening mixers where all you could do was hope to meet someone with whom you could form a connection. Not to mention that most networking events seemed tailor made for extroverts only! According to Teten and Allen, online networking, already a fast-growing professional tool, proving to be a highly effective means for growing, cultivating and managing personal networks many times larger than most of us ever dreamed possible.

Getting started is simple, or so say the authors. Most of you reading this probably have anywhere from a few dozen to several hundred contacts just sitting in your computer, on your PDA or, gasp...the old Rolodex on your desk. The trick is to get those people out of your Rolodex and into the online network tools scene where you can really flex your networking muscle.

According to Teten and Allen, getting started with online networking isn't the challenge you might think it is. In fact, 84 percent of us have already used the Internet to contact or get information from an online group, according to the Pew Internet and American Life Project.

The authors have even put together a ten-step action plan to get started with online social networking. Here are six of the ten steps:
1. Write down your goals and how a virtual relationship could help you achieve it.
2. Analyze your current network.
3. Make the mundane sublime. Common office productivity tools combined with e-mail and the Internet are very powerful
4. Become and information sponge (and send that information to people you know).
5. Master your email.
6. Share your knowledge wealth with your network.

The book is not all how-to and action item lists, however. Teten and Allen understand that networking is about altruism, sharing, doing what is in another's best interest and giving of yourself to the network. Speaking from my own personal experience, they're on to something there. In networking, you must give to receive.

Whether or not you choose to participate in online social networking, it will impact us all in some way. It's just as likely that your next client comes from within a salesperson's online social network as it is that someone is using Google right now to learn more about you in hopes of expanding their network.

The Virtual Handshake is a resource for anyone trying to build a professional or personal network both online and offline.

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9 of 10 people found the following review helpful:

5.0 out of 5 stars PRACTICAL AND THOUGHTFUL, November 6, 2005

By	Laurence Stybel "Boardoptions.com" (Boston, MA USA) - See all my reviews (REAL NAME)

David Teton is CEO of Nitron Advisors, a research firm which provides hedge funds and other private equity funds with access to industry experts. Scott Allen is a consultant on online relationship management. This book serves two valuable purposes: it is a management overview of how digital relationships are a viable supplement to traditional communication methods. The second objective is a practical guide to using this new tool.

PRACTICAL

As an example of their practical orientation, I tend to use one or two
passwords for all my digital relationships. It is easier for me to remember but there is a cost. I increase my exposure to identity theft. The authors provide an easy way to use unique passwords for different registrations I complete. Instead of providing a specific word, they provide a clever conceptual framework that is easy to remember and can apply to any digital password chosen. Buy the book if you want to learn the secret.

They also provide concrete ways of managing E-Mail deluge.

CONCEPTUAL

I will talk about online dating and then tie it into business development.

Online dating is now a mainstream way of linking interested people together. Did you know that online dating is the largest legal segment of the U.S. online content industry, with 29% of all paid content spending in 2003? 20% of all European internet users use online dating sites each month. Match lists over 5% of the entire U.S. adult population on its website.

The authors argue that face-to-face methods for meeting people are inefficient: (1) you have geographical limits on the people you get to meet (2) you are locked into meeting people connected with your immediate social networks and (3) physical appearance has a disproportionate influence in the relationship. With online dating, you get a chance to meet people outside your functional, industry, or geographic communities. It is also possible to get to know the person's thoughts and values before seeing how the person looks. It is also possible to double check the person's story prior to a physical meeting. A Canadian study on dating found that people had as many uncomfortable experiences with online dating as with traditional methods of meeting.

Author David Teten and his wife met through an online dating service.

Face-to-face meetings are costly and time consuming. Digital relationships are inexpensive and time efficient. As search and transaction costs are reduced, volume of social contact increases.

Whether your interest is romance or business development, quantity of initial relationships can sometimes be of more value than quality of initial relationships. Get the quantity first and then mine for quality.

FOR SENIOR EXECUTIVES AND BOARD MEMBERS

In the "real world" middle management acts as intermediaries for the eyes and ears of decision makers. The digital world allows for some "disintermediation" of these secondary sources of information so that decision makers can make their own judgments with their own eyes and ears. Pentagon Generals and Presidents can jump over the chain of command and watch the battle in real time. Board members can jump over the chain of command and observe customer reaction by tapping into contact databases, blogs, and virtual communities. They can form their own conclusions independent of what they are told and even independent of their own limited face-to-face social networks.

Presidents should not be selecting bombing targets. And Board members should not be making conclusions based on reading a blog. But this information acts as a useful check & balance on what information is being distilled/cleansed prior to being sent.

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5 of 5 people found the following review helpful:

5.0 out of 5 stars Give and ye shall receive, February 22, 2006

By	Joseph T. Kutchera "Joe Kutchera" (New York, NY United States) - See all my reviews (REAL NAME)

My first response while reading the book was "how can a busy professional find the time to do all or even some of these online self-marketing best practices"? But the deeper I got into the book, the more I realized that representing oneself online is really about developing daily/weekly habits that foster getting-the-word out there about what you do. Whether it's hosting a blog, creating a personal web site or an email list, David's suggestions are right on. Most importantly, as David points out about this information age that we live in, hoarding information hurts your online reputation. Give information (e.g. networking, book recommendations, helpful web sites) and ye shall receive.

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5.0 out of 5 stars Excellent Guide to Online Business Networking
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