Successful Businesses Need an Edge

Successful Businesses Need an Edge

It’s no secret that the economy goes through cycles. Each time it takes a downturn, unfortunately, salespeople, business owners and professional service providers feel the fallout. Data released by various sources, including the SBA and American Entrepreneurs Association, reveal that more than 50 percent of all businesses close their doors within their first seven years. During a recession, the rate of business failure rises more dramatically. […]

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The Handy Guide to Networking

The Handy Guide to Networking

I have just released my first e-book.  It is called The BNI Handy Guide to Networking and is available to the public for FREE.   The book includes topics such as: 6 Types of Networks Every Networker Must Know About, The Top 10 Traits of a Master Networker,  The 5 Most Common Networking Mistakes to Avoid, The Layman’s Guide to Networking Online,  Using Technology to Network Better […]

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Make No Assumptions

Make No Assumptions

Many people make the fatal mistake of assuming that others know a lot about their business. I heard a florist tell a networking group, “I’m not sure what else to say.  You all know what a florist does, right?”  Wrong!  We didn’t know the variety of products this florist provided.  He knew his business and assumed that everyone else knew it as well.  Later, I […]

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Stand and Deliver

Stand and Deliver

Whether you’re introducing yourself to an individual or to a group, you have a choice of how you deliver your message. The primary vehicle for your introduction is your verbal presentation.  Does your introduction work? People will judge not only the message, but the messenger as well. How you look, carry yourself, listen, and leave the conversation will affect what others do with the message […]

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Don’t Give Up Five Minutes Before The Payoff

Don’t Give Up Five Minutes Before The Payoff

I received this story from one of my readers. I think it is a GREAT example of how networking is more about farming than it is about hunting. Don’t give up too soon. It  is all about relationship building, and that takes time! In any endeavor, there is an objective in mind . . . a goal line to cross. When I first joined my networking group, it was to […]

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Expanding Your Overall Sphere of Influence

Expanding Your Overall Sphere of Influence

The foundation of any word-of-mouth marketing effort is people.  Your sphere of influence represents the overall number of people with whom you network. These are people you know either very well or as casual acquaintances.  To evaluate your sphere of influence, take inventory of the people you already know. Surprisingly, many people have never established effective networking relationships with others they’ve known for a long […]

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Bob Burg’s 10 Networking Questions That Work Every Time

Bob Burg’s 10 Networking Questions That Work Every Time

My good friend, networking expert Bob Burg, has 10 questions he personally uses when networking that he believes every networker should memorize. Bob explains that these questions are not designed to be probing or sales-oriented in any way; they are all friendly, fun to answer, and will tell you something about the way the person answering them thinks.  You’ll never need or have the time […]

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A Win-Win Way to Reward Referral Sources

A Win-Win Way to Reward Referral Sources

If you’re looking for creative ways to give referral incentives, it’s worth considering a technique I like to call “Incentive Triangulation.” This is a powerful way of leveraging other people’s services to benefit your customers, clients or patients and reward those who refer you. The concept is simple and can be designed to fit the needs or requirements of any business. For example, a retailer […]

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