Quantity Is Fine, But Quality Is King

Quantity Is Fine, But Quality Is King

One of the biggest misconceptions I’m aware of in regard to networking is the notion that it’s an “all you can eat” affair.  In other words, people go to an event, work the room in an effort to meet everyone there, and then judge their success by the number of cards they accumulate.  Although I see a certain superficial logic in that, there’s only one […]

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James Barber–“The Networking Guru”

James Barber–“The Networking Guru”

Just last week at the BNI® U.S. National Conference in Savannah, Georgia, I had the opportunity to have a brief chat with James Barber, author of The Networking Guru.  In this video, I ask James to offer a suggestion or two on how networkers can stand out during weekly presentations in their networking group in order to increase their effectiveness at consistently obtaining referrals from their […]

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Is Networking Worth It If You Work for Someone Else?

Is Networking Worth It If You Work for Someone Else?

Whether you’re self employed or you work for someone else, it is definitely worth your time to start looking for networking groups that can refer you new business.  If you work for someone, take steps to persuade your employer that you will get business by working with these groups.  I’d like to share with you a true story which demonstrates how this can greatly benefit […]

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Can You Pinpoint the Benefits of Your Product or Service?

Can You Pinpoint the Benefits of Your Product or Service?

Sales training often teaches us that customers make buying decisions based on (1) their emotions (“Sell the sizzle, not the steak!”) and (2) the value the product or service brings to them.  Marketing specialists capitalize on customers’ emotion-based buying habits.  Customers choose a product or service based on its benefits, not its features.  The features are simply the bare-bones facts–the elements or significant parts–of the […]

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It Never Hurts to Ask . . . Right?

It Never Hurts to Ask . . . Right?

How many times have we heard people say that it never hurts to ask? Surely more times than we can count.  Well, in this video, I explain why it definitely hurts to ask sometimes–especially if you ask to soon!  I share a personal story of a recent time when a stranger contacted me via LinkedIn wanting to connect and accompanied the connection request with a note asking me something […]

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What Is Your Unique Selling Proposition?

What Is Your Unique Selling Proposition?

When someone asks you what you do, what are the first words out of your mouth?  If the words aren’t ready to roll off your tongue, then read on . . . When someone asks you what you do, make sure you’re ready with a response that is succinct but memorable. The attention span of the average adult is only 20 seconds; a long, drawn-out answer […]

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Leverage Your Smallest Billboard

Leverage Your Smallest Billboard

With your business card, you have an opportunity to hook yourself into the minds of people you meet while networking.  Sure it’s a lot smaller than a roadside sign, but it can be as effective as a catchy billboard nonetheless. For its size and cost, the business card is probably the most powerful marketing tool you own.  Take one of your cards out right now […]

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Ya Gotta Know Your Audience!

Ya Gotta Know Your Audience!

We were having some wine the other night with a friend who had just come from a private jet show in Geneva, Switzerland (sounds like fun!). He was telling us about what a great job one of the exclusive, high-end private jet companies had done to wow their potential customers. He said that they gave a new iPad to each invited guest in which they […]

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Is It Really All About the Customer?–YES!

Is It Really All About the Customer?–YES!

In this video, I discuss a recent e-mail I received from a friend and colleague which really surprised me and made me realize that sometimes things which I think are totally and completely self evident to others may not actually be obvious to some people at all. In my mind, it’s completely clear and non-debatable that that the customer is the most important entity when […]

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Is It Possible Your Follow-up Tactics Aren’t Doing You Any Favors?

Is It Possible Your Follow-up Tactics Aren’t Doing You Any Favors?

I once had an interesting conversation with an associate who was surprised that she’d gotten flak from a referral source for taking five days to follow up with a prospect that the referral source had referred to her.  My associate explained to me that she doesn’t like to follow up with prospects for four or five days because she doesn’t want the prospect to feel […]

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The Four-Letter Word That Should Be in Every Networker’s Vocabulary

The Four-Letter Word That Should Be in Every Networker’s Vocabulary

“Sell” may be a four-letter word, but it’s certainly not a “bad” word . . . far from it.  “Sell” is a word that should be in absolutely every networker’s vocabulary.   I can’t tell you how many times I’ve run across businesspeople over the years who are fantastic networkers, but they think that just because they know how to network, they don’t need to […]

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Give Me One Good Reason I Should Do Business With You

Give Me One Good Reason I Should Do Business With You

A few months ago, I started watching some episodes of “Shark Tank” and I got hooked!  There are some serious business lessons that can be learned by viewing the show and I saw one of them last week while I was watching a rerun from a previous season (it’s sad, I’m completely hooked now and I’m checking out past episodes). There was an entrepreneur on […]

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