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 like she’s too eager.

I told my associate that I strongly disagree with her follow-up strategy.  My reasons why are outlined in the following paragraphs . . .

When building relationships, it’s always important not to let much time lapse without following up the first contact. Within twenty-four to forty-eight hours, send your prospect a note expressing your pleasure in communicating with her. It’s still too early, though, to send business literature or make any move toward sales promotion.

Follow up early, but don’t push beyond the prospect’s comfort level. Once the prospect has expressed an interest in your products or services, provide information about them, but don’t force it on her. Continue presenting your products or services, but avoid the hard sell. Focus on fulfilling her needs and interests. Your goal should be to keep your prospect aware of your business without annoying her.

Remember, to secure the long-term loyalty of your prospect and convert her into a customer, you must first build a relationship, and that relationship must develop through the visibility, credibility and profitability stages. It may take a while, but if you’ve selected and briefed your sources well, you’ll speed up the process.

Always, always, always remember to follow up with people, in any situation, at the very least within seventy-two hours. There’s a reason people commonly say that the fortune is in the follow up . . . when you follow up quickly with people, your reputation will benefit, your business will benefit, and eventually your pocketbook will benefit as well.

Do you have any unique and effective ways of following up which have helped you attain success consistently?  If so, I’d love to hear your tactics–please share them in the comment forum below.  Thanks!

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 know how to sell. They think that people will like them, and then their products or services will sell themselves. This kind of mentality is unfortunate because people who think this way may be leaving business on the table.

Anybody who’s experienced and successful in referral marketing will tell you that sales skills are needed in every part of the referral marketing process–not just in closing the sale with the prospect.

From the very beginning, you must sell yourself to your potential referral source. A referral is not a guaranteed sale; it’s the opportunity to do business with someone to whom you’ve been recommended. You still have to close the deal. You have to make it clear that you know how to sell, and that you can and will provide the products or services you’re expected to provide. If you can’t make that first “sale,” your potential referral source won’t become your referral provider.

Beyond selling yourself to the referral source, you have to sell yourself to the prospect to get that first appointment. Then, once you’ve made the appointment, you have to persuade the prospect to buy your product or service. This is the part that usually comes to mind when you hear the word “sell.” However, in referral marketing, closing the deal with your prospect is neither the beginning nor the end of the selling process. The sales process is all about keeping an ongoing relationship with the client or customer. This is something that the best referral marketers know and understand.

 What are some of the tactics you use to continually sharpen your sales skills and/or ensure that you continually invest in an ongoing relationship with your clients/customers to actively keep the sales process afloat?  I’d love for you to share your thoughts and ideas in the comment forum below–thanks!

Give Me One Good Reason I Should Do Business With You

SHARK-TANKA 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 the show by the name of Raven Thomas.  Raven started a food business called, The Painted Pretzel (pretzels covered with chocolate and other confectionaries).

She had a pretty good business and, according to the panelists (The Sharks), a product that was delicious. After a fair amount of discussion, Lori Greiner (one of the Sharks) got down to the end of the conversation and asked, “Why should we invest in you?”   I realized at that moment that this was the big question and I knew Raven’s answer could make or break the deal.  Raven replied to Lori with… “The main reason is that I have two little kids and . . . (blah, blah, blah, blah, blah).”  I immediately paused the show, looked to my wife Beth, and practically screamed “She just blew it!  She totally gave a relational answer to a bunch of transactional SHARKS!  They don’t care about blah, blah, blah, blah, blah, they want something closer to ‘show me the money’ than ‘I love what I do!’” 

Beth replied, “You have to know your audience when you are talking about your business.” Her statement was spot on.   Before I started up the episode again, Beth and I talked about how crucial it was for Raven to speak the language that the Sharks speak if she wanted them to invest in her.  She needed to speak a language focused on opportunity, growth, ROI, and cold hard cash.  Instead, Raven talked about how she felt about her business and how it related to her children.  Her answer failed to include anything at all that the Sharks would relate to as serious, analytical business investors looking for reasons to convince them Raven’s business would be a wise financial investment.

I resumed watching the episode so I could witness the train wreck which I was sure was about to ensue.  To my astonishment, Robert Herjavec gave Raven a “do-over” (I really like this Shark – if I ever have the chance to be a panelist on a business show, I’d like to think my style would be similar to his).  Robert looked at Raven and gave her a chance to give a better answer by saying to her, “Let’s do that again.She took a moment and said, “A good reason to invest in me is that I had to walk away from a $2 million deal because I did not have the capital to fill the order . . . and that door is still open.” This answer was a show stopper—it completely landed the Sharks’ attention.  Within a few moments, Mark Cuban (Shark and owner of the Dallas Mavericks) offered Raven $100,000 cash and distribution of her product at his stadium and at each location of the movie theater chain he owns!  She, of course, said yes to Mark’s offer.  As a result, she now expects that her company’s sales will exceed $1.2 million dollars this year!

The lesson to be learned here is that it is absolutely imperative to know your audience and tailor your comments to suit the people you’re talking to.  This is an extremely important lesson in both the business arena and the networking arena.  In fact, it’s one of the main reasons why I recommend that when you first meet people, you begin by asking them questions about themselves prior to speaking in length about yourself.  The more you know about the people you’re talking to, the better able you will be to craft your own message in a way that effectively resonates with them.

I’d love to hear either a success story or a horror story that you might have about people “knowing” or “not knowing” their audience.  Please share your story in the comment forum below. Thanks!

Facts + Stories = Powerful Messages

In this video, I talk to Ireland-based business networking expert Sandra Hart about the importance of embedding the facts about your business within the form of a story.

When you’re networking or advertising for your business, the most powerful way to present your message is to use a story to ensure your message is heard.  Facts by themselves are, for the most part, simply not memorable to most people.  If you are a banker and you tell people that you specialize in offering low-interest home loans, people may remember that your bank offers loans, but whether or not they remember what kind of loans you specialize in is left to chance.  However, if instead of simply stating that you specialize in low-interest home loans, you tell a story about how you helped a young family of four to overcome their financial struggles by granting them a low-interest home loan, and how this enabled them to purchase their dream home in the sought after Sunny Pines community, you can bet people are going to remember you when they run across someone looking for a home loan.

Remember, facts only tell but stories sell . . . why is this?  Because people don’t emotionally connect to facts.  People emotionally connect to stories and this is what makes stories memorable.

What is an example of a memorable story you could tell about your business that would powerfully present a fact (or several facts) about the products/benefits/services your business offers?  Please share your story in the comment forum below.  Thanks!

Jim Blasingame: ‘The Age of the Customer’

I have been good friends with small business expert Jim Blasingame for over ten years and I can fully attest to the fact that his knowledge of what it takes to achieve success in small business is unparalleled (but don’t take my word for it, check out his bio below*).  I am excited to announce that just a few weeks ago, he released a revolutionary new book that will change the way the we think about buying and selling.

This short video offers a quick overview of the premise of Jim’s newly released book, The Age of the Customer, which focuses on the momentous marketplace shift currently taking place that is affecting the way we all do business.  Watch the video now to get a glimpse of what this significant marketplace shift means and to gain an awareness of the greatest danger it presents to business owners across the globe.

Knowledge is power and preparation is one of the greatest keys to success in business; The Age of the Customer arms you with the knowledge you need to prepare your business for lasting success.  CLICK HERE FOR A FREE SAMPLE OF THE BOOK.

After watching the video, reading through the free book sample, or reading the entire book, I’d love to hear your thoughts on Jim’s ‘Age of the Customer’ concept–please leave your feedback in the comment forum below. Thanks!

  * Jim Blasingame is one of the world’s foremost experts on small business and entrepreneurship, and was ranked as the #1 small business expert in the world by Google.  President and founder of Small Business Network, Inc., Jim is the creator and award-winning host of The Small Business Advocate® Show, nationally syndicated since 1997.  As a high-energy keynote speaker, Jim talks to small business audiences about how to compete in the 21st century global marketplace, and he talks with large companies about how to speak small business as a second language.  A syndicated columnist and the author of three books, including Small Business Is Like a Bunch of Bananas and Three Minutes to Success, which have sold almost 100,000 copies combined; his third book, The Age of the CustomerTM launched on January 27, 2014.

 

5 Key Things You & Your Referral Partners Must Know about One Another

So often, I see people who are frustrated about not getting more business referred to them. After all, they say, isn’t that what business networking is all about?

What many of these people don’t seem to realize, however, is that they need to actively share information (5 key things, in particular) about themselves with the right people before they can expect to have business referred to them by the people in others’ networks.

The fact is, it’s not enough that you’re great at what you do and can offer a lot of value to new clients. To win referrals from networking, you need to ensure that your contacts have all the necessary information about you and your skills so they can go out and persuade third parties to come and purchase your product or service. It’s amazing how many people fail to recognize this.

There are actually five key things that are essential for the members of your network to know about you before you can expect them to refer business your way. Equally, you need to know these same five things about them so you can reciprocate.

I call this process of reciprocal sharing of information the GAINS exchange, based on the first letter of each of the five essential informational pointsGoals, Accomplishments, Interests, Networks, and Skills:

  • Goals: What are the objectives that are important to you; what are the problems you want to solve? Not just financial and business goals, but also personal and educational objectives.
  • Accomplishments: What big projects have you completed in business or as an employee? What are your accomplishments as a student or parent?
  • Interests: What are the things you really enjoy doing? The music you like to listen to, the hobbies you spend time on, the sports you like to play or watch? People are more willing to spend time with people they share interests with.
  • Networks: Each of your contacts is a part of many networks. Do you know what these are, how big they are? Each of us has the potential to connect with hundreds or thousands of people if we cultivate these resources.
  • Skills: What do you do especially well? What are the professional areas in which you excel? Don’t be afraid to share this information with your contacts, and learn about the talents and abilities of the people in your network as well.

These are not mysterious pieces of information. They are facts we are exposed to every day, if we look for them.

By remembering the GAINS exchange, you can make sure you don’t overlook this essential information about your networking contacts.  Is there an additional piece of information you make a habit of giving and getting when it comes to networking relationships?  If so, what is it and how have you found it to be effective?  I’d love to hear your ideas and experiences so please share your feedback in the comment forum below—thanks!

Could You be Making Things Harder Than They Really Are?

In business, there are endless opportunities to learn from the successes and mistakes of others who have ventured into the entrepreneurial waters before us.  So, why is  it that we often ignore the lessons we can learn from others’ mistakes and doom ourselves to making the same bad decisions?  People in business and sales do this all the time.  For example, there are tried-and-true sales techniques that are so simplistic it doesn’t seem as though they can really be effective so we write them off and try to reinvent the wheel.

Many times, we try to re-evaluate, improve upon, and complicate these simple yet proven techniques and all we’re really succeeding in doing is making things harder than they really are!  One of the biggest mistakes that people in business (and especially in sales) make is not listening to the people who have experience.  For some reason, they assume that they have to know better . . . and the truth is, they don’t.  There is nothing like experience–it beats education every day of the week.  The only thing better is a combination of education and experience . . . or a willingness to learn from other people’s experience.

There are many basic sales techniques that any good salesperson knows to be effective.  They don’t look for something more complicated or involved because they know from their own experience, as well as from the experience of others, what works in sales and what doesn’t work in sales.  If you’ve read my book, Masters of Sales, you may have read things that seemed to simple to be effective or you may have seen ideas that you’ve heard before.  The fact is, instead of being dismissed, these tactics and ideas should be embraced.  True Masters of Sales learn from other people’s success and remember that sometimes the simplest ideas can have the biggest impact.

Is there a simple lesson you learned from another business owner/entrepreneur which has helped you achieve success in your business?  I’d love to get a conversation going about this in order to share simple tactics for success and important lessons learned so we can all lessen our risk of making things harder than they really are.  Please share your thoughts in the comment forum below. Thanks!

 

Selling Goals vs. Life Goals (Pssst…They’re Related!)

I can almost hear the groans now . . . “Another discussion about goal setting?–How boring!”  Well, boredom comes from repetition, and without repetition, masterful achievement is not possible.  Reading more, practicing more, and understanding more about goals bring this part of selling into a normal daily routine where it motivates and guides those who are masters in the field of sales.

Our lives are directed and pulled by conscious and subconscious desires, which when aggregated become our future vision.  This vision (whether to lose 25 pounds and be athletic or to consistently earn $10,000 commissions and be wealthy) is directed by our destination goals, but the more finite process goals help us get there.  Treat each daily detail as an important process goal to achieve, and indeed these small ones will accumulate so that ultimately our larger vision becomes our reality.  It is easy to derail our dreams by self doubt, other people, and external events, so the only way to keep the vision alive is to transform it into tangible, goal-directed behavior.

Most goal-implementation plans require getting other people enrolled in our personal program.  This is where person-to-person selling comes into the picture.  In this instance, selling means convincing other people to give us something they have in return for something we possess.  In a traditional view of selling, the buyer exchanges her money for our product.  But in the real world, every person sells continually–whether ourselves on a first date, our beliefs, or our knowledge.  If we sell successfully, we might achieve a goal of having an enjoyable evening date, public  recognition, or personal satisfaction as a return from our effort.

Setting the right environment to complete a sales transaction might include bringing flowers on the first date or artfully crafting a storefront window to allow those walking by a glimpse of the buying opportunities to be found inside the shop.  The sales trainer might say, “Your goal is to create an environment (a stage) that causes your customer to feel like a VIP taking delivery on his Rolls Royce.”  The sales process is a very social activity, one that creatively mixes the buyer’s goal of owning a solution with the seller’s complex goal of meeting company targets, earning an income, and personally helping the customer.  Learning this craft of goal satisfaction is never ending and forever challenges the master seller.

While I was working on the book Masters of Sales, a woman named Joan Fletcher wrote me and told me a noteworthy story about a very successful young salesman.  In spite of his sales awards, his corner office, and charismatic charm, he still felt he was just scraping the surface of success . . .

Even though dutifully creating written goals, his level of self satisfaction was low; until he realized that the big picture was not just about how much money he earned, or the big house, or the number of sales he hoped to close.  The big picture was his vision about what he truly wanted to achieve in all combined areas of his life.  Once he discovered this realization, his renewed selling accomplishments became directly tied to setting aside money for his daughter’s education fund, to have time to help coach his son’s soccer league, and to work in his yard.  Even with more personal goals than before, his sales results climbed higher.

The thing to always remember is this: Work goals, selling goals, and life goals are all intertwined and each one will always influence the others.  Now the question becomes: what do YOU truly want to achieve in all combined areas of your life and what are some ways you might make a conscious effort to streamline your work, selling, and life goals in order more effectively work toward your future vision?  I’d love to hear your thoughts so please share any/all feedback you may have in the comment forum below. Thanks!

 

The Darkside of the VCP Process®

The dark side of the VCP Process® occurs when people get disconnected from what networking is really all about–they’re not carrying out the VCP Process as it is meant to be carried out and that’s when everything goes wrong.

As I mentioned in the video blog I posted last week, Jack Canfield, Gautam Ganglani, and I are currently working together on a book about networking.  Today’s video is, again, one of several short videos I’ll be posting which cover networking topics that we will be focusing on in the book.  These videos are the result of brainstorming sessions for the book and in this particular video, I explain the networking disconnect–the unfortunate occurrence which takes place when everybody comes to a networking event to sell yet nobody comes to buy.

If you have a story relating to the ‘networking disconnect’ which fits the criteria I describe in the video, please visit www.SubmitYourNetworkingStory.com to submit your story for a chance to be published in the upcoming book on networking that Jack Canfield, Gautam Ganglani, and I will be publishing.  Also, I’d love for you to briefly summarize your story in the comment forum below as well.  Thanks in advance for your participation!

The VCP Process® Explained–What’s Your VCP Story?

As some of you may know, Jack Canfield, Gautam Ganglani, and I are currently working together on a book about networking.  This short video is one of many others, some of which I’ll post in the future, that cover networking topics which we will be focusing on in the book.  The videos are the result of brainstorming sessions for the book and in this particular video, I explain each step of the VCP Process® approach to networking in careful detail, emphasizing that credibility is really the key to networking success.

I share a personal story which demonstrates why trying to drum up referrals from people you’ve never met before is an exercise in futility as you’re not even at the visibility stage with them, and I outline the absolute best way to establish credibility with others.

If you have a story relating to the VCP Process® which fits the criteria I describe in the video, please visit www.SubmitYourNetworkingStory.com to submit your story for a chance to be published in the upcoming book on networking that Jack Canfield, Gautam Ganglani, and I will be publishing.  Also, I’d love for you to briefly summarize your story in the comment forum below as well.  Thanks in advance for your participation!

 

Spray and Pray Networking

An associate of mine once told me about an interesting experience she had when she struck up a conversation with a woman at a networking function.  When the woman asked my associate what she did for a living, my associate explained that she  helps small business owners build their businesses through networking and referrals.  The woman smiled quite confidently and said, “I’m a business owner myself and I’m actually really good at networking!  I’ve been doing it for a long, long time.”

This, of course, ignited my associate’s interest so she said to the woman, “I’m always interested in the tactics of successful networkers; do you mind if I ask you what your secret is?”  The woman flashed a self-satisfied smirk, stood up straight with an air of accomplishment, and said, “Well, I always make sure to go to networking functions with a friend and when we enter the room we draw an imaginary line right down the middle.  If my friend takes the right side, I take the left side and vice versa.    Once we each choose the side of the room we’re going to cover, we agree to meet back together at a certain time, and then we spend the entire time networking only on our individual side of the room trying to gather as many business cards as possible.  When the time comes for us to reconvene with each other, we compare how many business cards we each collected and whoever has the least is the loser so they then have to buy lunch for the one who collected the most.”

My associate inquired further, “So what do you do each do with all of the business cards you gather?”  Donning her proud smile yet again, the business woman said, “That’s the beauty of it.  I enter them into my prospect list and begin to send them information about my services!  Since I have all their contact information, I figure why not pitch my services to them–they’re all potentially good prospects, right?”

When my associate told me this story, she was appalled that the woman would network in this way and I wholeheartedly agree that this is NOT an effective way to network.  Instead, it’s a classic example of how some people use networking as a “face-to-face cold-calling” technique which I like to call “spray and pray”–it’s basically just like taking a networking spray can (so to speak) full of meaningless information, dousing the room of people with your spray, and praying that you’ll hit a few people who will respond to the generic concoction you’ve sprayed them with.

Networking is not . . . I repeat NOT . . . about simply gathering contact information and spamming people at a later date.  In reality, that’s nothing more than glorified cold calling–Brrrrr–it gives me the chills!  I used to teach cold calling techniques to business people many, many years ago and though cold calling may work some of the time, I did it long enough to know that I didn’t ever want do it again.  Nearly three decades ago, I decided to devote my entire career to teaching the global business community  that there is a much better way to build long-term business than “spraying and praying”–not only is it better, it is the absolute best way to grow any business–the secret to effective networking and long term business success is investing in strong, mutually beneficial business relationships based on trust.

Have you ever had an experience with someone who adopted the “spray and pray” networking style, or have you ever been a “spray and pray” networker yourself?  If so, please share your story here–I’d love to hear your experiences!

Understanding Behavioral Profiles

A couple of weeks back, I posted a blog outlining some tactics for tapping into the customer’s perspective in order to increase sales in your business.  In that blog post, I promised I would write more in a future blog about behavioral profiles and today I am following through with that promise.

Understanding behavioral profiles is essentially about understanding the four different styles of behavior when looking at individuals.  It  is an excellent way to gain knowledge about how to craft your sales and reporting program to the style of communication most comfortable to the client as well as how to best connect with your fellow networkers.  All customers and all networkers like to be communicated with in a manner that is most familiar to them, and knowing their personality profiles/behavioral styles helps you customize a sales or networking approach for each unique individual.

RFORBlog

In the book Room Full of Referrals which I co-wrote with Dr. Tony Alessandra and Dawn Lyons, we offer insight into the four different behavioral styles and I have listed the character traits for each style below (I’ve also included information on how to best communicate with each style) in order to help you identify someone, adapt to their style, help them feel comfortable, and make them feel good so you can better connect with your customers as well as those you network with.

Go-Getters

Characteristics: Driven, Bold, Opinionated, Decisive, Direct, Strong Desire to Win, Strong Desire to Lead, Like to be in Charge, Love Control, Goal-Oriented, Have a “Get It Done Now” Attitude

How to Communicate With Them: Be Direct, Ask Only for a Short Amount of Time to Start–Say 30 Minutes Or So, Say You Will Come to Them–Makes It More Convenient for Them, Remind Them of What You Think You MIGHT Be Able to Do For Them But Don’t Commit to It Without Knowing More about Them (Networking), You May Be Able to Agree on a Date on the Spot–Do So, State That You Will Confirm Everything Via E-mail or Text (Whichever They Prefer) and Send Them a Reminder E-mail One Day Before–Do Not Call Them, Make Sure to Do What You Say

Promoters

Characteristics: Energetic, Outgoing, Fun-Loving, Positive, Talkative, Love Recognition, Dislike Details, Love to be the Center of Attention, Enjoy Simple Uncomplicated Things, Tend to Have a Large Social Network

How to Communicate With Them: Keep Your Energy Up and Smile, Let Them Know You Are Having a Great Time With Them (Networking), Describe a Bit About How You Think You Can Connect Them to Other People Who Could Be Very Interesting to Them (Networking), Say Something About a New Hot Spot That Just Opened or a Cool Place to Meet and See If They Can Fit You into Their Busy Schedule (Networking)–Makes Them Feel Important, If They Have Their Calendar Available Select a Date to Meet for About an Hour–You Will Need It As You May Not Get Down to Business Quickly, Let Them Know You Will Call Them to Reconfirm Everything, End by Saying Something About the Possibilities that Might Result From the Two of You Working Together–Describe the Vision and Have Them Buy into It

Nurturers

Characteristics: Patient, Helpful, Understanding, Sentimental, Reserved, Careful, Pleasing, Have a Difficult Time Saying “No,” Have Deep Relationships, Are Focused on Helping Others

How to Communicate With Them: Make Sure to Really Have Them Talk and You Listen, Share With Them How You Think the Two of You Would Be Really Compatible and How You Need to Understand More About Who They Are and How They Work With Their Clients (Networking), Tell Them You Would Love to Spend More Time With Them and See What Could Develop Over the Long-Term (Networking), Do an Option Close (an option close is when you give someone two options that you are okay with, so whichever one they choose you are already fine with and can move forward) on the Appointment and Ask, “Would it be possible to look at our schedule and see if we might have some time to spend together in the next week or so OR would you like me to call you next week and go from there?”–They Tend to Make a Quicker Decision When You Do an Option Close, Whichever Selection They Make Be Sure to Follow Up, Ask If It Would Be Okay If the Location Was a Bit Quiet So You Could Really Be Present With Each Other (Networking), Book out 1.5 Hours Just to Be Safe (Networking), Make It Clear That You Really Want to Get to Know Who They Are in Business Because You Truly Think You Can Help Them (Networking), Ask If It Is Okay to Call Them to Confirm the Appointment, Call to Confirm and Spend Several Minutes on the Phone with Them at That Time

Examiners

Characteristics: Effective, Efficient, Thorough, Research-Oriented, Avoid Risks, Loyal, Knowledge-Seeking, Analyze Everything, May Take a Long Time to Develop Trust, Make Calculated Decisions, Enjoy Strategies and Processes

How to Communicate With Them: Remember That You Will Need to Ask Them Lots of Questions as They May Not Give Information Out Freely, Ask Them If They Are Looking for Ways to Be More Effective in Their Networking (Networking), Talk To Them About Why the Two of You Could Be Effective Together (Networking), Ask If It Would Make Sense for the Two of You to Spend More Time Together to Figure Out the Details of How You Could Work Together (Networking), Ask If a Meeting at Their Office Would Be Appropriate–Makes It More Convenient for Them and They Don’t Waste Time Traveling Somewhere, Do an Option Close on the Appointment and Ask, “Would it make sense to book an appointment now or would you like me to e-mail you?”–Again They Usually Make a Quick Decision When You Do an Option Close, Based on the Answer Complete That Task, See If an E-mail or Text Is the Preferable Way for You to Confirm the Appointment, Show Up Early to the Appointment and Be Fully Prepared With an Agenda and Lots of Questions for Them

If you pay careful attention to the behavioral characteristics your customers and fellow networkers exhibit, you’ll get better and better at pinpointing which of the four behavioral style categories they fall into and you will be much more capable of communicating with them effectively by speaking their language and adapting to their style.  When you’re able to communicate at the highest level of effectiveness with your customers and those with whom you network, your sales will increase and your business will grow.

After reading through the lists of behavior characteristics above, start by pinpointing which style you are and if you have any additional ideas about how to effectively communicate and connect with others that share your same behavioral style, please share your suggestions in the comment forum below–I’d love to hear your thoughts on this!

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