The Entrepreneurial Spirit Within

The Entrepreneurial Spirit Within

What does it mean to have an entrepreneurial spirit, and how do you know if you have it? For me, I knew (or at least in hindsight, I would come to know) that I was an entrepreneur at the age of 13. It wasn’t even a word that I knew or even understood at the time, but I had an instinct for business. There was […]

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MSNBC’s Your Business

MSNBC’s Your Business

On Thursday, I was swept off to a land far, far away. OK, not that far away. But TV has to be dramatic, doesn’t it? Even though I was close to home, I visited the homes of millions by appearing as a guest on MSNBC’s Your Business, with host JJ Ramberg. I was featured as an expert on referral networking (imagine that!) and spoke about […]

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Counting Your Referrals

Counting Your Referrals

Referrals are the backbone of word-of-mouth networking, am I right? So if you reach out 100 people with a referral and ten reach back, did you give 100 or ten referrals? Many would immediately assume the higher number, because let’s face it–100 is better than 10. But that isn’t the case! But WHY is this? I come to you today with a Vlog (video blog) […]

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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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True or False?–Your Best Source of Referrals Is Your Customers

True or False?–Your Best Source of Referrals Is Your Customers

Do you believe your best source of referrals is your customers?  If so, think again . . . the reason people sometimes fall into believing customers are there best source of referrals is that they’ve been trained to believe it and have never pursued any other source of referrals.  The only referrals they’ve ever received are from customers. Don’t get me wrong–customers and clients can […]

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Making Business Personal Is Sometimes a Very Good Thing

Making Business Personal Is Sometimes a Very Good Thing

In this short video, business networking expert Charlie Lawson demonstrates how powerful storytelling can be in relation to networking for your business and he does it by none other than . . . you guessed it . . . telling a story. The fact is, you can tell someone what you do for a living all day long but chances are, that’s not going to […]

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Tactics for Tapping into the Customer’s Perspective

Tactics for Tapping into the Customer’s Perspective

Last week I posted a blog explaining why I believe that understanding the buyer’s perspective is one of the most important keys to selling.  Today’s post is a follow up to that post because I want to take this opportunity to offer some tactics for tapping into the buyer’s (i.e., the customer’s) perspective. Learning and adapting to the issues and whims of the buyer while […]

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Sales: The Buyer’s Perspective

Sales: The Buyer’s Perspective

A few weeks ago, I was sitting in an airport waiting for my plane to arrive and I struck up a conversation with the young man sitting next to me.  He was wearing a nice suit, carrying a laptop, and appeared to be traveling on business so I asked him if he happened to be traveling to the same business event that I was.  It […]

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Training Referral Sources to Generate Referrals for You

Training Referral Sources to Generate Referrals for You

If you interact with your clients, customers, referral sources, and contacts with a referral mind-set, show them that you are a giver, help others, and continually and strategically give referrals, you’re modeling the behavior you want others to exhibit toward you.  By itself, however, that’s not enough to train them to give you referrals. Contacts who are not involved in your strong-contact network may not […]

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We vs. Me

We vs. Me

While it may not single-handedly solve all the economic problems facing the world today, a new model of community and networking may well be the key to pulling the global economy out of the effects of the long-term global recession. Networking has always been a powerful strategy to get business by giving business and connecting with others. Community and networking will be a particularly potent […]

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The Profit Puzzle of Business

The Profit Puzzle of Business

I recently had several business associates ask me about finding a good model for a business plan that they can use for their franchise. Being able to market your business is, to a large extent, based on understanding your business.  Understanding your business begins by creating a plan.  One of the best models I’ve seen is one that I have used and recommended for years.  It’s […]

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My ‘Apple’ Experience

My ‘Apple’ Experience

It was a few days before Christmas and the malls were incredibly packed.  My eldest daughter needed a new Apple laptop for college and I was going to get her one as a Christmas gift. Apple’s in-store customer service is legendary and I would soon experience it firsthand. I went to Victoria Gardens, an outdoor mall near my home in Southern California.  I walked up to the entrance of the […]

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