What you do after you receive a referral? Here are tips for responding to the referrer as well as the “how-to” of what to do next.Read More
In this post, Jeff lays out exactly what to say to make introductions in person or over the phone. Step by step you build KLT AND credibility.Read More
In this post I explain explain what a referral is and how to give one. Referrals are different from leads, qualified leads, and recommendations. They are the opposite of cold calls. And the difference is simply this: a referral is expecting you to contact them.Read More
Sales is not marketing. Marketing is not sales. Funnels are a great metaphor for the processes of sales and marketing, and they've become a buzzword lately . You need two types.Read More
Part II of Applied Ethics in Networking: The root of the issue and how to et out of the quandary - The Platinum RuleRead More
please indulge me as this gets a bit deeper into networking than I (or anyone else I've studied yet, for that matter) typically goes. Almost everyone is familiar with some phrasing of The Golden Rule. It is most commonly written as "Do unto others as you would have them do unto you", and the idea is ancient.
However, unless you have studied religion or philosophy, you may not know about the various formulations (alternative phrasings) of this rule, and it occurs to me they can help us better understand how to relate to others in our networking activities.
Lately, I've encountered some situations where I noticed some "disconnects from reality" regarding networking. I have sorted them into three broad categories, and I want to discuss each one. Those categories are:
1. "I hate networking..." or "I hate networking, but I like building relationships..."
2. I'm here to sell (or get a job, or meet an investor...) but no one here is buying (or hiring, or investing...)
3. Who am I to do a 1-2-1 meeting with?
What to do?Read More