Archive for July, 2021

Anyone who has ever tried to keep an accurate count of how many "cold calls" led to actual, cash-in-your-pocket sales knows it isn't an easy task. The good news is that measuring success from referrals is actually quite easy. We know this because we've designed a networking scorecard for tracking referrals and the business that results from them. You might want to develop a similar one for your own use. On this card, record the nature and source of each referral, how ... Read more

A good networker has two ears and one mouth and should use them both proportionately. When you meet someone in a networking environment you should ‘listen’ more than you ‘talk’ (especially if it is the first time you’ve met). Consequently, in books like The 29% Solution and Networking Like a Pro, I’ve written a lot about the kinds of questions you should ask when you meet someone for the first time. Recently, I was at a networking event and, at the end ... Read more