Monthly Archives: February 2013

Who Are Your Prospects’ Trusted Advisors?

The best, and often only, way in to some top-level prospects is through their trusted advisors (aka, their Attorney, CPA, Executive Coach, Financial Advisor … Mother). In many cases, these people are the primary advisors in that prospect’s life. It … Continue reading

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The Deep Dive 1-2-1

During a 1-2-1 meeting with your referral partners, I’m pretty sure everybody knows and asks these types of questions: What is your preferred type of customer/prospect? What is your experience? Personal history? What do you actually do in your business/job? … Continue reading

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How Should You Dress for Networking Events?

This is a question I am often asked. The real question I usually ask in return is: “Do you want to get any business from your networking efforts?” The fact is that people form an opinion of your referability within … Continue reading

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Quick Tip to Easily Make LinkedIn a Regular Part of Your Networking Process

This week, I picked-up a great tip from #1 best-selling author Brian Hilliard, who spoke in Richmond, VA as a part of International Networking Week. Do a quick “Advanced Search” of your LinkedIn connections for someone who you are connected … Continue reading

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