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The ‘Sales Clock’ and the Prospect

For an entrepreneur, sales and networking go hand in hand. Consequently, this month, I’d like to talk about sales. A few weeks ago, sitting in an airport waiting for my plane to arrive, I struck up a conversation with the young man next to me. He was wearing a nice suit, carrying a laptop, and [...]

Purposeful Meal Meetings

So, what exactly is a purposeful meal meeting? First, I’ll clarify what it is not. It’s not a way to escape work; it’s not a time to have three martinis; it’s not a romantic date; and it’s not about critiquing new restaurants or reviewing fine wines. All these things can be great fun; I’m not arguing [...]

What Motivates People in Referral Relationships?

Why did you get out of bed this morning? What made you wear those shoes today? What has you going 75 mph in a 55 mph zone? What makes you attracted to that particular businessperson? What makes you choose to go to that networking event? Why did you want to talk to that person and [...]

When Is it a Pleasure to Heart, ‘I Need a Favor/”

Most of us have been in situations where someone has asked for a favor long before he’s built the social capital to make such a request of us.
Building deep referral relationships is almost completely dependent upon the social capital you have built with someone. Social capital is similar to financial capital in a very important [...]

Attitude Is a Choice – Choose Wisely!

Recently I’ve had several situations arise which have reminded me yet again that attitude shapes the outcome of everyday dealings in huge ways. Because of this, I decided to visit this idea in this month’s column.
Some days my schedule involves marathon radio interviews beginning at 4 a.m. As you can imagine, getting up at an [...]

Networking, Asian Style

Understanding cultural differences when doing business around the world is becoming more important in a global society. Even within large countries like the United States, there are differences from one region to another. When you go beyond that and look at one country vs. another, the differences become even more impactful on business.
When we concentrate [...]

When It Comes to Successful Networking, Everyone Wants to Get Along

The realm of business today is global, not just local or national.
We set out to discover what people thought about business networking, so we surveyed businesspeople in a broad cross-section of the world. Over a three-year period, more than 12,000 businesspeople from every populated continent in the world participated in this survey about gender and [...]

Learning Networking Skills: Organized Study vs. “Winging It”

My colleagues and I, as co-authors of my most recent book (Business Networking and Sex – not what you think), thought that it would be interesting to see if men and women learned how to network differently.
So in one of the surveys we created during the course of writing the book, we asked participants about [...]

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