When you attend a networking meeting, the best outcome is that you meet new people. You’re not there to sell, because the other people aren’t there to buy. You want people to get to know you and you get to know them. Most people understand this. This does’t happen at a single meeting. After you [...]
LinkedIn is becoming more important to business success, yet many people are still unsure how to use it. Additionally, the social media site’s recent changes have taken away some valuable tools. How can you benefit from LinkedIn? It comes down to the 3 Cs: Construct, Connect, Communicate. Construct: The first step is to construct your [...]
Not too long ago, I met a woman at a networking event who is good friends with one of my clients (we’ll call her Christine). Upon hearing my name she immediately exclaimed, “Oh my god! Christine is always talking about you. When is your next class starting?” Five minutes later, she was signed up for [...]
Lately I’ve received a number of sales pitches that indicate they have no idea who I am. They picked my name off a list (or in some cases not even a name) with no research at all. I’m sure I’m not the only one, and this is not a new occurrence. The biggest offender of [...]
Time is money. When talking to a potential client, you’re on their dime. The last thing you want to do is waste it. The fact that they agreed to meet with you indicates that they want you to provide a level of insight that will make them more effective. They are looking for you to [...]
It’s easy for you to get excited about your product or service and we’ve all faced the pressure of trying to make an important sale. It is crucial that you not let your excitement or anxiety infect potential clients. You want a potential client to be relaxed. In a recent study more-relaxed people considered a [...]
While discussing e-mail marketing a local business owner stated that their e-mail marketing campaign was handled by an industry association. When asked if the association provided content, the owner answered, “No, they send offers. We use calls to action.” Every marketing person should know the value of the call to action. It’s the piece that [...]
As I was working on a project for a client that I had promised would be done by the next day, I received a sales call. This is not an unusual occurrence, I get sales calls all the time. This one I had a problem with. The call itself wasn’t the problem. Yes I was [...]
When it comes to persuading others, rhetoric has its limits — it can sound didactic and boring. Stories are a much more effective way to convince others of your point of view. Here are three tips, courtesy of the Harvard Business Review, for shaping and telling a story that influences: Know your message. Underneath every [...]
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