Want Terrific Networking Results?–Get Specific! 10/06/11

In this video, Michael Mayer, an esteemed worldwide business networking expert from Austria, gives an excellent example that teaches why it is so important to be specific when introducing your business to others at networking meetings and events. Watch the video and find out what to say and what not to say when introducing your business in order to get great results from your networking efforts. On a side note, you’ll also be surprised at what a powerful tool the image of pink socks can be in helping you t...

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Great Opening Question 03/21/11

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 of the conversation, someone asked me a question that...

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What Richard Branson Can Teach You about Networking 12/20/10

I recently had a phone conversation with someone who was asking me about the importance of eye contact when networking. I answered his question with an interesting story about Richard Branson and I’d like to share that story with you here because I think it demonstrates a point that’s definitely worth remembering. One of the many intriguing things about Richard Branson is that he has this laser-focus eye contact. When he is talking to you, he’s not looking to his left, looking to his right, or anywh...

Lessons Learned Wearing a Nametag for 10 Years 11/29/10

Scott Ginsberg is celebrating his tenth anniversary. He’s been wearing a nametag for 10 years in a row. He has never taken it off. That’s right, 10 years = three thousand, six hundred and fifty days = 87,600 hours = 5 million two hundred fifty six thousand minutes = 31 million 531 thousand seconds and counting. He’s the world record holder. He has even tattooed his nametag on his chest and is the only person in the world who has made a career out of wearing a nametag. Scott developed the nametag professio...

Stand and Deliver 10/18/10

Whether you’re introducing yourself to an individual or to a group, you have a choice of how you deliver your message. The primary vehicle for your introduction is your verbal presentation. Does your introduction work? People will judge not only the message, but the messenger as well. How you look, carry yourself, listen, and leave the conversation will affect what others do with the message you’ve delivered. The important thing to remember is to speak as if you’re addressing a single person, a ...

'Mastering the World of Selling' 08/30/10

When one of your business relationships passes you a referral, don’t assume that the prospect is ready to hear a presentation on your product or service. When an associate passes you a referral, say thanks . . . then start digging for more information. You will want to determine whether what you offer is a fit for what the prospect needs. Taking the time to do this upfront saves a lot of time and energy–for both you and the prospect. Exactly what does the prospect do? What products or services does ...

What Are the First Words Out of Your Mouth? 06/24/10

When someone asks you what you do, what are the first words out of your mouth? If the words aren’t ready to roll off your tongue, then read on . . . When someone asks you what you do, make sure you’re ready with a response that is succinct but memorable. The attention span of the average adult is only 20 seconds; a long, drawn-out answer to the question isn’t going to work. Focus on creating a unique selling proposition (USP)–a mini commercial that you can readily use while networking. I t...

Guardian at the Gate 04/22/10

When I started my first business, I knew I wanted referrals to play a key part in my overall growth strategy, and I began to realize I wasn’t the only one trying to get more sales through referrals. A lot of other business professionals were trying to do the same thing. So I thought, “What if I became the hub?” If all the other people out there were trying to do the same thing as I was, why couldn’t I position myself as the gatekeeper of sorts between other people’s networks? Then, i...