The Remedy for Referral Reluctance

Uncategorized Mar 22, 2021

Robert  is a consultant that works in the B2B marketplace.  During a recent conversation, he told me  something he thought he would never hear from one of his clients.  

Rob explained that he had just finished working on a nearly year-long project with a large tech company that was originally referred to him by one of his clients.  While the company loved the work he did, the money he saved them and the increased profits they were making from sales, when Rob asked his client if they would be willing to refer him to another tech company, the client told him straight out: “Rob, we love your work and what you did for us.  We would absolutely love to refer you…but we just can’t.”  Puzzled, Rob asked for an explanation.   He was told  “We just don’t do that.  In fact, we can’t because of who we are.”

Robert experienced something that those working in B2B industries sometimes encounter:...

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The World's Worst Networker's 10th Anniversary

Uncategorized Feb 08, 2021

February 7, 2021 is the 10th Anniversary of my first book, The World's Worst Networker.    While a lot has changed over the last decade, some people still have the same bad habits and behaviors when networking with others. 

In this video, I share some insights about the book and the back-story as to why I wrote it. 



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Networking Lessons from "The King"‚Äč

Elvis Presley, the “King of Rock and Roll” was born on January 8, 1935. Even though he passed away in 1977, he still remains among the most popular of entertainers, and an inspiration for many people, selling, an estimated 1 billion+ units worldwide.

During his career, Elvis officially recorded an estimated 710 songs. Several of the titles of his hits could be used as reminders and lessons for those who are looking to make their business networking more effective.

For all of the “Suspicious Minds” out there and for those who get "All Shook Up" when at a networking event, consider these:

 "It's Now or Never": Effective networking requires you to be very proactive today and never ever leave things to chance. Research and decide today which events, conferences, seminars and groups you want to attend this month. Determine either by name or description, the type of people you want to meet at each. After meeting them, follow-up immediately. You...

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