The Trouble with “Givers Gain”

The Trouble with “Givers Gain”

by | Apr 29, 2010 | Blog

Before we go any further, understand that I think that BNI (Business Network International) is a great organization. I know many people who either are or have been members of a local group and have met with great success as a result of the connections they’ve...
Network Like a Toddler

Network Like a Toddler

by | Apr 28, 2010 | Blog

As of this writing, my daughter, Kaylie, is two and a half years old. She is full of excitement and curiosity about the world. One of her favorite things in the world are playgroups. At playgroups she gets to: Meet and play with other kids. Play with toys she’s...

Asking for the Referral

by | Apr 27, 2010 | Blog

My sales coach, Joe Marr, has a great system for asking for referrals, called CAPS. The general idea is that you focus on some particular aspect of your target market which, when specified, is sufficient to trigger a listener’s associative memory. Asking...

Track the Origins

by | Apr 26, 2010 | Blog

If you’ve been reading this blog for any length of time, you know how much I am a fan of metrics. I track calls made, notes sent, events attended, etc, etc, etc. As far as I’m concerned, those things that get measured, get improved. In particular I try to...