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Greg’s Articles
Network Like a Toddler
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 not...
Asking for the Referral
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 "Do you...
Track the Origins
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 track the...
Put on Your Own Mask First
We are all familiar with the airline instructions about what to do if the oxygen masks should suddenly pop out due to cabin depressurization. If you are with your child, you put on your own mask first, then assist them. The general idea is that you can't take care...
How Equal?
Bob Burg has a series of posts over on his blog about the old saying "All things being equal, people will do business with, or refer business to, people they know like and trust." The general consensus is that the "equal" part is the tricky thing here. It's fairly...
Pick Up That Hammer, Part 2
Yesterday, I wrote about the idea that joining a networking group and expecting that to start your phone ringing is akin to buying a hammer and expecting it to build a house for you. In both cases, you have to be the motivating force to achieve the desired outcome....
Pick Up That Hammer, Part 1
I gave a presentation at the Ann Arbor Chamber of Commerce yesterday talking about the benefits of the many networking opportunities they offer. One of the points I always try to emphasize is the importance of showing up. I often relate the story of one of the...
Word of the Week Networking
With all the talk of tickler files, scorecards, and the rules of networking, some might get the feeling that networking is no fun at all. Heck, with all this drudgery, you might as well be making (shudder) cold calls. Well, I would like to introduce you to my wife,...
Just Like Us
This morning my daughter, Kaylie, and I stumbled downstairs, still in our pajamas a bit earlier than normal. She played happily with her stuffed Mickey Mouse while I tried to shake the sleep out of my brain. After I finally got myself awake, I called out to her,...