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Greg’s Articles
Sales Call Negative Networking, Part 2
Not "Kelly" Yesterday, I started telling the story of a pushy cold-call I received from the University of Michigan's Football advertising sales people. In particular, I spoke with a young woman whom we are calling "Kelly". While, cold-calling is certainly not...
Sales Call Negative Networking, Part 1
This morning while taking care of my daughter, I got a call on my office line. I know I should have ignored it. After all, the caller ID said "Unknown". Since I don't know anyone by that name, it was probably a cold-call. I ignored my gut instinct. I always regret...
The Limited Networker Field Guide: The Cacophonous Chatterbox
This is the sixth in the "Limited Networker Field Guide" series. Name: The Cacophonous Chatterbox Environment: Anywhere they can find someone to talk to. Behavior: The Chatterbox is an unintentionally deceptive specimen. At networking events, he first...
Setting Goals
We've talked about setting networking goals for attending events. You know, the ones where you decide beforehand that you are going to meet to new people and get their business cards or connect two other people with each other. There are a few other networking...
Just Finished: Nonstop Networking
"Nonstop Networking" by Andrea Nierenberg is one of the rare books that I started reading some time ago and never got around to finishing. For whatever reason, something interrupted me and I never managed to pick it up again -- until recently, that is. Nierenberg...
Flying Solo
Yesterday, Kaylie and I flew solo for the first time. Well, what I mean is that ordinarily, when Kaylie gets on an airplane, either it's just Mommy or it's both Mommy and Daddy with her. This was the first time it was just Daddy. Rest assured, it wasn't an...
Clients or Ambassadors?
The next time you go to a networking event, keep the following in mind: As you survey all of the other attendees, would you rather have them as clients or as ambassadors? If you want clients, get busy cornering each one, probing for needs, overcoming objections,...
Working without a Net
There are a lot of people walking around out there who think they have wide-reaching and deep networks. Their position in their company places them in regular contact with a wide variety of people who know them and are always happy to say hello. What they...
Forwarding Articles: The Good and the Bad
One of the best things you can do to help keep your network connections strong is to forward email messages. blog posts, and other articles to those you've met with in the past. It can also be one of the worst things you can do, depending on how you do it. Let's...