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Networking Is Not Selling

By | November 4, 2015

Last week I had a couple of people mention problems they’d had at networking events, and they were all around this issue. Networking is not selling. Yes, you can make

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Who Do You Know Who?

By | October 28, 2015

“Who do you know who” is a very powerful phrase to use when asking for a referral. Why, you ask? The main reason is because it is an open-ended question.

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Don’t “Sell the Group” In Your Elevator Speech

By | August 19, 2015

I hear a lot of elevator speeches where people use “you” language. For example, “A good referral for me today would be people just like you.” Or, “How many of

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Referral Education. Or How to Get Referrals From Anyone.

By | December 31, 2014

It’s the last day of the year, and I hope you’ve done some networking planning for 2015. Today, let’s talk about referrals. Last week I wrote about deciding on what

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I Won’t Use Your Service. How Can I Refer You?

By | December 23, 2014

I was meeting with someone last week who was thinking about joining a networking group, and she asked my advice. I knew the group well, and I said, “I don’t

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Psychology Behind Asking for Referrals

By | December 2, 2014

This week, let’s focus on the psychology behind asking for referrals and how you can increase your odds that someone will respond with something you want. Most people say either

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