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June 05, 2006


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Tom C

I work with Andrea Nierenberg. Thanks for this posting of her quote.

Tom C.

Sharon Mulgrew

Wow, a blog, I love it... you keep moving and you move us along with you... fabulous!

Malcolm Munro

Robert, great stuff! I'm going to get busy starting today giving my audio logo. Thanks for the encouragement.

Malcolm Munro

Edgar Valdmanis

All of the above is correct. In addition I want to mention that I'm a member of Business Network International(BNI). We meet every Tuesday morning, and all the regular members do a 60-second "elevator-speech", guests get 30 seconds. This is a weekly reminder to keep improving our message to the outside world. I highly recommend this to anyone and everyone.
Edgar Valdmanis

Charlie Lang

Robert is absolutely right. The key problem of independent professionals is that they actually don't have a sufficient sales conversation DENSITY.

Funny enough, after our 2-days sales training we give our participants almost the same task: instead of networking with 50 people, we ask them to make 50 cold calls within one, maximum two weeks.

Actually it is pretty much the same, a cold call is just slightly more challenging than talking to someone new at a networking event. The same principles apply: if you want to get the other person engaged, STOP talking about your company or what you are DOING. Honestly, almost nobody really cares about that.

What people care about in the first place is THEMSELVES. So keep that always in mind when you talk to new people who don't know you. For example, instead of saying "I am a chartered safety engineer" you may say something like "I work with companies who want to improve the safety of their staff." Now, of course, there is no guarantee that the person you are talking to is concerned about safety and that's fine. Not everyone you talk to is a prospect. However, using this kind of language will catch the attention of those who might become your clients.

One more thing: I found it much more effective to talk to only 3-4 people in depth during a 2-3 hours networking event rather than collecting 20 name cards.

Hope that helps.

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