How do I spread the word about my new career? How do I tell people what I do?

It’s exciting to start a new job, career, or whatever.  It’s easy to share your excitement and exuberance with those you know and even people you meet.  In sales, it’s key to channel this excitement into a targeted strategy.  The more people that know what you do and how they can potentially help, the better.  Not easy though for two reasons.  One, people don’t want to be sold anything – especially something they perceive they don’t need or want.  And two, people generally care more about themselves than about you.  Given this, you need an approach that is clear, targeted, genuine, and collaborative.  Get in the habit of asking people about their work and current focus.  Offer your help or support if you can.  When…

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Posted by Michael Goldberg in Business, Networking Questions. Leave a Comment

What is Networking — Really?

It is my belief that, other than possibly curing a disease, you can accomplish almost anything through networking. If you know with whom you need to speak, where you need to go and what you need to say, you can make tremendous progress. Networking is a gateway to solving problems and meeting the people you need to meet, with everything you do, in every aspect of life. My definition of networking is a proactive approach to meeting people so that you can learn something and potentially help them. That’s it! Networking is simply about learning and helping. Not you—them. Let me repeat, not you—them. If you do a great job at learning about the business people you are with and helping them, they will help…

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Posted by Michael Goldberg in Business, Networking Questions. Leave a Comment

Shouldn't you be networking?

So, I’m in the airport and I see this sign: What do you think? Should you be networking? Of course you should! Think about who you need to meet and therefore where you need to go and what you need to say. Help others do the same. Talk to clients, attend meetings, and give referrals. Build this into your calendar today! Happy Networking!

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Why So Funny?

Sales people are funny. Real funny. Especially those in the financial services industry. (Financial advisors are particularly hysterical.) Why? Because even after taking my program and being primed on the rules of networking, many forget (or somehow haven’t yet realized) that networking and selling are two completely different things. Then again, maybe it’s me. Here is a question an advisor wrote me after a lot of back and forth through email and coaching sessions on the concept of networking. It’s a question I get a lot in my networking seminars – usually from the funny ones that struggle with networking. The last few days I have been introduced to people along the way. Sometimes it is only an hour lunch or over drinks. More often…

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Posted by Michael Goldberg in Networking Questions. Leave a Comment