Tag Archives: Networking

I often talk about the Law of Reciprocity as an example of how you can build rapport with a prospect or customer.   Reciprocity works because most of us don’t like to feel obligated to someone else.   When someone gives us a gift, we want to reciprocate.  So when you give a gift to a […]

There is a very short window of time that you have when you initially contact a new prospect by telephone, in a face-to-face meeting, or networking. If you fail to make an impression quickly, you have tuned them out. Here are some of the things I’ve experienced where the person lost my attention. 1. Opening […]

 This question applies to every business person even though it was asked by an insurance agent. An elevator speech is a very short, concise oral summation of you, your company, your product, or whatever you’re trying to sell; that’s “sell” in the broadest possible sense.    The purpose of an elevator speech is to capture the […]

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