How To End Conversations With Potential Clients

  I hate when people end conversations with potential clients like this: “Here’s my card. If you need anything, I would be happy to help.” Why is that bad? First, you are basically saying that you are available for them to hire. So, it’s about you. Second, you’ve given them absolutely no reason to call […]

Do You Suck At Conferences?

Conferences, let’s talk about them. They are expensive, but many people swear by them. They explain that it’s a great opportunity to meet potential clients from all over the country. Much more cost effective then flying out to meet with each of those people. I’ve been to two conferences in the last couple months. One […]

The Power of Being Known

It’s amazing what a little name recognition will do. Take the actor Christopher Charles Mintz-Plasse who played McLovin, the nerdy kid in the movie Superbad. He was a pretty unpopular teenager but, as he has stated in interviews, as soon as that movie came out, random girls would simply walk up and freely offer themselves to him. […]

10 Steps To More LinkedIn Connections

I believe LinkedIn is a great tool for keeping track of your business contacts (learning more about them, what they are doing, and when they switch companies, etc.) It is also the best tool for identifying new potential clients and what common contacts you may have with potential clients. LinkedIn now has 60 Million registered […]

Networking Tips for the Lazy

  It’s not what you know it’s who you know. But very few people feel comfortable talking to strangers. In fact I remember mom and dad telling me something about strangers…not to talk to them. But over time, that tune changes. In business we are told to schmooze to network. But do you find networking […]

How to Keep Up With Your Business Contacts

Someone asked me a question today.“Do you have a system you recommend or have written about regarding how to keep track or make contact with contacts?  I am having difficulty coming up with a system to manage my contacts. “I’m probably not the best person to answer this question. I don’t have a system I […]

Can You Automate Followup?

Recently I started using an Outlook plugin, from Sperrysoft, that allows me to automatically send emails (with or without attachments) at a designated time of my choosing. I use this to send out to the staff a monthly email that shows what proposals we submitted, which ones we won and which ones we lost, why, […]

Are You an Introvert or an Extrovert

Tim Klabunde was doing a SMPS webinar on networking like an introvert. In preperation for this, he asked me if I was an introvert or an extrovert. It’s hard to answer that question yourself. So I asked my coworkers and my wife thier opinion. I think my wife said it best when she said, “You […]

Help Everybody Everyday vs. Being a Jerk

  Me: Hi, I’m looking for Doug. Doug: Yes, that’s me. Me: Hi, my name is Matt Handal. I work for a company called Trauner Consulting in Philadelphia. We met at a design and construction network event in July. Doug: Yes, I remember. Me: I understand it’s your birthday today. Doug: Ha, yes it is. […]

Why are Marketers So Bad at Followup?

I meet a fair amount of fellow marketers and I have found out something interesting about them. They are shockingly bad at followup. They go to networking events and give out/collect business cards. But they rarely will ever follow up with you after that initial encounter. If you follow up by sending them an email, […]