Lasse Burholt... Everywhere! | | In the final instalment of a three-part series, best-selling author Mike Southon tackles networking. After building and selling his own company in the 1980s and working with start-ups in the 1990s, Southon is now a leading business speaker
Networking is a vital sales activity, especially for those working in professional service companies, such as lawyers, accountants and bank managers. Competing service organisations often have outwardly similar skill-sets. What differentiates one firm from another are the people they employ, particularly those who enjoy meeting new people, be it at a conference, on a golf course or at a cocktail party.
Some people say the key to successful networking is preparation, but few of us have the time or the motivation to research the detailed backgrounds of delegates at a conference. Successful networkers typically arrive at an event armed only with a good mental archive of customer case studies, and ask simple questions.
Read the whole article at telegraph.co.uk:
http://www.telegraph.co.uk/money/main.jhtml?xml=/money/2007/03/27/cbview27.xml
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