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Next time you’re networking and meet someone who shows an interest in your products or services follow through with that contact immediately.

If appropriate send them a letter or email the following day. Call them and ask to have coffee (if you can get them out of the office you’ll have their full attention without distractions) to discuss their needs and wants. Not your products or services.

Remember WIIFM. Clients like to talk so be a good listener and take lots of mental notes so that you know exactly how to position your products and services to provide the solution and results they want.

Diane Carter, sam101

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