The successful networkers I know, the ones receiving tons of referrals and feeling truly happy about themselves, continually put the other person’s needs ahead of their own.—BOB BURG, AUTHOR, THE SUCCESS FORMULA

SCENARIO:I run a printing firm, and we’re new in town, so I need to drum up business. I’ve joined the Chamber of Commerce and even serve on some of its committees, but it’s not bringing in very many new clients. Is there a better way to network?

I’m guessing that you started a printing business because you’re good at printing—not at passing out business cards or making “cold calls.” In fact, your efforts at marketing yourself probably seem pretty hit-or-miss right now, with a lot more misses than hits.

Surprisingly, ...

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