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  CONTENTS >> NETWORKING   August 2002

No-Pressure Follow-up

Turn New Acquaintances Into Qualified Prospects

By Bob Burg

Once youíve made your new acquaintance, turn him or her into a qualified prospect by writing a hand-written follow-up note, and then staying in touch by keeping track of that personís interests, communicating about them from time to timeóand when the time is right, inviting them to look at your business. As your list of acquaintances grows larger, youíll become more confident and more seasoned with the process.

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