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Follow up: Key to Networking Success Following up on networking is crucial. Many small business owners don’t follow up either because they don’t know what to do or feel they need to do too much. Two networking follow up experts tell you how to follow up easily and effectively. Budget is not a Four-Letter Word Your budget, your financial records, and record keeping systems, lets you decide how to best leverage your strengths, knowledge, and skills to increase the income and profitability of your professional services business. Sell The Sizzle Not The Steak Most of our prospects don't really care what we do, where we got our training or degrees, or what tools we use. Selling is not about us….but about the prospect! Get Your Systems In Place Now! The myth of automation says computers will solve all our problems. Not so! If we don't have good systems before we automate, we'll have terrible ones, unworkable systems, after we try to put them on a computer.