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A social event for mingling with top prospects and centers-of-influence (COIs) can be a valuable referral opportunity. For example, a client might arrange a golf outing to help you meet friends who are attractive prospects. Or, you could be invited to a dinner or club function arranged by clients who belong.

Business etiquette manuals say that these occasions are not the time to “talk shop.” But that doesn’t mean that you can’t try to sell yourself in these showcase opportunities.

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