The Stepping Stone Routine for Client Referrals

Stepping stones are great things to cross streams with. They make a large distance shrink because you’re taking small steps rather than one big lunge. Likewise when asking for client referrals, literally coming out with the ask is often too big, so adopt the stepping stone technique. Let me explain. As soon as your customer enjoys your value, whatever that is, ask them for some feedback, so they can verbally tell you about the value. A little later on, you might want to ask if they wouldn’t mind giving you…

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Do you seek permission to call?

Way back in time before phones, people would call unannounced, to others' houses. It was acceptable to do so, although the butler might not give you permission to enter, you had to give him a calling card first. When phones were invented, people would then phone before calling around to your house. Calling unannounced was frowned upon. Hawkers were positively rejected. Would you call on a customer’s home or office unannounced? When email was invented, people would email to fix up a time to phone. Phoning unexpectedly was positively frowned…

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