Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

I help nice people sell more

Download a free copy of my ebook, receive a short daily email...

and discover how to sell your work without compromising your values

How to Get Introductions, and The Problem With Binary Questions

One of the best things that can happen for your business, is getting introductions and referrals.

It’s often the easiest and fastest way to landing a client.

For example, a while ago I had a friendly, casual chat with an entrepreneur, who introduced me to a friend.

Once I spoke with that friend, it took about 30 minutes for her to hire me for a paid speaking gig.

No selling required – she brought it up, simply because the right introduction had been made.

And it’s perfectly natural to ask for an introduction, when you’re having a quality conversation.

But, there’s a right way, and a wrong way to ask.

Most of the time, people say “Do you know anyone who…?”

No matter how you finish that sentence, it’s the wrong way to start.

Because it’s a binary question, meaning: the other person will look for a yes/no answer.

“Hmmm… do I know anyone…? Sorry, can’t think of anyone just now. I’ll let you know”.

Which rarely leads to an actual introduction.

Instead, consider asking: “Who do you know, who…?”

When you frame the question that way, it’s not binary, but open-ended.

The result is that the other person will start flipping through their mental Rolodex.

“Well… I know James, Jim, Jill, John, Janet, Julia, Gerard – oh wait! You should totally talk to Gerard!”

People will be happy to make an introduction, because it makes them look good (after all, the most valuable person in a network is the connector).

Your job is to make it easy for someone else to connect you to the right person.

And you do that by asking the open-ended question “Who do you know who…?”

Which reminds me:

Who do you know, who is a good egg, and would totally benefit from 1 on 1 personal training and coaching one their pipeline their deals, and their sales… that you think I should talk to?

Feel free to let me know…

I help nice people sell more

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Results

Martin helped our co-working space get to full occupancy and $25.000 monthly revenue in less than a year.

~ Antonio Herrezuelo,
Avenida Capital

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Sign up for daily ethical selling emails and get a bonus of my free e-book, 10 Rules for Ethical Selling.

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