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.

For example, a while ago I had a friendly 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 I was the recipient of the right introduction.

And when you have a good conversation with someone, it’s perfectly natural to ask for an introduction.

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

Most of the time, it’s “Do you know anyone who…?”

No matter how you finish the sentence, it’s the wrong 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 yet. I’ll let you know”.

Consider instead asking “Who do you know, who…?”

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

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

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

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

Your job is to make it easy to make an introduction, and you do that by asking the open-ended, non-binary, “who do you know?”

Which reminds me:

Who do you know, who is a good egg, and would totally benefit from 1 on 1 live training on ethical selling?

Cheers,

Martin

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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