april 2012
CityLight.org 19
service with those who need it. You're not
imposing on the person you're speaking
with, but rather helping them achieve
success. The law of averages says that not
every conversation will turn into business,
but if you consistently use the tips above,
you'll dramatically improve your odds.
© 2010 Chakisse Newton. All Rights Reserved.
4. B
e
direct
Ask boldly and without apologies. Consider
something like, "We're helping [satisfied cli-
ent achieve great results] and I think you/
your clients might be interested. May I take
a moment to share how we might help you/
your clients?" or "I've never mentioned that
I [insert benefit here] do you know anyone
who could benefit from that service?"
5. r
equest
perMission
to
Follow
up
This step is most important. Regardless of
the outcome of your initial conversation
ask, "Would it be ok if I touched based with
you from time to time to share information
about new value I offer that might interest
you/your clients?" If you've had a respectful
conversation, you should get a `yes.'
And, there is a silver bullet that will help
you make these conversations successful:
remember that at the heart of every con-
versation is your desire to share a valuable
"You're not
imposing on the
person you're
speaking with,
but rather
helping them
achieve success".