Picture this: you are sitting in your client’s office discussing the final details of your recently completed consulting assignment. The client, the company’s Marketing VP, Sales Manager or President, begins the conversation with small talk about the noticeable jump in sales since you and your sales techniques were applied by her sales team. You can tell by her gestures and voice she is absolutely thrilled with the results!

Test Question: 

1. Do you thank her for the compliment and sit quietly with a Mona Lisa-like smile on your face?
2. Do you just nod your head in agreement and thank her?
3. Do you say, “[Mrs. Prospect], now that you have experienced first-hand my value-added services, which one of your vendors, do you think could use my services?”

Number 3 is the answer!  Provided, you wait for the client to respond with a company name or individual’s name at a named-company. Then, you follow with this bridging statement: “[Mrs. Prospect], while I’m here why don’t you call and introduce me to

[individual’s name at a named-company]?”

What if the client sits there silently, without answering? You say, “[Mrs. Prospect], you know, my training delivers sales results. I can probably do the same for Bob Smith at ACME Widgets, so your introduction right now will benefit both of us.” Again, wait for an affirmative reply.

I know what many of you are thinking. This guy’s smoking funny cigarettes; or been sitting in his car in traffic too long, sniffing exhaust fumes; or, this is not my style, or it’s too brassy!

My answer to you, as I have defended my actions many times in 31 years, to similar incredulous comments is, “Try it. You may be pleasantly surprised!” Here’s why. Your client, verbally and with gestures, expressed her satisfaction. She began this conversation with laudatory remarks. FACT: 3 clients, in 31 years, have refused me!

If a client is this satisfied with the results of my work, it is human nature for her to want to return the favor, even though I’m paid well as their consultant. In many instances, it’s an ego thing. They want peers to know how smart they are by hiring you, a proven expert who delivered on their promises! They are thrilled to share the good news with others. So, just ask. Do it when you are in their offices, not over the phone. What is the worst that could happen? She could say, “No”. Instead, I know you will be pleasantly surprised most of the time!