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<b>Negotiate for Referrals</b>

When a customer asks for a discount, you must ask for something in return. This creates the Law of Reciprocation which means that when someone asks for a concession, you have the right to ask for a concession in return (which is expected).

When someone asks you for something, they are, in effect, negotiating with you. They should not expect you to give them what they want without you asking for something in exchange. But if you don’t ask for something, they will be so excited they will keep asking for more until you have nothing left to give.

What do you want? Your customer needs to introduce you to three of her business contacts who could use what you sell.

Look at what you do: you stop them from “nickel and dimeing” you to death. Now they know the next time they ask for something, you’re going to ask for something in return. They will think twice before they ask for another concession. Plus, you have placed value on the discount. Now it’s worth something to them because it cost them something (three referrals) and it creates instant value.



© 2006 Jerry Hocutt, Hocutt & Associates, Inc. Download your FREE ebook, Creating Sales Opportunities – Five Proven Ways, and get a FREE 30-day trial of the D-I-Y Sales & Marketing Email Postcards™ at http://www.YouveGotContacts.com. For many more sales & marketing tips, visit our blog at http://footinthedoor.typepad.com.


About the Author: I’ve Been Compared to David Letterman. My mission: to help Salesknockers™ (the rare and seldom seen business person or salesperson who creates their own opportunities) succeed. I’ve trained over 150,000 people in business since 1992 through our nationally acclaimed Cold Calling for Cowards® seminars. (“He’s the Zen Master of Cold Calls” – Los Angeles Times.) I’ve been compared to David Letterman by the New Brunswick (NJ) Star-Ledger (“Lord of the Rings”). “Okay, so he’s not David Letterman.” (I didn’t say it was flattering. Just that I’ve been compared to him.)




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