Alan Weiss - The Consulting Bible

4 Gain referrals ruthlessly.Learn this phrase: “Referrals are the coinage of my realm.”Repeat it to yourself whenever you can, then say it glibly to your clients, as in: “Referrals are the coinage of my realm, and I'm wondering who you know who could also benefit from the kind of value I've provided here.” (Keeping with the choice of “yeses”: “You may introduce us, or I can merely use your name, or I'll keep your name out of the conversation—which do you prefer?”)You should be asking all of your contacts for referrals at least once a quarter. Virtually no consultants do this well. They feel as if they are asking for a favor instead of setting up a win‐win‐win scenario: good for the ultimate referral, good for the person making the referral, good for you.KEY: Ask by name or title. “I'd like to meet the president of your largest supplier” or “You keep mentioning Sarah James and I'd like to be introduced.”We all provide references to our doctors, lawyers, dentists, accountants, auto mechanics, and so forth as a common courtesy. What's different here? Nothing. But those people don't often refer others to you because they usually have more knowledge about the dark side of the moon than your value. Make sure they know how you help people, so that they can serve as win/win/win sources themselves.Never talk esoterically: “I'm in the team interactive performance space where we create self‐direction in multidimensional harmony.” Instead: “I help all organizations, large and small, maximize teamwork to create better performance and profit.”That, even a lawyer can understand.Ask for specific names or titles, and ask for an introduction or permission to use your contact's name. Then call them, don't e‐mail. This is a relationship business. I keep saying that.

1 1.One of the absolute worst time‐wasters is trying to maintain and administer your own web site or blog. Be the content expert, not the technical expert.

2 2.On the count of three, all together: “Wow, he's harsh!”

3 3.Note that you can agree to meet again by phone only because you've already established a trusting relationship in person.

The routes, techniques, and means to overcome obstacles and avoid wandering. It is legitimate and important to want to help people.

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