During one of your Boot Camp presentations you were handling objections.  A few times you would say words to the affect of ” if we could craft a way for you to introduce to your friend that would feel comfortable for everyone concerned, would you feel more comfortable with this process?”  Could you explain how you do that?

Thanks,
Keith
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Keith,

What I mean by “crafting an introduction” is that you and your client collaborate on the best way for them to introduce you to their friend/colleague/relative.  While it’s good for us to have a favorite way – it’s a good idea to see what they think would be best – based on their relationship with the prospect.  For instance, you might suggest an email introduction, but email is not the way they normally communicate with their friend. So maybe they call their friend.  Or, you may like to meet take the client and prospect to lunch for a social introduction (which is usually a great way), but they might not have the time and would prefer to introduce you with an email.

Bill