CHAPTER 6THE CULT OF CEYK (CALL EVERYONE YOU KNOW)
CAREFUL WHERE YOU STEP; YOU’RE CRUSHING REFERRALS
UNTAPPED REFERRAL SOURCES AROUND YOU
For people who are new to professional services, those who are undergoing a business downturn, and those in need of short-term cash (one of the most difficult positions of all, since this isn’t a short-term cash business) I always recommend a fundamental discipline: call everyone you know.
The language you should use is: “I’m calling to let you know the kind of value I’m now providing for my clients with the hope that this might be useful to you or someone you know. If the former, I’d like to have an opportunity to meet with you. If the latter, I’d be appreciative if you could provide an introduction.”