Alan Weiss’s Monday Morning Memo® – 7/27/15

This week’s focus point: I deal with people daily who are afraid to ask for referrals. They give others referrals all the time, but they aren’t comfortable asking for themselves. They fear rejection from the source (they won’t be given a referral) or from the referral (they won’t respond to their request). Yet referral business entails almost no cost of acquisition and is the lifeblood of most businesses. I’ve found that it’s a mindset issue. If you think you’re “selling” then you believe you’re trying to take, trying to gain money, and you’re an intruder. If, however, you believe that you’re contributing value, then you’re trying to give, to provide help, and you’re a welcome presence. I think selling is noble work, don’t get me wrong. But if you need to change your mindset to be more comfortable, then do so. It may often be better to “give than to receive,” but I think it’s just fine to give AND receive!

Monday Morning Perspective: I was born poor in rich America, yet my secret instincts were better than money and were for me a source of power. I had advantages that no one else could take away from me–a clear memory and brilliant dreams and a knack for knowing when I was happy. — Paul Theroux

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