Zig Ziglar and Minnesota Fats walk into a sales seminar…

  I can never remember the punchline to those jokes, but…

I do remember that Zig once said, “You can have anything you want in life, if you help enough people get what they want.”

Gotta love Zig…right idea…

Gross oversimplification…

Enter Minnesota Fats (the world famous billiards player)…

To win at billiards he’d tell you, that this shot sets up the next, and the next and the one after that…

Until the table is run and you’ve won the game.

You need both.

Helping people get what they want, requires context…

In business, you must do it with the goal of running the table.

This move, sets up the next and so on…

You want clients, so you seek a referral partner who can help.

You could simply ask for the help directly. You may get it, but you’re reliant on the partner’s generosity and follow-through.

Better to understand what that partner wants (probably more clients for herself) and helping facilitate that…as a part of (not a separate activity from) her helping you.

This approach dramatically simplifies getting clients.

 

 

 

photo, originally in color, courtesy of: Bertram Nudelbach

Steve Gordon

101 North Monroe Street, Capitol Hill, FL, 32301