“Who do you know who” is a very powerful phrase to use when asking for a referral.

Why, you ask? The main reason is because it is an open-ended question. In other words, it can’t be answered with “yes” or “no.” Many people use “Do you know someone who?” This structure is not as effective because it is closed-ended (can be answered by “yes” or “no.”).

From the time we are small, we are trained to answer “no” to almost any question put to us. Usually we don’t even think consciously about it. So if someone asks “Do you know someone who?” your first answer is likely to be “no.” Understand that tendency in people and work with it, not against it. “Who do you know who?” almost forces us to think. “Hmm…who do I know who?” That automatic response is far more beneficial than “no.” The more vivid you are in your question, the more likely you are to get a response.

It does one more thing. Many people when asking for a referral say they want people “like you.” None of us like to be sold, but we don’t mind being invited. “Who do you know who” allows us to self-select. If you ask, for example, “Who do you know who needs promotional items at a great price?” and I just happen to need them, the question allows me to approach you with my need.

So, who do you know who needs to be reading this blog? Send them a link!

Image courtesy of Ambro at FreeDigitalPhotos.net