The best association executive I’ve ever been around was a master at business development.
He would close most meetings this way, “Based on what you have heard about this association and how we are helping businesses, who else should we talk to?”
With one question an endorsement was being asked, and a closing mechanism was being used. I encourage you to build this into every business conversation.
Based on my experience, here is what happens.
1. They will give you a name – that is a serious prospect.
2. They will think about it and let you know – you’re never getting that business!