10 Expressions That Help You Get What You Want

2. “I think I may be able to save you money.”

Now you are in a different situation. You are looking to get an appointment with a prospect. They know you are in sales, so they conclude you want to sell them something. They do not see a need yet. “I think I might be able to save you money” can be very compelling because everyone wants to pay less if possible. Even if they don’t do business with you, in their mind they see the usefulness of having this information, calling their current provider and negotiating the price down. They see a benefit in meeting with you.

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3. “This is the type of person I would like to get to know.”

You are socially active in the community. You have a friend who knows everyone. You would like an introduction to someone who is not in your social circle. Your friend might assume you see this person as a potential client, but you have not brought this up in a business context. You left your reasons open-ended. Another way of saying it is “someone I would like to meet.”

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4. “I have helped other people in similar situations. I might be able to help them, too.”

You have a client who knows someone who is about to retire. Maybe they aren’t retiring but changing employers. When asking for an introduction you might say, “When you leave a firm, there are decisions you need to make about your retirement assets. I’ve helped other people in a similar situation. I might be able to help them too.”

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5. “Who do you think I should meet tonight?”

I met an advisor who was active in professional circles. Instead of asking his client for introductions to specific people, he would ask the client who they should meet before they leave. His client might not only name a high-profile person in the room, but they would walk the advisor over and personally make the introduction.

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6. “I would be interested in talking with them.”

Friends don’t want to refer other friends if it means they are going to be sold something. The other friend might get sore, asking, “Why did you do that?” They might lose face or burn social capital. They might know you intend to cultivate them as a prospect, but they need “plausible deniability.” You mention you are looking for someone in a specific situation. They know someone. You are simply interested in talking with them.

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7. “You should get a report card. If I did a bad job, you should be able to fire me.”

I’ve used this one. Friends hesitate to become clients because they worry unwinding a bad business relationship also costs them a friendship. I explained that if we do business, they should get that report card. Now they feel better because they can “see the door” if it becomes necessary to leave. They don’t feel bad because I suggested it. The periodic portfolio reviews are the report cards. This can work out better than you imagine because clients like accountability.

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8. “Persistence is a virtue.”

There are many occasions in life when I need to follow up. This is an expression I enjoy using. It tends to get a smile from people. If they own a business or run a sales team, they wish their own people were persistent in their follow-up efforts. You are displaying an admirable trait. It can help build common ground.

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9. “You probably work with an advisor already.”

Everyone has been asked “What do you do?” and before the words “financial advisor” leave your lips they have countered, “I have an advisor already.” By including this in your answer, you have taken the words out of their mouth! This should create a pause, allowing you to direct the conversation.

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10. “Successful people usually have that kind of relationship with their advisor.”

You want to approach a friend for business but feel awkward. You might say: “We have known each other ‘X’ years. I have never brought up business because I assumed you work with someone else already. They probably provide spectacular service and take great care of you. Successful people usually have that kind of relationship with their advisor.”

But then, you might add, “I thought we might spend a couple of minutes talking about what I do. If you ever come across a person with that kind of problem, you will know how I might be able to help them.” Your explanation might closely align to the friend’s situation. The third-party “help someone else” approach softens the situation.

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