Congratulations on your inclusion in this month’s Carnival of Trust. I thoroughly enjoyed reading your post, and am embarrassed to say I don’t believe I have run across you previously (I say “don’t believe” because it could always be a memory thing!).

A couple of related comments, if I may.

I suggest to my clients that they be quite definitive in their request for referrals; not just polite and careful, but more along the lines of, “Listen, I think we have worked out well together so far. If this continues, then I am going to ask you a serious favor at some point, and that favor is to ask you to refer me to 1-2 other people. Of course I would never want you to act against your will–but if I feel we’re doing well, I will ask you if you would be willing.” The intent here is to be very transparent about the (presumably mutual) power and significance of the relationship.

I couldn’t agree more with you about all the statistics about the relative power of referrals (or repeat business, where the power is even greater) and of relationship-driven sales in general.

By the way, I am author of Trust-based Selling, a book which I’m suspect you’d find quite aligned with your own instincts.

Again, congratulations on inclusion in the carnival.