Inexperienced at selling, some professionals struggle to find the words to use to introduce a colleague. Of course, given enough time they could, but the opportunity usually comes unexpectedly, offering no chance to prepare. Once it passes, the professional forgets the need to prepare in the frenzy of client work, until, too late, the client springs another opportunity on him.Here is some language you can adapt to your needs. Once you have revised them to better fit your circumstances, practice them five or six times over the next two days. Then review them once a month until the opportunity to use them with a client welds them to your memory:

Sample Language #1

I sense this is important and urgent. Could I make a suggestion? Two of our partners are extremely knowledgeable on this subject, having helped such companies as A, B and C. You’ve been a good client, and I would like to arrange a meeting with one or both of them to share with you some of the experiences other companies have had and what they learned about dealing with it. Of course, they would very much like to work with you on this matter, but both take the long view about marketing and would want you to come away from the meeting feeling glad you spent the time, regardless of whether you chose to work with them or not.

Sample Language #2

On this matter we can do a better job for you if I bring in Richard Sanchez from our XYZ Practice. He is extremely knowledgeable in this area and, I think, would fit well with your people. I will bring him with me next week, if that’s okay with you.

Sample Language #3

Part of my job is to share with you things that we see in the marketplace that it might benefit you to hear about or about which we can bring a different point of view. Kathy Kelly of our XYZ practice has developed some fascinating insights into the recent movement towards ABC. Would you be interested in hearing what she has to say?.

Is there any language that you have heard or that you use that works well and that you would like to share?

This entry was posted on Tuesday, September 4th, 2007 at 7:40 am and is filed under Cross-selling. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.