GET YOUR CLIENTS TO MAKE YOUR APPOINTMENTS FOR YOU
This is a lot simpler than it seems. Once your client has passed on their referrals (the names and phone numbers of their friends), simply ask them to call a few of these and help you make an appointment with them.
Then once they begin the conversation with their friends, ask them to give you the telephone and simply make the appointment. But never talk price at this point, not even as a ball-park figure. If the referral buys from you, drop around with a few bottles of beer or a bottle of scotch – stay around for a cup of tea, or coffee, or even a soft drink. But don’t drink the grog. It’s their reward – let them enjoy and appreciate it on their own.