Most speakers build their business through referrals from one client to another. Yet most speakers don’t know how to harvest referrals from their clients. Here's an effective way to get lots of business...

Mitch Axelrod taught me this system a decade ago. Mitch points out that it's not just the questions, but the sequence in which they’re asked that makes this work.

First ask, "Will you help me know how to help you more effectively? I learn how to serve you better when you help me with a few specifics."

5. "Why did you buy from me?" You'll learn the reasons, their feelings, and your benefits. Often they will describe things that you didn't consider to be important.

4. "How do you feel about the work I've done?" This open question explores the most powerful motivator, feelings. You can compare their feelings with how you want people to feel when you work with them.

3. "What are you satisfied with or pleased about?" These are things that are likely to please other clients. They are also the things you can do to resell this client next time.

2. "What would you change or do differently if you had to do it all over again?" You'll learn the things that are keeping you from getting speaking engagements with other people. This question can make you lots of money!

1. "How can I better serve you in the future?" Now you know how to sell more of your services to them.

And now, the last, and most important step. They've just been reminded how well you've served them, so ask for the referral. "I'd rather serve my current customers than search for new ones. So, can you help me with my search? Would you be willing to introduce me to three people who I can serve like I've served you?"