Get Referrals For A Discount
In this short instructional segment, Shanli Liu, CPA, CTP, explains a practical negotiation technique for small‑business owners who want to close a sale at a lower price while also generating new leads. The core idea is to offer a discount in exchange for a set number of referrals (typically three). The speaker outlines how to frame the offer ethically—maintaining consistent pricing for all customers—by adding the referral request as an additional term of the sale. By starting with a request for three referrals for a $100 discount, the seller creates a negotiation chip; the buyer may negotiate down to two referrals, providing flexibility that helps close the deal and potentially adds two new customers. The advice emphasizes using referrals as leverage, preserving price integrity, and turning each transaction into a lead‑generation opportunity.
