… spent 15 minutes talking to one of my newsletter readers

who called looking for help with his web site. He was “hoping I do web sites.”

I don’t.

But it was interesting to me that this guy wanted to hire me because he feels that he already knows, likes and trusts me. That’s huge. I could sell this guy practically anything right now – if he had a need and I offered the service – from painting his house to selling a car to building his web site – he’s ready to buy from me. That’s the benefit of relationship first.

I referred him to a colleague who does web sites. That helps him; that strengthens my relationship with the colleague. Both of which, ultimately, help me.