I explained that I wanted her to continue with us, but that I would not charge her during a trial period of our service of two weeks.  I told her that if she felt a benefit from our service at the end of that trial period, that she make a very, very small payment and continue for another two week trial period.  If we demonstrated a positive effect, then I wanted her to make one more very, very small payment, then we would re-evaluate her condition. 

(Story time).

I explained that I understood loss as my wife and I had recently lost our infant daughter.  I said that I believe there are circumstances in a person's life where you do something for someone because they need help and you are the only person who is in the exact position they need to help them, just as many people put forth help to me and my wife.   

I simply explained that I wanted to help her.

(Now I'm tugging on heart strings, big time empathy-building, and melting away any reactance or resistance.  She would really have to be a louse to refuse our service after this).

I then explained that she could return the favor very simply. 

If she felt a benefit from our service, I expected her to take a handful of my business cards and pass them onto friends who had similar problems as she, and  would benefit from our services.   And I wanted her to refer only two people by the end of the year.   That's it.  Nothing more.

I explained that by doing so, we help her, she helps us and we get to help someone else.   And in that way she fulfills any monetary obligation otherwise and could take our service with a clear conscience. 

The result: tears welled up in her eyes.  She was elated.  She took my offer.   And a stack of my business cards.

I couldn't have predicted what would happen next.

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