[andrewcross]

This:

“It seems like we're a great fit. I'm excited. Before we go any further exploring a potential deal I want to bring up that we're fully focused on building world class technology and on servicing and supporting our customers to massive success. What that means is that we're not investing in marketing and sales as heavily because our happy customers are referring us to others who could benefit from our product. Does that sound like a fair arrangement to you?”

What a great way to phrase the ask. Switches from you pressuring them for the referral to making them want to help.

[hajrice]

This is very typical way of approaching sales and arrangements in the sales world. Sandler sales and a lot of other sales techniques / principles apply this, and I've seen it work wonders

[notastartup]

Reading through that phrase makes me want to help the little guy out and surprise, if it works on me, it must work on at least others.