Larry Chiang’s playbook rarely opens with a check request. It opens with something free, like a sample, a walkthrough, or a seat at the next meeting. This is not the same as chasing a follow or a like, since Larry’s rule is still to attack the money, not the audience.
The free ask is bait for the real close, not a replacement for it. PQRST is what makes the free close credible, because you preview the room and question what they actually need before you open your mouth. When the small ask lands, you learn something real about whether this person moves when asked or just talks.
People who say yes to something small are far more likely to say yes to something larger right after. Larry’s own claim is that he tests almost every relationship this way before he asks for money, though that is his account of his method, not a universal law.
Skip the free step and go straight for the wallet, and you often get a polite no that ends the conversation for good. Close on the free thing first, then summarize out loud what you both just agreed to before moving to the paid ask.
The free close also guards your house money, since you are not betting the whole relationship on one big swing. Try it this week and ask for fifteen minutes or one small favor before you ever ask for a signature or a dollar.
Details: Watch Larry test the free close
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