How NOT To Lose

I work for a living making photos, most of the time. My specialties were construction photography and events. A week ago, somebody called me to photograph a wedding. I don't do weddings, I had the choice of:

1. Sorry, we don't do weddings and hang up the phone.
2. Sorry, we don't do weddings. On the other hand, Martha specializes in weddings, her number is:... Oh by the way, when you call her, could you please mention that I gave you her name and number, that'd be appreciated.

I chose the second one and recommended another photographer. Why?

• I was not going to get that job. I don't photograph weddings.
• What were the chances that they would have bought the photo of a construction crane? Zero, none, nada.
• What were the chances that they would have asked me to document the construction of their new house? Zero, none, nada.
• If Martha gets the job, she will owe me a big one. I will be asking her about it the next time I see her.
• If Martha doesn't get the job, she will owe me one. I did pass her name and phone number.
• The "could have been" a customer may remember me as a helpful person.
• Martha will remember me as a helpful person, I will make sure of that.