The Squeeze Play 

Produce the sense of urgency for joining but if you fail, kill the close and ask for referrals. Once you have seen the referrals and they are about to join, go to the original prospect and say: thank you for sending me Bob and Jim. They seem like they will do very well in this. Then say: it was that easy. Are you sure you don't want to look at this again, because they are joining and I'd like them to be under you in your team and not someone else's, since I "did" talk to you first!

This is a squeeze play and a powerful method of closing someone that was just sitting on the fence