"We have been in the direct sales business all our lives. We have never had a job
where we earned a set salary. We learned very early the principles of direct sales
and how to take a business from nothing to one that is strong, prosperous and very
successful. We learned the power of this program through trial and error. We knew,
as you know, that direct qualified referrals were the fastest and best way to build
any business."
What we learned was simple: Have you ever asked for referrals and received this
response - "Well, give me your card and I will pass your name along" or "I can’t
think of anyone right now but if I do I will let you know"? Asking like this will
simply yield marginal results. We learned that if we conducted quality research
on an individual and presented our clients with a short list of people that we thought
they would know, then our success would increase dramatically. In some cases instead
of receiving one or two referrals by simply asking or begging we would receive 20,
50 even 100’s of direct qualified referrals per call. When we presented the list
to a client after the sales call or perhaps on delivery of the product we would
say: "Mr. Prospect, I need your help. The only way my business grows and prospers
is by adding quality clients like you. Can you do me a favor and look at this list
I put together of people I thought you would know and put a check mark next to anyone
that you would NOT recommend that I call upon?" We would hand him the list and a
pencil and break eye contact while he looks through the list and checks anyone they
would NOT recommend, know or wish us to call upon. It works brilliantly!
- Founders, Karen Dillon & Mike Patterson