Joe Girard is in the Guinness Book of World Records as the greatest salesman in the world. For over 12 years in a row, he sold an average of 5 Chevy's a day. People asked him his secret and he said it was prospecting. He went to a funeral and noticed a lot of people, so he asked the funeral director how many people came to the average funeral. The funeral director said 250. He went to a wedding and discovered the same scenario. So he figured that in a person's life, they had a sphere of influence of 250 people. It was his job as a salesperson to put these people on his Ferris wheel.
H prospected and bird dogged like crazy. He was a big Detroit Tigers Baseball fan and would fill his pockets with his business cards and when some one hit a home run he would say "Yeah!" and throw his cards in the air. He would do anything to get in front of a qualified referral.
We need to prospect our clients, get these 250 people and deal with more qualified referrals on a consistent basis.
- Stories and Anecdotes