SlideShare ist ein Scribd-Unternehmen logo
1 von 16
A presentation by
Frank Rumbauskas
New York Times Best-Selling Author



How to Sell
Like Bernie Madoff
(but ethically)
 Copyright 2012 by FJR Advisors. All Rights Reserved.
Frank, how can                                                 Frank, how can
  I get more                                                     I get more
  referrals?"                                                    referrals?"




                                                               Frank, how can
                                                                 I get more
                                                                 referrals?"

 Last month I got to facilitate a roundtable meeting of salespeople, one of
 my favorite activities - I enjoy the intimate setting and personal interaction
 far more than being on a seminar stage in front of a large group.
The best way to get
  referrals is to create a
'referral-only' alter-ego.




I gave the same answer as always, but what
came after is what really surprised me.
The best way to get
  referrals is to create a
'referral-only' alter-ego.    Create a complete image of a
                             salesperson who only works by
                                 referral, complete with a
                              separate set of business cards
                             with the words "by referral only"
                                    below your name.




I gave the same answer as always, but what
came after is what really surprised me.
This is exactly how
Bernie Madoff
   reeled in his
     victims!
Madoff used the:




method to persuade people to hand over millions of
dollars to a complete stranger!
Why is it so
powerful?
Simple:
Because people want
what they can't have.

People crave exclusivity.
“I know from experience that I can
                             send out a free e-book or MP3 to my
                             email subscriber list and I receive
                             almost zero feedback on it, because
                             people don't bother with them -
                             because they're free.”



Nobody wants something that is readily available.
That's why anything free is generally not
appreciated.
But if I take the
same e-book or
MP3 and put a
price on it -
even a low
price like $20 -
suddenly
everyone who
downloads it
dives in and
actually reads
or listens to it.
“By referral only" selling method…

Creates the perception that you are in extremely
high demand, and people will start clamoring to
get an appointment with you.

By contrast, cold calling is the "free" version in
this example. Cold calling has the lowest
percentage of sales call success for many
reasons; one of those reasons is because it
shows that you have zero demand.
If you're cold
calling
people at
random, you
have no
exclusivity.
Anyone can
get an
appointment
with you,
and YOU will
take an
appointment
with anyone!
And that's only where the negative
perceptions begin...
                                If they're so broke that they can't
                              afford decent marketing and have to
   Why doesn't he                force their reps to cold call, they
     have any                  probably won't be in business long
     referrals?                    enough to stand behind their
                                             products.




    What kind of horrible
        service is this                                      What's wrong
    salesperson giving his                                     with that
    customers that he has                                     company?
         to cold call?
And this is just the beginning.

Always remember that people want exclusivity.

Create the perception that someone cannot have
something, and they will fight tooth & nail to get it.
Avoid sales activities like cold calling that lower your
perceived value, and stick with strategies like the "by
referral method" that create an aura of high value
around you.
Do that, and watch how
quickly your success
rate increases.
Thank You For Reading!




For a FREE 37-page PDF preview of the Never
      Cold Call Again system, please visit
           www.nevercoldcall.com

Weitere ähnliche Inhalte

Was ist angesagt?

What's the use of social media?
What's the use of social media?What's the use of social media?
What's the use of social media?Matt Lawton
 
Ppt slide share_4 traps
Ppt slide share_4 trapsPpt slide share_4 traps
Ppt slide share_4 trapsFanny Myth
 
Facebook for Business
Facebook for BusinessFacebook for Business
Facebook for Businesssailkat
 
Personal Branding in the Digital Age
Personal Branding in the Digital AgePersonal Branding in the Digital Age
Personal Branding in the Digital AgeDigital Consultant
 
smAlbany 2013 5 ways to get more leads mannix marketing
smAlbany 2013 5 ways to get more leads mannix marketingsmAlbany 2013 5 ways to get more leads mannix marketing
smAlbany 2013 5 ways to get more leads mannix marketingLiberteks
 
Storytelling for Branding
Storytelling for BrandingStorytelling for Branding
Storytelling for Brandingyrotsduol
 
How to write ad copy that sells like crazy
How to write ad copy that sells like crazyHow to write ad copy that sells like crazy
How to write ad copy that sells like crazyrex666
 
Superman viral resume
Superman viral resumeSuperman viral resume
Superman viral resumeJarkko Sjöman
 
Interviewing Experts
Interviewing ExpertsInterviewing Experts
Interviewing ExpertsJim Green
 
Personal Branding - IBMSTAFA
Personal Branding - IBMSTAFAPersonal Branding - IBMSTAFA
Personal Branding - IBMSTAFAIBrahim Mostafa
 
Market like a true rock star on social media
Market like a true rock star on social mediaMarket like a true rock star on social media
Market like a true rock star on social mediaShalena Broaster
 
Identify before you Amplify
Identify before you AmplifyIdentify before you Amplify
Identify before you AmplifyKathy Bass
 
5 Awesome Facebook Post Ideas
5 Awesome Facebook Post Ideas 5 Awesome Facebook Post Ideas
5 Awesome Facebook Post Ideas David Cronk
 
Facebook intermediate class ads part 2
Facebook intermediate class ads part 2Facebook intermediate class ads part 2
Facebook intermediate class ads part 2Molly O'Kane
 
20 Ideas for Marketing Your Business with Social Media
20 Ideas for Marketing Your Business with Social Media20 Ideas for Marketing Your Business with Social Media
20 Ideas for Marketing Your Business with Social MediaSarah Page
 
When Bad Reviews Happen To Good Companies
When Bad Reviews Happen To Good CompaniesWhen Bad Reviews Happen To Good Companies
When Bad Reviews Happen To Good CompaniesAngelsmith, Inc.
 

Was ist angesagt? (20)

What's the use of social media?
What's the use of social media?What's the use of social media?
What's the use of social media?
 
Managing hotel reputation * bad reviews
Managing hotel reputation * bad reviewsManaging hotel reputation * bad reviews
Managing hotel reputation * bad reviews
 
Ppt slide share_4 traps
Ppt slide share_4 trapsPpt slide share_4 traps
Ppt slide share_4 traps
 
Facebook for Business
Facebook for BusinessFacebook for Business
Facebook for Business
 
Personal Branding in the Digital Age
Personal Branding in the Digital AgePersonal Branding in the Digital Age
Personal Branding in the Digital Age
 
smAlbany 2013 5 ways to get more leads mannix marketing
smAlbany 2013 5 ways to get more leads mannix marketingsmAlbany 2013 5 ways to get more leads mannix marketing
smAlbany 2013 5 ways to get more leads mannix marketing
 
Storytelling for Branding
Storytelling for BrandingStorytelling for Branding
Storytelling for Branding
 
How to write ad copy that sells like crazy
How to write ad copy that sells like crazyHow to write ad copy that sells like crazy
How to write ad copy that sells like crazy
 
FB-citylit
FB-citylitFB-citylit
FB-citylit
 
Superman viral resume
Superman viral resumeSuperman viral resume
Superman viral resume
 
Interviewing Experts
Interviewing ExpertsInterviewing Experts
Interviewing Experts
 
Personal Branding - IBMSTAFA
Personal Branding - IBMSTAFAPersonal Branding - IBMSTAFA
Personal Branding - IBMSTAFA
 
Market like a true rock star on social media
Market like a true rock star on social mediaMarket like a true rock star on social media
Market like a true rock star on social media
 
Gender Marketing Part 2 of 2
Gender Marketing Part 2 of 2Gender Marketing Part 2 of 2
Gender Marketing Part 2 of 2
 
The Dirty Little Secret
The Dirty Little SecretThe Dirty Little Secret
The Dirty Little Secret
 
Identify before you Amplify
Identify before you AmplifyIdentify before you Amplify
Identify before you Amplify
 
5 Awesome Facebook Post Ideas
5 Awesome Facebook Post Ideas 5 Awesome Facebook Post Ideas
5 Awesome Facebook Post Ideas
 
Facebook intermediate class ads part 2
Facebook intermediate class ads part 2Facebook intermediate class ads part 2
Facebook intermediate class ads part 2
 
20 Ideas for Marketing Your Business with Social Media
20 Ideas for Marketing Your Business with Social Media20 Ideas for Marketing Your Business with Social Media
20 Ideas for Marketing Your Business with Social Media
 
When Bad Reviews Happen To Good Companies
When Bad Reviews Happen To Good CompaniesWhen Bad Reviews Happen To Good Companies
When Bad Reviews Happen To Good Companies
 

Ă„hnlich wie How To Sell Like Bernie Madoff - Ethically

Effective Networking and Business Development Skills
Effective Networking and Business Development Skills Effective Networking and Business Development Skills
Effective Networking and Business Development Skills Peter Cosgrove
 
How to Reach Decision Makers
How to Reach Decision MakersHow to Reach Decision Makers
How to Reach Decision MakersBase CRM
 
Networking training
Networking trainingNetworking training
Networking trainingNRFSlideshare
 
The Most Powerful Magnet | Richard Tan Success Resources
The Most Powerful Magnet | Richard Tan Success ResourcesThe Most Powerful Magnet | Richard Tan Success Resources
The Most Powerful Magnet | Richard Tan Success Resourcessuccessresources1
 
Build your brand on the job - Workfront LEAP 2016
Build your brand on the job - Workfront LEAP 2016Build your brand on the job - Workfront LEAP 2016
Build your brand on the job - Workfront LEAP 2016Terri Trespicio
 
Personal Branding - AMA 8-2012
Personal Branding - AMA 8-2012Personal Branding - AMA 8-2012
Personal Branding - AMA 8-2012Mark Zmarzly
 
How Does A Person Get Over 500 Referrals Per Year?
 How Does A Person Get Over 500 Referrals Per Year? How Does A Person Get Over 500 Referrals Per Year?
How Does A Person Get Over 500 Referrals Per Year?Phil Caulfield
 
Seven Levels of Communication Class Presentation
Seven Levels of Communication Class PresentationSeven Levels of Communication Class Presentation
Seven Levels of Communication Class PresentationRichard Smith
 
21.10.10 everything you wanted to know about marketing (Weymouth, Dorset)
21.10.10 everything you wanted to know about marketing (Weymouth, Dorset)21.10.10 everything you wanted to know about marketing (Weymouth, Dorset)
21.10.10 everything you wanted to know about marketing (Weymouth, Dorset)Business Link South West - Events
 
Your Online Strategy for 2010
Your Online Strategy for 2010Your Online Strategy for 2010
Your Online Strategy for 2010Gihan Perera
 
4 Ways to Charge More & Boost Your Sales Now
4 Ways to Charge More & Boost Your Sales Now4 Ways to Charge More & Boost Your Sales Now
4 Ways to Charge More & Boost Your Sales NowZak Mustapha
 
McGill - April 16
McGill - April 16McGill - April 16
McGill - April 16Nicolas Bohly
 
The Buyer Persona Manifesto, 2nd Edition
The Buyer Persona Manifesto, 2nd EditionThe Buyer Persona Manifesto, 2nd Edition
The Buyer Persona Manifesto, 2nd EditionBuyer Persona Institute
 
Successful Networking
Successful NetworkingSuccessful Networking
Successful Networkingdanealle
 
healthydistrustforauthority
healthydistrustforauthorityhealthydistrustforauthority
healthydistrustforauthoritymrb205
 

Ă„hnlich wie How To Sell Like Bernie Madoff - Ethically (20)

Effective Networking and Business Development Skills
Effective Networking and Business Development Skills Effective Networking and Business Development Skills
Effective Networking and Business Development Skills
 
Productive Network Meetings
Productive Network MeetingsProductive Network Meetings
Productive Network Meetings
 
How to Reach Decision Makers
How to Reach Decision MakersHow to Reach Decision Makers
How to Reach Decision Makers
 
Networking training
Networking trainingNetworking training
Networking training
 
The Most Powerful Magnet | Richard Tan Success Resources
The Most Powerful Magnet | Richard Tan Success ResourcesThe Most Powerful Magnet | Richard Tan Success Resources
The Most Powerful Magnet | Richard Tan Success Resources
 
Build your brand on the job - Workfront LEAP 2016
Build your brand on the job - Workfront LEAP 2016Build your brand on the job - Workfront LEAP 2016
Build your brand on the job - Workfront LEAP 2016
 
Personal Branding - AMA 8-2012
Personal Branding - AMA 8-2012Personal Branding - AMA 8-2012
Personal Branding - AMA 8-2012
 
How Does A Person Get Over 500 Referrals Per Year?
 How Does A Person Get Over 500 Referrals Per Year? How Does A Person Get Over 500 Referrals Per Year?
How Does A Person Get Over 500 Referrals Per Year?
 
Seven Levels of Communication Class Presentation
Seven Levels of Communication Class PresentationSeven Levels of Communication Class Presentation
Seven Levels of Communication Class Presentation
 
21.10.10 everything you wanted to know about marketing (Weymouth, Dorset)
21.10.10 everything you wanted to know about marketing (Weymouth, Dorset)21.10.10 everything you wanted to know about marketing (Weymouth, Dorset)
21.10.10 everything you wanted to know about marketing (Weymouth, Dorset)
 
How To Hunt A Moving Target
How To Hunt A Moving TargetHow To Hunt A Moving Target
How To Hunt A Moving Target
 
Your Online Strategy for 2010
Your Online Strategy for 2010Your Online Strategy for 2010
Your Online Strategy for 2010
 
4 Ways to Charge More & Boost Your Sales Now
4 Ways to Charge More & Boost Your Sales Now4 Ways to Charge More & Boost Your Sales Now
4 Ways to Charge More & Boost Your Sales Now
 
Everything you wanted to know about marketing DORSET
Everything you wanted to know about marketing DORSETEverything you wanted to know about marketing DORSET
Everything you wanted to know about marketing DORSET
 
McGill - April 16
McGill - April 16McGill - April 16
McGill - April 16
 
Branding and Social Media
Branding and Social MediaBranding and Social Media
Branding and Social Media
 
The Buyer Persona Manifesto, 2nd Edition
The Buyer Persona Manifesto, 2nd EditionThe Buyer Persona Manifesto, 2nd Edition
The Buyer Persona Manifesto, 2nd Edition
 
Successful Networking
Successful NetworkingSuccessful Networking
Successful Networking
 
healthydistrustforauthority
healthydistrustforauthorityhealthydistrustforauthority
healthydistrustforauthority
 
12.5 Principles of Sales Greatness from the Little Red Book of Selling
12.5 Principles of Sales Greatness from the Little Red Book of Selling12.5 Principles of Sales Greatness from the Little Red Book of Selling
12.5 Principles of Sales Greatness from the Little Red Book of Selling
 

KĂĽrzlich hochgeladen

0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdfRenandantas16
 
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...Aggregage
 
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...rajveerescorts2022
 
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League CityHow to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League CityEric T. Tung
 
Pharma Works Profile of Karan Communications
Pharma Works Profile of Karan CommunicationsPharma Works Profile of Karan Communications
Pharma Works Profile of Karan Communicationskarancommunications
 
Grateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdfGrateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdfPaul Menig
 
Call Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine ServiceCall Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine Serviceritikaroy0888
 
The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case studyThe Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case studyEthan lee
 
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLMONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLSeo
 
Famous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st CenturyFamous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st Centuryrwgiffor
 
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756dollysharma2066
 
Value Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and painsValue Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and painsP&CO
 
7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...Paul Menig
 
Call Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116  - With room ServiceCall Girls in Gomti Nagar - 7388211116  - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room Servicediscovermytutordmt
 
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfAdmir Softic
 
It will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 MayIt will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 MayNZSG
 
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service AvailableCall Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service AvailableDipal Arora
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesDipal Arora
 

KĂĽrzlich hochgeladen (20)

0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf0183760ssssssssssssssssssssssssssss00101011 (27).pdf
0183760ssssssssssssssssssssssssssss00101011 (27).pdf
 
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
The Path to Product Excellence: Avoiding Common Pitfalls and Enhancing Commun...
 
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
👉Chandigarh Call Girls 👉9878799926👉Just Call👉Chandigarh Call Girl In Chandiga...
 
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
VVVIP Call Girls In Greater Kailash ➡️ Delhi ➡️ 9999965857 🚀 No Advance 24HRS...
 
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League CityHow to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League City
 
Pharma Works Profile of Karan Communications
Pharma Works Profile of Karan CommunicationsPharma Works Profile of Karan Communications
Pharma Works Profile of Karan Communications
 
Grateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdfGrateful 7 speech thanking everyone that has helped.pdf
Grateful 7 speech thanking everyone that has helped.pdf
 
Call Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine ServiceCall Girls In Panjim North Goa 9971646499 Genuine Service
Call Girls In Panjim North Goa 9971646499 Genuine Service
 
The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case studyThe Coffee Bean & Tea Leaf(CBTL), Business strategy case study
The Coffee Bean & Tea Leaf(CBTL), Business strategy case study
 
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRLMONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
MONA 98765-12871 CALL GIRLS IN LUDHIANA LUDHIANA CALL GIRL
 
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabiunwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
 
Famous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st CenturyFamous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st Century
 
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
FULL ENJOY Call Girls In Majnu Ka Tilla, Delhi Contact Us 8377877756
 
Value Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and painsValue Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and pains
 
7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...7.pdf This presentation captures many uses and the significance of the number...
7.pdf This presentation captures many uses and the significance of the number...
 
Call Girls in Gomti Nagar - 7388211116 - With room Service
Call Girls in Gomti Nagar - 7388211116  - With room ServiceCall Girls in Gomti Nagar - 7388211116  - With room Service
Call Girls in Gomti Nagar - 7388211116 - With room Service
 
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdfDr. Admir Softic_ presentation_Green Club_ENG.pdf
Dr. Admir Softic_ presentation_Green Club_ENG.pdf
 
It will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 MayIt will be International Nurses' Day on 12 May
It will be International Nurses' Day on 12 May
 
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service AvailableCall Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
Call Girls Pune Just Call 9907093804 Top Class Call Girl Service Available
 
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best ServicesMysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
Mysore Call Girls 8617370543 WhatsApp Number 24x7 Best Services
 

How To Sell Like Bernie Madoff - Ethically

  • 1. A presentation by Frank Rumbauskas New York Times Best-Selling Author How to Sell Like Bernie Madoff (but ethically) Copyright 2012 by FJR Advisors. All Rights Reserved.
  • 2. Frank, how can Frank, how can I get more I get more referrals?" referrals?" Frank, how can I get more referrals?" Last month I got to facilitate a roundtable meeting of salespeople, one of my favorite activities - I enjoy the intimate setting and personal interaction far more than being on a seminar stage in front of a large group.
  • 3. The best way to get referrals is to create a 'referral-only' alter-ego. I gave the same answer as always, but what came after is what really surprised me.
  • 4. The best way to get referrals is to create a 'referral-only' alter-ego. Create a complete image of a salesperson who only works by referral, complete with a separate set of business cards with the words "by referral only" below your name. I gave the same answer as always, but what came after is what really surprised me.
  • 5. This is exactly how Bernie Madoff reeled in his victims!
  • 6. Madoff used the: method to persuade people to hand over millions of dollars to a complete stranger!
  • 7. Why is it so powerful?
  • 8. Simple: Because people want what they can't have. People crave exclusivity.
  • 9. “I know from experience that I can send out a free e-book or MP3 to my email subscriber list and I receive almost zero feedback on it, because people don't bother with them - because they're free.” Nobody wants something that is readily available. That's why anything free is generally not appreciated.
  • 10. But if I take the same e-book or MP3 and put a price on it - even a low price like $20 - suddenly everyone who downloads it dives in and actually reads or listens to it.
  • 11. “By referral only" selling method… Creates the perception that you are in extremely high demand, and people will start clamoring to get an appointment with you. By contrast, cold calling is the "free" version in this example. Cold calling has the lowest percentage of sales call success for many reasons; one of those reasons is because it shows that you have zero demand.
  • 12. If you're cold calling people at random, you have no exclusivity. Anyone can get an appointment with you, and YOU will take an appointment with anyone!
  • 13. And that's only where the negative perceptions begin... If they're so broke that they can't afford decent marketing and have to Why doesn't he force their reps to cold call, they have any probably won't be in business long referrals? enough to stand behind their products. What kind of horrible service is this What's wrong salesperson giving his with that customers that he has company? to cold call?
  • 14. And this is just the beginning. Always remember that people want exclusivity. Create the perception that someone cannot have something, and they will fight tooth & nail to get it. Avoid sales activities like cold calling that lower your perceived value, and stick with strategies like the "by referral method" that create an aura of high value around you.
  • 15. Do that, and watch how quickly your success rate increases.
  • 16. Thank You For Reading! For a FREE 37-page PDF preview of the Never Cold Call Again system, please visit www.nevercoldcall.com

Hinweis der Redaktion

  1. Last month I got to faciliate a roundtable meeting of salespeople, one of my favorite activities - I enjoy the intimate setting and personal interaction far more than being on a seminar stage in front of a large group.One of the most frequently asked questions came up: "Frank, how can I get more referrals?"
  2. I gave the same answer as always, but what came after is what really surprised me. I told him that the best way to get referrals is to create a 'referral-only' alter-ego. Create a complete image of a salesperson who only works by referral, complete with a separate set of business cards with the words "by referral only" below your name.
  3. I gave the same answer as always, but what came after is what really surprised me. I told him that the best way to get referrals is to create a 'referral-only' alter-ego. Create a complete image of a salesperson who only works by referral, complete with a separate set of business cards with the words "by referral only" below your name.
  4. Surprised, I went back to my office after and read up on Madoff, since I know little about him and his scam. And, sure enough, it's true: Madoff used the "by referral only" method to persuade people to hand over millions of dollars to a complete stranger!
  5. This was very revealing to me, for the fact that I'm a fan of American Greed on CNBC, particularly the programs on Ponzi schemes. I'm not fascinated by the schemers themselves, but rather on how anyone in their right mind could possibly give a total stranger a check for their entire life savings. As a sales expert, I figured if I could find the answer to this, I'd have the most powerful sales technique in the world in my hands.And, sure enough, the technique that Madoff - and many other Ponzi schemers - use is the "by referral only" method. Why is it so powerful?
  6. Simple: Because people want what they can't have. People crave exclusivity.
  7. Nobody wants something that is readily avaiable. That's why anything free is generally not appreciated. I know from experience that I can send out a free e-book or MP3 to my email subscriber list and I receive almost zero feedback on it, because people don't bother with them - because they're free.
  8. But if I take the same e-book or MP3 and put a price on it - even a low price like $20 - suddenly everyone who downloads it dives in and actually reads or listens to it.
  9. The "by referral only" selling method takes this to an extreme and creates the perception that you are in extremely high demand, and people will start clamoring to get an appointment with you.By contrast, cold calling is the "free" version in this example. Cold calling has the lowest percentage of sales call success for many reasons; one of those reasons is because it shows that you have zero demand.
  10. If you're cold calling people at random, you have no exclusivity. Anyone can get an appointment with you, and YOU will take an appointment with anyone!
  11. And that's only where the negative perceptions begin. I know that when I'm on the receiving end of a cold call, some of the thoughts that run through my mind are, "What kind of horrible service is this salesperson giving his customers that he has to cold call? Why doesn't he have any referrals?"Or, "What's wrong with that company? If they're so broke that they can't afford decent marketing and have to force their reps to cold call, they probably won't be in business long enough to stand behind their products."
  12. And this is just the beginning.Always remember that people want exclusivity. Create the perception that someone cannot have something, and they will fight tooth & nail to get it. Avoid sales activities like cold calling that lower your perceived value, and stick with strategies like the "by referral method" that create an aura of high value around you.
  13. Do that, and watch how quickly your success rate increases.