How to Sell Like Bernie Madoff (but ethically)

A presentation by Frank RumbauskasNew York Times Best-Selling Author

Copyright 2012 by FJR Advisors. All Rights Reserved.

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.

Frank, how can I get more referrals?"

Frank, how can I get more referrals?"

Frank, how can I get more referrals?"

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.

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.

This is exactly how Bernie Madoff

reeled in his victims!

"BY REFERRAL ONLY"

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.

Nobody wants something that is readily available. 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.”

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...

What kind of horrible service is this

salesperson giving his customers that he has

to cold call?

Why doesn't he have any referrals?

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.

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