"Who do you know who . . .?" By using these five little words on a daily basis, they can help you build a large, successful business. Statistics show that most men and women over the age of 21 actually know more than 700 people! Amazing, isn't it? Yet most people never get beyond their own immediate circles of friends or relatives.

Asking for referrals-
Open your mouth and ask everyone you meet: "Who do you know who . . .?" Your hairdresser, bank teller, grocery store clerk, the receptionist at your dentist's office, the clerk at the video store. Be persistent. He more times you ask, the more opportunities you will create to generate interest in your company.

Don't give up. Remember, people's circumstances change, and although they may not be interested or know of someone to refer at this moment, they may be interested at a later time, or know of someone who is. Never end a conversation with someone without making an attempt at getting the name of someone else. Always get the referral.

Using the third-party approach is powerful-
I cannot stress enough how important it is to ask for referrals at every one of your shows. Research has clearly shown that people will tend to think harder about referrals when there is something "in it for them". Do a special drawing for a free gift for those who participate in "referral giving". Wrap a box with beautiful wrapping paper and ribbons and place the giveaway gift inside. (Boxes with lids work best, as you can wrap the box and lid separately and use the box over and over.)

Your dialogue could go as follows: "Ladies, I have built my business on referrals from people just like you, so please take a few minutes to write down the name or names of people you know who might be able to benefit from what my company has to offer." So think: "Who do you know who...could use some extra money?" "Who do you know who...is looking for a home-based business?" "Who do you know who...loves to have parties or shows?" "Who do you know who...would love to receive $150 or more in free product?" "Who do you know who...loves to decorate her home?" "Who do you know who...is fashion conscious?" "Who do you know who...would like to stay home with their kids?" "Who do you know who...knows a lot of people?"

You will be amazed at the number of referrals you will receive simply by taking three minutes at each show to do this special drawing. Many times the show attendees will write "me" on the blank line. You have to ask to get!

Most company door prize slips have a question to this effect: "Do you know anyone who might be interested?" But past experience reveals that show guests will leave that question blank unless they are specifically encouraged and assisted in answering it or prompted by special incentives.

Warm up your leads-
Make sure your "cold" leads are "warmed up" before you call. When someone offers you a referral, simply ask them to give the referred friend a quick call, letting her know that you will be calling. Give them the words to say: "I met this very nice lady last night and told her about you. I was very impressed with her and the company she represents, and I think you'll love the products! She'll be calling you."

This ensures that the person won't be surprised by your call, and will even be expecting it. Prospecting from these types of referrals is one of the simplest and most effective methods of introducing your business to others. You have a common denominator in the person who gave you the referral, and because of the mutual acquaintance, the referred person is usually more receptive because they respect their friend's opinion.

Making the call-
When engaging in a telephone conversation with a referral, it's important to "sell" the person on the other end of the phone on yourself and your sincerity. Do not attempt to obtain a commitment from the person over the telephone. You simply want to introduce yourself and to offer the opportunity to meet with you, so you can show your product. All offers of booking or recruiting opportunities would be made at the time of the actual meeting with the referral.

"Hello, (referral's name). This is (your name), with (your company). How are you (this morning, today, this evening)? Well, (referral's name), the reason I'm calling you is because (last night, this morning, yesterday, last week) your friend, (referrer's name), highly recommended that I call you. She thought that perhaps you might be interested in (your company) and what we have to offer. She said that you (have a warm, bubbly personality; are looking for a home-based business, love to decorate your home; are very fashion conscious; would love some free products; have experience in the type of work that I do, etc.)"

Remember, you are establishing a rapport. Just create the interest and engage in some "small talk" with your prospect. You might ask her about her family, her interests, etc. Try to identify how your opportunity might be able to fill her needs.

(State your intention.) "Well, (referral's name), what I'd like to do is simply have the opportunity to show you our line of (your products) and to share with you what our program has to offer. I'll also leave you with some literature. After we've gotten acquainted and if you like what you hear, we'll take it from there, okay?"

(Give some options.) "If we were going to get together this week, (referral's name), when would be best for you? Is the early part of the day better, or would the evening be more convenient? Can we meet at 7:00, or would 7:30 be easier for you? Would tomorrow be okay, or would the next day be better?"

(Set the location.) "Great! I've really enjoyed getting to know you a bit over the phone, and I'm looking forward to meeting you in person. Where would you like to meet, (referral's name)?"

Many times a prospect will invite you to her home; however, if that is inconvenient for her, she may offer the name of a local restaurant or other establishment. It is best to make sure it's a quiet place during a time that is not too busy, so interruptions will be limited. Wherever the location, be sure to obtain specific directions to assist you in arriving at the location on time.

Handling objections-
If the prospect is interested in the opportunity and asks questions or offers objections, the following dialogue could be helpful:

(If she has small children...) "That's why (your company) is such a great opportunity! The flexible hours can easily be worked around any present family obligations you may have."

(If she is already employed...) "That's okay because many of our representatives do this as a side job. Many of us work full-time jobs and have found that we can often make more money in our part-time businesses with (your company) than we do in our other full-time careers."

(If she has never done anything like this before or feels she couldn't do it, utilize the "feel, felt, found" principle.) "I understand just how you FEEL, because I FELT the same way. I FOUND that one of the benefits (your company) offers is a free training program, and once you've had the opportunity to attend the training class, you'll have all the knowledge you need to do a great job. And you are never in business alone. We have ongoing training available for everyone."

If the prospect wants to hear more about the opportunity you have to offer and you feel inexperienced in the interviewing process, be sure to ask your sponsor or manager to accompany you. You can utilize this time to observe the procedure. If you are new to a company, you could also ask to spend time with your sponsor or manager to learn how to effectively make these follow-up calls and how to conduct interviews. Perhaps you could observe him/her make a call or two and then you could give it a try.

Expect success!
When you go to a show, always be thinking about whom you're going to meet that will book a show or join your business. And be creative outside of your shows. When you go to the mall, grocery store, drug store, dry cleaners or video store, go there deliberately to make a sale, get a booking or share your business!

After every show, call each customer who placed an outside order. Thank her for her order and ask if she is interested in taking advantage of your hostess program. Explain that your hostess needs only one more booking to receive her extra credit. If she is interested, great! Select a date. If she is not, ask for the referral. "Who do you know who...might be interested in getting some free products?" "Who else do you know?"

Imagine the potential!
Once you have learned the basic principles of obtaining referrals, you will acquire the ability to introduce new people to your business on a daily basis. Think about the population of your local area. How many people there have you talked to? Imagine the potential! Mastering the basics merely becomes a matter of "stacking the odds" in your favor.

In 2003, let those five little words "Who do you know who..." work for you! Remember: the more people you talk to, the more success you will have! It's as simple as that!