Many years ago, in his bestselling, How to Sell Anything to Anybody, Joe Girard provided what he called his Law of 250. This basically says that most of us know about 250 people.
Joe knows from whence he speak. He was named by the Guinness Book of World Records as “The Greatest Salesman in The World” for 12 years in a row after having sold more cars than anyone else on the planet. And, we’re not talking fleet sales, but individual, new car sales. WOW! And, he did this via relationship-building and lots and lots of referrals.
In a recent tweet, referring to the many connections people have on Twitter he wrote:
“The law of 250 may be even more now with the internet! Think of all the people waiting to be impacted in a positive way.”
Of course, Joe being quite savvy, he knows that most of the people with whom we are connected or with whom we are “friends” are not people who we could genuinely say are true friends. However, many of them are…virtually or not. I’ll go so far as to say that some of the people I treasure most as friends I either met first on Twitter or Facebook, or have met only on Twitter or Facebook!
Social Media certainly provides us with the opportunity to get to know people we most likely would never have had the opportunity to meet had it not been for these platforms. The key however (in my opinion), is understanding that every component of building a true and value-based friendship and/or business relationship holds just as true online as offline. Quantity does not necessarily equal quality.
It still comes down to, “All things being equal, people will do business with, and refer business to, those people they know, like and trust.”
So, while having 35,000 or 100,000 or 15,673 or 2,175 connections on Twitter and 3,017 “friends” on Facebook doesn’t tell the whole story, it certainly provides an opportunity to provide value to the lives of more people than we might have otherwise.
And, as Joe suggests: “Think of all the people waiting to be impacted in a positive way.”
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So true~quality, not quantity.
As I shared with you the other day~I’m starting to lose count (but never appreciation) of all the awesome people I have “met” that track back to you. Some because I read their post that you mentioned on FB or Twitter. Others because they read my post that you mentioned on FB or Twitter. Others because they did an interview with you. Some of them offer something I want. Some of them want something I offer. And all of them have enriched my day. Some have enriched my life. And some have become dear friends.
Today I will “think of all the people waiting to be impacted in a positive way” and as always…that leads me back to thinking about and appreciating you 🙂
Thank you, Linda. There’s a reason you’ve been able to cultivate relationships with those people once you’ve met them. That reason, of course, is YOU. 🙂
For me, using online social sites is an integral part of expanding my circle of friends, but the real value is when I take the time to get to really know people in “real life”. I love meeting people and getting to know them, then finding common ground and building upon it. As you have so often said, it starts with listening and giving. Many times I’m able to make connections between friends because I know what they are genuinely interested in and where their needs are.
Thank you, Debbi. And you are terrific at all of that!
Brian, thank you, my friend. And, you meant “connect” – not “collect” right? LOL
Gina, that’s very kind of you. I hope your buds enjoy the article! 🙂
Terrific post Bob! I often speak with people who limit the number of connections on the social media networks. To know five top level people, one can’t be limited to meeting just five people. The more we meet, the more we get to choose from, and be chosen by. As a person who collects people, I find these sites heavenly.
Very well put! This is the exact topic I was stressing to my team in my September newsletter. Always treat people as if they have a sign around their neck, “I am someone special!”, because they absolutely are! Thank you, Bob. I will direct my “friends” and “followers” to this article — today. =)
Thanks Bob. No, actually I did mean collect. Through years of collecting people I not only have a growing list of connections, but also have a growing family of close associations through those connections. Of the finer things of this world, people are the finest.
Sounds great to me. Now I understand! Personally, I have a collection of wooden eagle statues. But, collecting people is good, too. 😉 😉 LOL, no, I do understand completely.
I love that he says, “Think of all the people waiting to impacted in a positive way.” I use this way of thinking, as I am learning to get out of my own way. And like you and John David have so brilliantly taught in your new book, IT’S NOT ABOUT ME, it’s just through me. If somebody reading this hasnt already ordered this book, here is the link:
http://www.amazon.com/Its-Not-About-You-Business/dp/1591844193/ref=sr_1_1?ie=UTF8&qid=1318006681&sr=8-1
I think that was so much a part of Joe’s success. A hard worker? Yes. And excellent marketer? Yes. The key?…his goal was (is) to impact people in a positive way. And, he is still doing that! And, Amy – you are very much the same. I’m so proud of you for everything you are and everything you do. Keep walking in your value, my friend!
Thank you my Bob! You are an amazing teacher of all things good!
The concept of the “Law of 250″ isn’t new. My father told me many years ago, that funeral directors gave out packages of 250 cards to the family of the deceased, so that they could say acknowledgement the kind thoughts of those at the funeral. They knew people knew at least 250 people. Funny as that may sound. It takes more than just knowing people; it even takes more than the concept of “All things being equal, people will do business with, and refer business to, those people they know, like and trust.” — to be effective increasing business and growing a client base. It takes ‘Differentiating yourself from your competition” in the eyes of the prospect, or it will come down to price….and who wants to be the ‘low price leader’ — no one.
I am glad I represent Sandler Training in South Florida, where we help people everyday who are in business.
Hi Paulette, thank you for writing. Indeed, the “Law of 250” isn’t new and I didn’t in any way mean way to imply that it is. Mr. Girard introduced this in his book over 30 years ago, and part of how he came up with that was by finding out that information from the funeral director (as you mentioned your Father taught you) and a similar number from wedding caterers. In terms of your saying that “it takes more than just knowing people” I’m not exactly sure what point are you making. Neither Mr. Girard nor ever said anything to the contrary. And, the same with what you said about differentiating. And, about price. I guess what is confusing me is that you seem to be taking an “opposite” point of view of things that have not been said or implied. And, if you’ve read any of my other posts, you’ll most likely see that I’ve covered all of the issues that you have mentioned. This was simply one brief post. I have a great deal of respect for the Sandler Training System. I feel a little bit as though your post was intended to show the superiority of Sandler Training to the information in my post. Not sure that is an appropriate way to sell your services…or the most effective. Of course, I could very well be wrong in terms of your intent; that is simply how it comes across to me. And, if I am incorrect, please accept my apologies.
Bob- I treasure the friendship that we have that did start on facebook through our mutual friend, Dondi Scumachi. I just had to get to know you and luckily I have been blessed to have met you in person and think of you as my daily dose of Vitamin B!!!! Gotta LOVE BOB BURG!~ Hugs, Michele
I need a face!
Bob, I recall hearing about Joe many years ago. Was it in Endless Referrals? I feel like the internet presents us with the opportunity to meet as many people as we could ever want to and more. The question is how many is too many? And do we run the risk of neglecting those in our physical vicinity by spending too much time on social networks?
I do have a question: As one only has so much time in a day, how do you know whose life to add value to? On any given day I could dedicate more time giving value to family, friends, clients, prospects, partners, business acquaintances. How do you decide?
Thanks for sharing your wisdom!
Awww, thank you, Michele. Absolutely likewise. I treasure our friendship, as well, as I do my friendship with Dondi!! Funny, all the San Antonio people like you, Amy and all the rest – who are such a big part of my life – came about after meeting Dondi on Twitter and then being connected on Facebook. Wow!
Hi Michael, yes, I’ve quoted Joe in all three editions of Endless Referrals as well as in most of my live presentations. Regarding your question, “how many is too many?” I think that is a question that can only be answered by the individual, based on their own goals. Regarding your second question, “do we run the risk of neglecting those in our physical vicinity by…social networks?” I don’t believe, Michael, that it is an “either/or” issue. I believe we need to focus on building the appropriate relationships in the way that is most appropriate based on the individual and the situation. I realize that neither of your questions were answered with anything particularly specific on my part – and I’m certainly open to others providing their opinions – and I think that’s because there isn’t a “one size fits all” answer. I’ll still go back to a statement I made in another post that says “Quantity and quality are both important. And, that high quality relationships equal high-quality referrals, so *focus* on quality over quantity and you’ll receive an even greater quantity of quality.” In other words, both are important but the focus is best put on quality. Your third question has more to do with time management (or self-management) than anything else. And, when it comes to that, I’m the least qualified to answer. That aside, however, my suggestion is that you provide value whenever and to whomever you can wherever and whenever it seems appropriate. Of course, a time management system that aligns with how you work best would probably go a long way toward helping you to do that even more effectively.
Thanks Bob, that was absolutely superb, simple and to the point.
Wow, thank you, Babak. Very kind of you to say!