"The more people you reach…

…the more likely it is that you are reaching the wrong people. It’s who vs how many.”

So writes Seth Godin today. It’s such an obvious truth I have to laugh. But it hurts too much.

Because it’s true for all those expensive and time-consuming leads programs too, isn’t it? And the three-foot rule? And all the other approaches you’re taught that require you constantly try and sell the wrong people?

The more people you reach, the more likely it is you are reaching the wrong people.

How much time, money and stress are you investing in reaching the wrong people?

Probably the one networking skill I have used and taught the most over these last 18 years is how to ask for the right people so you don’t waste your time with the mostly wrong ones. Learn to ask for the right customers see here – 100 Customers 100 Days; Learn to ask for the right business partners, see here.

About the author

Kim Klaver


  • I find this a little confusing. Even with approaching with my own hot button in a cold market, is it that I need to approach many people to find if there is a match. I feel that there is no substitute for the intial search process but I can save time by talking to the right person when I found them.

  • I totally agree about trying to sell to the wrong people. Some sort of pre-qualification is essential.

    On the other hand, I’m always amazed at how bad I am at guessing who will be interested in my products and opportunity.

    Walter Reade (from Wisconsin)

    Now I have two products I can share easily! 🙂

  • To Kim and other knowledgeable industry people:
    How many companies NEED lots of the wrong people in order to provide temporary cash flow until enough of the right people can be found? (if that ever takes place). And does this mean that we are forever destined to be an industry filled primarily with the wrong people? Just a thought…

  • glenn:

    You write: “How many companies NEED lots of the wrong people in order to provide temporary cash flow until enough of the right people can be found? (if that ever takes place)”

    Yep, that’s a problem alright. Many recruiters promise that their training CDs or package will “make people line up to join your business” or will “make people say yes.” The old mind manipulation strategies Vance Packard described 50 years ago in his book, “the Hidden Persuaders.”

    It depends what kind of marketing person you want to be, and how you want to be perceived by others. Short term gain versus long term bad image and loss, perhaps?

  • Great points Kim! I’d like to add that if one spends more time building the relationships and less time trying to “sell” their opportunity, then they don’t have to waste their time with the wrong people, and it is much easier to find the right people.

  • Dear Kim and Happy New Schoolers,

    I once heard prospecting defined as the act of searching for something of value. One of my upline has earned over $1 million in her Network Marketing career. She throws a nice party at the end of the annual, international convention for her team. As an attendee, it always blew me away to see what a same group can accomplish. I know them all personally and often marvel at the effort, money, and time it took to put together such a powerhouse team. But it is only SIX people.

    If money were no object, one could make up a ‘killer’ postcard that calls out the exact, perfect fit for your business opportunity and send it to a targeted demographic repeatedly until you had amassed your Powerhouse team. If you were in a bigger hurry, then book a Super Bowl Commercial without Janet. Hopefully your team would stick around long enough to take you out of the red ink into the black without wardrobe failures.

    Anybody out there got a marketing budget like that? No. So what do we have for a plan B?

    We all want to prosper and grow our downline. We are a hopeful bunch, but I maintain that if a prospect does not demonstrate the attributes YOU know are necessary to succeed in your business, you should tell them ‘no’ and suggest they be a customer. Equally important is the fact that just because a customer thinks that they now want to become a distributor, you should not roll out the red carpet for them. If they don’t have the basics for success; you are not just loosing a distributor, you will probably loose a satisfied customer in the ashes and rubble of their failure as well.

    Dear Kim talks about the person for who “this is the right thing to be doing”. Sometimes you don’t know right away no matter how much qualifying you do. So now what? Wait until they crash? I think not. Let them down easy, but still take it away. This way you will be a hero and not a villain. Maybe you will still eat holiday meals together.

    I have to make one more point. Kim might get mad at me for this one. The world is full of genius, but the individual voice is still merely one opinion, however well educated. Everyone has something to sell, even if it is just their name. I am cautious of the internet moguls that have used their mastery of technology to advance themselves to “expert” status. It is still just one voice and one opinion. Nobody and I mean nobody has the “silver bullet” that guarantees success in network marketing. It is nonexistent. Those that have achieved the most success in this industry have talked to more people than those at the bottom. Qualified, unqualified, right, or wrong; those that marketed wisely, still have some skin left or else be covered with calluses.

    Growing thicker,
    Tom Doiron

  • Some people get discouraged when everyone they tell doesn’t sign up for their business or at least buy the product.

    But I think that’s a good thing.

    If 8 out of 10 people who came into contact with the product bought it, the company really wouldn’t need the reps. Right? They could just send everyone a free sample and make boat loads of money.

    And then there would be no opportunity for us.

    Walter Reade (from Wisconsin)

Leave a Comment