Elmer Letterman & Relationship Marketing

Awhile back, I had this interesting experience on Facebook where I met a new friend, we start talking and we realized we were both in networking marketing companies, but I wasn’t familiar with her company or products. She asked if I would like to sample it, so I said sure. I am open, like to learn and try new things. I wasn’t sure if it was something I would like, but I try to remain open and if not for myself, maybe for someone I know. To which I asked if she would be interested in trying my product. No reply, a couple of days go by and then I get a reply with ‘well, what is it?’. I briefly described it and I didn’t hear back. Then I received a message which said, oh I think I saw that before, no not interested in buying it.
Well, I sat and thought for a moment, how interesting. I scanned over our messages making sure I hadn’t mis-wrote anything, as I wasn’t trying to sell her anything, I was sharing a free sample just like her.
Then I received another message to which she went right into that I would probably like the sample she had sent, and that I could buy from her, and she would show me how I could get a discount and make money with it.

So I replied with a message that started like this, ‘So let me see if I understand this correctly………’

Haven’t heard back!

Hummm

That was when my husband shared this story he had found in Success Magazine and if only we all could adapt more of this mindset, how incredibly successful we would or could all be.

Elmer Letterman

There was a highly successful New York city Insurance salesman in the 1930’s. For more than a decade Elmer Letterman hosted networking lunches every Friday at the Four Seasons restaurant. His strategy was simple:
Invite three business people who should meet due to mutual interests. He did his homework too, arriving with ideas on how the three could work together.
For example, Letterman might invite a chef who wanted to start a restaurant, a banker who could finance it and a construction executive who could build it. He’d explain why each party was credible and relevant to the others, begin the conversation, pay the bill and leave.
He didn’t bring sales brochures, or pitch insurance. He introduced all the people at the table, stoked conversation and disappeared.

How did these networking investments pay off?
Do the math:
3 people times 50 weeks a year for a decade.
Hundreds of business owners throughout New York had Letterman to thank for part of their success.
According to Ivan Misner’s book, Masters of Networking,
Letterman not only developed a reputation as a major contributor to New
York’s business community, he was one of the most successful insurance salespeople of his time.
Now, I know times have changed, but because he focused on promoting
the success of others, then trusted them to think of him when they needed insurance, the system worked!!
He didn’t just add value, he multiplied value.
He dramatically improved the lives of everyone he touched.

That is the secret sauce to success.

images colored handsI thought what a great concept if more of us could adapt more of an attitude like this, how many of us could connect, help each other and succeed at the same time.

Wasn’t it Zig Ziglar that said “You can get everything in life you want if you help enough other people get what they want”.

Thanks Zig, and what do you think?

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2 replies
  1. Ebonie Moorehead
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