The 10% Introduction Strategy
Here’s my straightforward offer to potential sales partners: I’ll pay you 10% commission. All you need to do is introduce me to everyone you meet, regardless of what you’re doing—whether you’re washing windows, planning finances, or anything else.
The script is simple: “Hey, you need to talk to my mentor Dave Meltzer. He’s incredible. Google him. You just need to talk to him. Can I set up a 10-minute call for you?”
That’s it. No complex sales pitch. No detailed product explanations. Just a genuine recommendation from one person to another.
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Why This Approach Works
This strategy is powerful for several reasons:
- It leverages the power of personal recommendations, which carry more weight than traditional advertising
- It removes the pressure from the person making the introduction
- It allows specialists to do what they do best—close deals
When someone recommends me with enthusiasm, it creates immediate credibility. The prospect is already interested before I even speak with them.
The Division of Labor in Sales
Not everyone needs to be skilled at every aspect of the sales process. By dividing responsibilities, we play to people’s strengths:
- The introducer focuses solely on generating interest and making connections
- The expert (me, in this case) handles the transition of interest into actual business
This approach allows me to build a huge sales force of people who might not consider themselves “salespeople” in the traditional sense. They’re simply connecting people they meet with someone they believe can help them.
The Expert’s Role
Once the introduction is made, I take over with something like: “Thank you for the introduction. Let me give you a brief history and perspective on where I come from.”
At this point, I can share my expertise, understand their needs, and determine if there’s a good fit. The hard part—getting in the door—has already been done for me.
This approach eliminates the most difficult aspect of sales: cold outreach. Instead, every conversation starts warm, with an implicit endorsement from someone the prospect already knows.
Implementing This In Your Business
You can apply this same principle regardless of your industry. Create a simple way for people to introduce you, offer fair compensation for successful referrals, and focus your energy on being the expert who can deliver value once the introduction is made.
The beauty of this system is its scalability. One person can only make so many cold calls or send so many emails, but a network of people making casual introductions can generate hundreds or thousands of leads.
I’ve built multiple successful businesses using this exact approach. It’s not flashy or complicated, but it works consistently. In sales, consistency is what builds fortunes.
Remember, at its core, sales is about connecting people with solutions to their problems. By simplifying the process and focusing on genuine introductions, you remove much of the resistance that makes traditional sales challenging.
So stop overcomplicating things. Find people who believe in you, give them a simple way to introduce you, and then do what you do best. That’s how real sales empires are built—one introduction at a time.
Frequently Asked Questions
Q: How do I find people willing to make introductions for my business?
Start with people who already know, like, and trust you—friends, family, current clients, and business associates. Make sure they understand your value proposition clearly so they can communicate it with confidence. As you grow, consider creating a formal referral program with clear incentives.
Q: What percentage should I offer for successful introductions?
While I mention 10% in my example, the right percentage depends on your business model, profit margins, and industry standards. Some businesses offer 5-15% for simple introductions, while others might go up to 25-30% for more complex sales that require additional nurturing. The key is making it worthwhile while maintaining profitability.
Q: How do I train people to make effective introductions?
Keep it simple. Give them a basic script that highlights 1-2 key benefits you provide. Create a one-page document explaining who your ideal clients are. Most importantly, deliver exceptional value to everyone they introduce you to—this will make them more confident in making future introductions.
Q: What if someone isn’t comfortable making direct introductions?
Offer alternatives like having them pass along your contact information, sharing your content on social media, or providing you with names that you can reach out to (mentioning their recommendation). Different people have different comfort levels with making introductions, so flexibility is important.
Q: How do I track introductions to ensure proper commission payments?
Implement a simple tracking system using CRM software or even a spreadsheet. Ask new contacts how they heard about you during your first conversation. For larger operations, consider using unique tracking links or codes for each person making introductions. Transparency in this process builds trust with your introduction partners.
