First Person Perspective from a Sales Director: How to Use the 3-Foot Rule

Being in sales, I know how tough it can be waiting for the month's profits to show up. Relying on walk in traffic or repeat customers is not a recipe for success. To increase my sphere of influence and potential pool of clients, I use the 3-foot rule. This simple practice has helped me reach my goals and win a few sales contests with my company. You'll have to get out of your comfort zone to apply it but it does work.

So what is it? Simply put, the 3-foot rule is a lifestyle. In order to practice the rule, you will need some up to date business cards and a winning attitude. The principle is to make business contact with everyone that steps into 3 feet of you.

As a franchise sales director with a major cosmetic company, I was constantly looking for new faces for makeup modeling and new team members. You cannot recruit a decent number of new faces for your business without meeting X amount of people. You cannot sell 10 complete product lines a month without increasing your contact list. This unique tool will help you to do just that.

Here is how I applied the 3-foot rule in my small business. At the beginning of each day, I tucked ten of my most current business cards in my jacket pocket. I kept them handy at all times. I assigned myself the task of handing out all ten cards each day. Just handing out cards to strangers did not cut it. From past experience that proved a huge waste of time and money.

To get the most out of my efforts, I learned how to engage people everywhere. It didn't matter where I went, the grocery store, a little league game or social events. My new "friends" had to meet a certain criteria. Since I was in the makeup business I looked for women, over 18 who looked as if they appreciated cosmetics.

Before handing out my card or contact information, look for a common thread. You might comment on her shade of lipstick or her playful children. Be natural and do not rush making a contact. However, do not feel intimidated either. The 3feet around you should become your territory, your sphere of influence. Share your product or sales opportunity with everyone who enters your space.

Doing this will get you in the common market and in your community faster than any other grassroots advertising.

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