Kaoru Nakajima, one of the world's top network marketers, tells the story of an ancient Japanese Legend.
"An old Japanese farmer and his dog went walking in the forest. For 10 years they wandered in those woods searching for a lost treasure. Suddenly the dog stopped at the base of a tree. For a moment he sniffed at the roots. Then he began to bark. The old man knew that the dog loved to bark so he walked on, smiling to himself, expecting his dog to follow. But the dog just went on barking. The man stopped and called the dog's name. The dog refused to come. The man shouted and gestured angrily; finally he threw a stick at the dog, hoping that the stubborn animal would quit barking and obey. When the dog refused again, the old man returned to the tree, took a shovel from his pack, and began to dig. Within a half hour of digging, the old man discovered the priceless treasure.
When someone tells me no, I see it as the beginning, not the ending of our relationship. Like the dog, I go on pointing and barking. After waiting a week or two, I call back. My potential customer asks new questions. Each one gives me another opportunity to answer, to tell a story, to share truthfully and show that I really care. Before long, if I don't give up, my customer begins to dig. The next thing I know, he's discovered the treasure. To most people, the answer no is final. For me, the answer no is the first step on the road to yes."
Top economist Paul Zane Pilzer argues that the world is shifting from physical distribution to intellectual distribution.
"Physical distribution means getting the product to the consumer – products that the consumer already knows he wants. That’s Walmart: You know exactly what you want when you walk into Walmart; you go in, pick it up, and get out of the store. You don’t learn about anything new there.
Intellectual distribution is where you learn about a new product or service that you didn’t know existed before.
Up through 1990, the great opportunities to earn fortunes in distribution, the opportunities for the Fred Smiths, Ross Perots, and Sam Waltons were in physical distribution. Today, the great opportunities are in intellectual distribution.
Network marketing today is almost wholly intellectual distribution. Those companies that prosper in network marketing will focus almost entirely on intellectual distribution, teaching people about new products and services that will improve their lives. Those that really flourish will have some sort of unique or proprietary technology. And not just unique, but efficacious–better than anything else out there."
Read more on Paul Zane Pilzer's blog.