The Keen Marketer

Ever done one before?  I mean a home presentation?

They’re not really that complicated.

Here are some simple guidelines to follow.  The style is yours but these components should always be part of any presentation.

• Create a need by describing a crisis.  If your product is health related, then you might be talking about obesity being as big a smoking as the culprit for heart disease.  Your product could solve that problem and put the person back on the road to a healthier thinner body.

• Validate the Company.  You’ve describe a crisis which your product can really help with, now it’s time to show how your company has all the tools, ie: experts and knowledge to actually address that crisis effectively.

• Talk about the product simply.  It’s not necessary to go back to school and spend hours learning about the product ingredients.  Just learn a few basic things about it and use simple language that everyone can understand.  If you get too complicated, you won’t be leaving a good impression to prospects considering doing the business because they won’t be able to duplicate what you know.

• Always finish the product presentation with real live testimonials.  There’s nothing more motivating than to see real life success stories to get the emotional response from your prospects that will urge them to buy.

• Transition from the product to the company business model smoothly.  You can use the company motto to do this.

• Start all over again but now you will focus on the company, not the product. So first thing talk about the financial crisis presently affecting so many people.  Show people that there is a solution and that your company could fill that need quite effectively.

• Validate the company by showing your prospects others who have been successful in making supplemental income.

• Use the “napkin presentation” for a simple explanation of your company’s payment model.

• Have business partners there to comment on how their part-time business has helped them pay bills, or buy a special wardrobe or pay for a special trip.

At the end of your presentation, let them know that the timing is perfect to join your opportunity if your company is in momentum and placed on the brink of exploding into various markets.

When we introduce our products to others, we always emphasize the benefits they will provide the user with.

But how many of use think about using reverse psychology?

What I mean by that is using a little marketing technique that we fall for all the time called “loss aversion“.

Humans are very funny creatures.  The idea of losing something is twice as psychologically powerful as gaining something.  This has been proven scientifically.

Let’s try to apply this to a product. If I was selling you something  and I convincingly made the case for a REAL loss you might experience in the future, and I showed you that my product could spare you future pain, would you be motivated to buy it?

I’m not saying you should become a fear monger during your product presentation but if you can figure out a LOSS that your prospect may suffer if they pass on your offer, then certainly don’t be shy to spell it out.

See, if your message relies too heavily on the POSITIVE outcomes your products or services can deliver, people become resistant.  People hate to be sold to but love to buy. However, they are more receptive when you’re describing the nightmares they can avoid.

Take yourself for instance. Are you likely to listen to a stranger who wants to sell you something to make your life better?  Probably not. That little mental alarm goes off and your suspicion antennae start rotating.

But meeting a stranger who wants to sell you something that will help you escape a terrible fate, is another story..one you are prepared to listen to at least.

So using “loss aversion” can be a great tool to get inside the prospects defenses and show them that you’re really out to help THEM, rather than take advantage.

My tip for today is show your prospect that they can avoid a REAL loss that only your product can help with.

I must caution you here to use “loss aversion” only when its appropriate and when there is a REAL risk that your product can help your prospect overcome.

Creating fear for effect only is not ethical and you will suffer for it in the end as your prospect will lose confidence and respect for you.

If in doubt about how best to use “loss aversion”, don’t.

Are you being coached by competent trainers that give you all the tools you need for success?

Ok, so now you’re at your appointment and are ready to introduce John to your opportunity.

Connect first, then say

“John, I have designed a personal financial plan for you. ( remember you said you were a professional business planner)

Would it be correct for me to say that other facilities like yours in this area are your competitors?

What if you could turn all the competition into a business partnership?  (YES)

• You sell products in your gym, is that correct?  (YES)
• Before I explain to you our products,  let me remind you from our last conversation what our collaboration could do for you:

1. Add value to your clients
2. Expand your current business
3. Increase your bottom line

• First I would like to share our business model with you; would that be Ok John?  If you like it, we continue;  if you don’t, we stop:
• You sell protein shakes here, and your only source of revenue on these shakes is a retail profit, isn’t that right?
• Imagine if you could introduce your protein shakes to other gyms or any other locations.
• We have a system that keeps track of all the protein shakes sold in your gym and in all the other locations to whom you have introduced the product. And John, you get paid every time someone purchases a product.
• What other businesses would you see selling these products?  Other gyms, personal trainers, spas or individuals?
• All these people become your business partners; our system tracks every sale.  And every time your business partners introduce these products to other businesses or individuals, YOU get paid.
• You can use this program to give your staff a raise without paying for it yourself, AND keep them motivated as well.
• With your competition, other businesses and your staff multiplying your effort by selling your product, what could this mean for your business?

See how easy any scenario can be adjusted to the prospects situation?  It’s with training like this that you get ahead and prosper.

Stay tuned for the conclusion tomorrow.

If you haven’t already listened to the 3 recordings that take you into a perfect business scenario so you can learn an easy “how to method” to prospect a business owner, then you are missing an important training example to catapult your business to success.

Just click on the upper right side box and go and listen.

Below is just a part of what you will be learning in these audios.

If you are introducing your business, any business, it’s all about connections and the first thing is to get the appointment.

1. Ask to talk to the person who is responsible, either owner or manager
2. Connect with John by complimenting him on his facility
3. Ask questions about the kind of services (the gym, spa, hair salon, etc) that are provided in his gym.
4. Listen to his answers.
5. Then introduce John to a possible collaboration between the two of you that will

• Adding value to his clients
• Expand his current business
• Increase his bottom line

If the answer is yes, and John will meet with you, then book an appointment – 20 to 30 minutes and make sure to tell him that you will need his undivided attention, always giving him a choice as to day and time.

Don´t tell John about your opportunity.  If he insists on knowing what you do:

Give him your Business card and say you are a “Professional Business Planner.”

Your first step is complete.  You now have an appointment scheduled where your plan will really go into action.

The difference between you and someone else doing this business is all in the training.  You don’t want to look and sound unprofessional so get with it and learn from the best.

Stay tuned for part 2.

Approaching businesses can be very daunting if you don’t have a plan of action.

• learn how to use different terms that won’t scare your prospect away
• learn how to make a connection right away with your prospect
• learn what questions to ask to put the person at ease
• learn how to share your business model with appeal
• learn how to attract your prospect with value directed at their clients
• learn how to show your prospect that your offer comes with free support
• learn how their employees can get a raise your prospect won’t have to pay
• and much more

These dynamite recordings can help you be more confident, productive and will eliminate any hesitation you might have about approaching people already in a business.

Listen to 3 - 20 minute recordings  that will ensure your success.

Just replace the specifics with your opportunity numbers and plan.

Listen to recording number one:

Click here to listen…

An old Chinese philosopher says that “Anything that is built must be erected on a foundation“.

This may seem like a given, but if you really think about it, many people who get involved in network marketing don’t take the time to do just that.

Very often they are what is called “ignorance on fire” and once the fire dies so does their organization.

So the importance of a solid foundation is vital for a solid organization.

How do you build a solid foundation?

It all starts with superior training.  You should be coached almost daily in the beginning.  You obviously will be asking a lot of questions and you will need answers for you to advance.

Many great leaders know this and will offer a daily call to action with tips, challenges and different scenarios that will educate you to overcome objections and to stay motivated.

Having someone teach you what the best tools are to use for specific applications is also important.  If you are lucky enough to have a large variety of tools that can be tailored to specific types of people or professions, then you are in the right place.

I am fortunate to have just that in my opportunity. Professionals talking to professionals carries much more weight than someone with no experience in the subject matter at hand.

Also having well renown figures such as Jack Canfield (Chicken Soup For The Soul) and John Gray (Men ARe From Mars & Women Are From Venus) as spokespersons who endorse your product and company vision can really increase credibility.

So if you use great tools and have great training, the only ingredient left for you to succeed is to use the tools and learn to wash and repeat.

Facing new people as a network marketer can be sometimes daunting.

You might be wondering what to say to spark in your prospect that desire to want to hear more from you.  But first of all, you need to make the appointment before you can pitch your story.

When meeting a business owner, that appointment can be a little harder to get and there are certainly some words you need to avoid or you will turn your contact off completely.

So this post will deal with a few words that we normally use when presenting our opportunity that basically should be replaced by other words that won’t evoke the same emotional response from your prospect.

During these unsure financial times, the very word “Business” is not a good word to use in an approach.

Why?

Well, the business owner already owns a business that may be struggling.  They may have current employee problems to solve and also my have a huge overhead to deal with while still trying to pay the bills.  The very last thing they want to hear about is anything to do with another “business”.

We promote teamwork and have support to back it up.

So, instead of using “business”, think of replacing it with “additional income“.  Additional income does not bring up a negative emotional response, in fact it brings hope of more money flowing in the future.

Another word that is often used and brings on negative emotion is “membership”.  Becoming a member of what?  Choose a word most people can relate to such as “opening an account“.  We open accounts at the bank or at a store.  It’s a normal procedure of everyday life and more acceptable.

One very scary word to many is “autoship”.  First of all, it takes a lot of explaining and people see their dollars flying away automacally without having any control over the outcome.

Now doesn’t “convenience program” make it sound more inviting?

Here are some pointers you might use when trying to get an appointment with a business owner.  Remember, at this point, you’re just after the appointment, nothing else.

1. Connect with the person who is responsible for the business, not an employee
2. Compliment them on their store, or products or whatever
3. Ask questions that relate to the store’s purpose but don’t get nosy

Then say something like this:

“I believe we have a great opportunity here for us to collaborate together and increase the value to your current clients as well as increase your bottom line.  Would you be open to hearing how you can do just that?”

Book your appointment and remember to make sure to tell them that you will need a half hour of their time, uninterrupted.

If they ask you what it’s all about, here’s a good reply: “I’m a professional business planner looking to help you increase your value to your clients.”

So, VOILA, there you have it, a quick how to do, to get an interview with a business owner you never met before.

It’s with excellent training and easy tips like these that you will grow your income because your team will learn terms that invite rather than scare a prospect away.

Your networking business relies on leads. That’s for sure. But once you get those leads, what do you do with them?

This is where knowing how to qualify your leads is crucial.

What’s a qualified prospect? It’s a person who needs or wants your product because it satisfies a need or solves a problem they have.

So how will your prospect know if what you have is for them? This is where good training kicks in.

You will have done your homework. If this is a referral from a friend, asking that friend to give you a little bit of background is not being nosy. You only want to ensure that what you have will satisfy their need.

If this is a cold call, which I don’t do by the way, you will have to do a little bit of research. Having an online application is a good start since it will eliminate the nosy from those who have an interest.

Your prospect most likely will not bite the first time around. This is where you need to start a relationship with this person. This is easy to do if you use the internet. If the person can only be contacted by telephone, make sure you get their permission to continue following up with them.

Taking the time to qualify your prospect is time well spent. Remember that this is your business and your products, your time and how you conduct this business is your business and you don’t want to just have anyone be part of it.

The less time you waste the more productive you will be.

Some prospects will let you know right away they aren’t interested. Many will not be interested. Some simply won’t understand how you could possibly help them, until you educate them.

And here’s something you need to know and work WITH, not against.

Some prospects will rule themselves out with their very own questions to you.

Take for instance: How hard do I have to work to make any money? How fast can I make money? Is this a pyramid scheme?

Get the idea? These prospects are simply not for you. Why? Because they won’t do what needs to happen to make your business work for them or for you.

And you’re not in business to lose business or customers. Working lead the proper way will become easier if you put some of these tips to work for you.