Giving Effective Presentations, Part 1
In our Discussion Forum at this site, one of our Members asked a question about giving some Insights When Giving Presentations... I told him that I would post the Transcripts from Tape or CD Number 9 of my High Achievement Network Marketing 12 Audio program... Here's Part One...
Since These Are Word For Word Transcripts, they may Read a Bit Choppy...
Jerry “DRhino”
HIGH ACHIEVEMENT
NETWORK MARKETING
Tape 9
Side A: Giving Effective Presentations (1 on 1’s and 2 on 1’s)
Side B: (Private Business Receptions & Business Briefings)
Giving Effective Presentations (1 on 1’s and 2 on 1’s) - Side A
Okay, so presenting the business. Let’s talk about that. Now you’re getting down to the point where you’re actually about to expose the person to the business in a direct fashion. You’re about to actually give them a complete presentation. That’s what we mean by actually presenting the business.
And the purpose is to find a what? A need, right? Or a want or a desire or something. Right? Find a need and--? And fill it. Match the dream with the vehicle. In other words, you want to match their dream or their need with your vehicle. And you want to show them how that can mesh, how they can get what they want by becoming a part of the business or by using the products. That’s basically what you want to do there.
The keys to making effective presentations. Number one, relax. That’s the very first thing you want to do. Too many people are so tense. “Oh, no! I have to tell these people this thing. What if I get the company president?” Right? Just relax. They don’t know what you’re going to say. Right? You can say anything. I remember one time I was doing a presentation and I got down the marketing plan, compensation, and numbers and everything. And I’ll be honest with you. I was so nervous I couldn’t stand it. I forgot the numbers. I completely forgot the numbers. And guess what? I started making up numbers. I’m serious. I started making up numbers. Right here, man, once you do this, man, you’re going to make $685.02. And he was, like, man, he didn’t care. All he wanted to know is can I make some money? I’m serious. That’s all he wanted to know is can I make money. He didn’t care about all this other stuff. So all I’m saying is just relax and just be yourself.
Dress appropriately. Dress appropriately. What does that mean? That means--don’t wear pajamas. Okay. That might work. Don’t wear pajamas. But it also means that if you’re going to do a presentation with one of your best friends, a friend that you guys, you guys are both construction workers, you know. You’ve known each other for 20 years and you never wore a suit in your life, and you go there with a three-piece suit. Man, you got the vest, you got this dry clean shirt. You know, I mean your set, right? That’s not appropriately. You see what I’m saying? Your friends are going to be, like, what happened to you? What did you get into? Okay, what kind of cult are you in now? Right? You’ve just been transformed. That’s not appropriately.
Now if you just met someone, a manager or something at a J.C. Penney or someplace and you’re going to do a one-on-one or two-on-one or something, okay, you might want to dress in a suit and wear a tie, or ladies wear something nice. You know, a nice business suit or a nice dress or something. You see what I mean? That’s dressing-- you’ve got to dress appropriately. That’s what that means. Dress appropriately, okay?
Develop the right setting. Develop the right setting. Who’s going to develop the setting? Somebody is, right? Whenever two parties meet, somebody’s going control the mood of that whole situation. Somebody’s going to control the mood. You better be the one controlling the mood if you want it to be a positive one for sure, right? So you’ve got to be the one developing that setting. What you want to do is be yourself. Be yourself. Be excited. Right? Be excited. Be friendly. Be friendly. This is simple stuff, here. Be sincere. Be sincere. Even if you’re red, be sincere. Okay? Be honest. Even if you’re red, be honest.
What I mean by be sincere, too, especially if you’re red, man, because see, these red people sometimes, they have a tendency to exaggerate. Right? Man, I’m telling you, you can make, like, $5,000 in your first two days. This thing is amazing. You know? I mean I can’t believe this thing. Man, I got into this thing and it’s so exciting. I made $1,800. My first five days I made $1,800 and I worked two hours a day. This is powerful stuff. And they have a tendency to exaggerate. You know? It’s incredible.
Be committed. That’s after be honest. Be committed, and be--yeah, that was the first one--be professional. I mean this is a business. Be professional. I don’t care if you are going to see your friends, still be professional about it. The way you be professional about obviously is do a two-on-one instead of a one-on-one if he’s your friend. Okay? Be professional. What did you say, Reba? Be what? Be on time! That’s something, yeah. Be on time. That’s something-- if you’re going to see a green, for example, and you’re not on time, oh, you’re hurting. You’re hurting.
Some of you were upset because we didn’t start on the dot. Whenever we don’t start on the dot, you probably say, “Oh, I can’t believe it is 8:01 and it hasn’t started.” Some of you when you first came in here, you were probably, “Oh, where are the exact details on what time we’re taking our breaks? Oh, I don’t see an outline of what we need to do exactly.” If you were thinking that, you’re a green.
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Questions that presentations should answer. You’ve got to understand that your prospects, they’ve got certain questions in their minds that they’re going to need answered. They’re not going to tell you this, but this is what your presentation should answer. What is it? They’re thinking in their mind what is it? Number two, they’re thinking how does it work? Number three, they’re thinking what? What’s in it for me? Give me some incentives. Give me some benefits. Number four, they’re thinking can I do it? Can I do it? Number five is can I have fund doing it? Number six, will you help me? And number seven is the timing perfect for me to get started now?
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Okay, types of presentations here. Let’s go over that. Types of presentations--one-on-one’s, two-on-one’s, PBRs. What’s PBRs? Private business reception, exactly. That’s a PBR. Business briefings and executive luncheons; these are the types of presentations.
Okay, now let’s break down each one a little bit. One-on-one’s--there are some steps you take when you do a one-on-one. Every time before you do a one-on-one you might want to review this section. You might want to look over this and make sure, number one, make the appointment with the prospect obviously. That should be obvious, but I think it’s good to put that in a step. Step one--make the appointment with the prospect.
Step two--be prepared. You want to be prepared. What do I mean by be prepared? The first thing is confirm 24 hours before an appointment. Okay? Make sure you confirm. A lot of people go-- have you ever been to a no-show? Okay? More than one? Okay, those of you who haven’t, it’s coming. Don’t worry; it’s part of the process. The second thing is you want to bring your distributor kit. Bring a follow up pack. And a follow up pack is going to consist once again, your support team members, they’re going to lay out a little format, too, for a follow up pack.
In other words, these are for the people that if they want to get started, wouldn’t it be nice to be able to give them a distributor kit and have them go through the first few pages of this and we’ll walk them through and show them how to do this. It would nice to be able to do that immediately instead of saying, “Well, I’ve got to order you a distributor kit. And then we’ll go ahead and get that next week and then what we’ll do--.” No; you lost them. Lost them. You see what I’m saying? I mean, you know, pick up a couple extra ones of these things. That’s the whole thing there, so you can have that with you.
If a person wanted to get started, wouldn’t it be nice to be able to have a distributor kit available right there. They can start going through the materials and so forth immediately. Exactly; people want this stuff immediately. So if you’re in business for yourself and you’re all leaders, make sure you have an extra three or four or five distributor kits on you. Have them on hand. Have them ready. The company let’s you do that, right? They let you buy your distributor kits in advance and then sell them to the people and you can get the money back? Do they let you? Okay, see, you can do that.
Okay, review keys to making effective presentations. Where was that found? We just talked about that. Keys to making effective presentations, which is 11-1. Review that. In other words, relax, dress appropriately, and develop the right setting. Right? Be yourself, be excited, be friendly, be sincere, be honest, be committed, and be professional. So review that.
Have good breath. Have good breath. This is serious. Some are you are like I can’t believe he said that. Some people-- I had a person come up to me and say, “Jerry, I’ve done seven presentations. Seven one-on-one’s and no one got in.” And he was talking to me, you know
what I’m saying, and I’m saying, “Oh, no wonder! You have bad harmony. Let me fix you up.” Carry some Certs, okay? Take a couple of these or three or four before you do this thing. This is important. I’m serious, you guys. This is important. I’m sorry, but this is important. And it seems like it should be obvious.
Step three, set the stage. Set the stage. And what you want to do there is you want to set your prospect at ease. Here you go, Ira. You do that by establishing rapport. That’s when you can sit down with them, you can talk to them a little bit. You do the FORM with them a little bit. Ask them a little bit more about their family. “You know, we didn’t get a chance to talk very much.” This is where I do that. Now I got the appointment. See, I took care of my business. I got my results. I’m result-oriented instead of activity-oriented. I just don’t want to do things for no reason, right? So now I’ve got the appointment, I get together with them, I start talking a little bit more about them now, about their family and so forth. You know, “Yeah, how long have you lived in this area? Really? You’ve got a big family here? Oh, great.”
You know, if they start pulling out their wallet and stuff and showing your pictures, guess what? Are they red? No. What are they? Probably yellow. Okay? Now if you’re red, what do you do? “Oh, great. That’s nice. Yeah.” You’ve got to be sincere, though. You know? You guys understand? When you deal with two different personality types, is there going to be conflict? There’s going to be conflict, right? There’s going to be some kind of conflict.
Somebody has to adapt to the other person if you want to do this business transaction. Who should it be? Don’t get mad when I say to say “Oh, yeah. Nice picture.” Now if they’ve got an ugly kid, don’t say you got a beautiful kid. Don’t say that. Be sincere is what I’m saying, but don’t tell them that their kid doesn’t look good, either. You see what I’m saying? Be sincere with this thing. It’s common sense. As Diane just said, it’s common sense. And sometimes common sense isn’t too common, unfortunately.
Ask questions. This is where you actually by asking questions once again you’re FORMing them and so forth. You’re asking questions. Find a need or a dream or a hot button. Now re-qualify. In other words, what I usually do is this. First of all, you ask the questions and you find the dream, right? You find a need or a hot button or whatever it is. Whatever it is that they want. In other words, they may want to build a bigger house or they may want to travel somewhere. They might want to spend more time with the family, bring the wife home, bring the husband home or whatever, right? Once you find that out, before I get into the full presentation I’ll re-qualify them to make sure. Because once the presentation is done, one of the biggest objections I used to get was I just don’t have time. That was mine. It wasn’t money or anything. It was the time.
So what I did is I got that out of the way up front. I say, “Johnny, let me ask you this. Based on what you just said, you want to go ahead and build a bigger house. You want to buy another Mercedes. You know, based on what you just said there, how much time are you willing to devote on a weekly basis to be able to accomplish that without interfering with what you’re currently doing? Twenty hours a week. You see? Now I just got that out of the way. Now Johnny at the end of the presentation can’t say I don’t have time anymore.
Johnny may have told me, “You know what, Jerry?” Because he may have the desire, he may have the dream and everything. But, “You know what, Jerry? I’ve got this big project I’m working on right now. It’s requiring 85 hours a week of my time, and to be honest with you, I’m going to be completely swamped for the next 30 days.” You know what I’m going to do? “Johnny, thank you for telling me that. I know you got to take care of that. Tell you what? Why don’t we get back together, then, in 30 days?” You see what I’m saying? I’m not going to waste my time and do the presentation right now.
Johnny doesn’t have no time at all. I can do that or I can say, “Look, I know you’re busy right now. But let me ask you this. I’m sure that you have contacts and credibility I don’t have and I have time and knowledge that you don’t have right now. If we combine the two and can get something started, do you think that could be good for you?” Because then maybe I can start working with some of his-- if I think Johnny is really a sharp person like I do, right, I can start working with some of his people and get some things started right there. So we can definitely do that, too.
Step four is present the opportunity. You’re going to use a presentation booklet or some type of presentation booklet that actually gets that accomplished. Basically what you want to cover in your presentation are the benefits. That means what’s in it for them? You want to cover the trends. It would be nice to talk about the four major trends that we’re capitalizing on right now in network marketing. Number one is technology. We’re capitalizing on a technology trend. Technology is one of the major reasons why the corporate downsizing is taking place. We’re capitalizing on the anti-aging movement. The baby boomers are getting older right now. They want to feel better. They want to stay alive. They want to live longer and so forth. Capitalizing off that.
We’re capitalizing off the distribution trend. In other words, the way goods and services are being moved through the marketplace is changing right now. And we’re also capitalizing off the trend of the home-based business. So those are what I mean when I say trends. Then we go into the company. That’s when you talk about our company and you talk about the products and you talk about the money, the marketing plan. And you talk about the timing and you give them choices.
Step number five, you want to get a decision. That’s basically what you want to get. Eventually at some point you want to get a decision. And basically you can go back to their dream. “Johnny, based on what I just showed you because I’m out of material now, did you see a way putting in under 20 hours a week, you can be able to build that new house that you wanted?” Something like that. You go back to the dream. You go back and relate to their dream.
Now step number six is book a follow up meeting. That’s important. If necessary, book a follow up meeting. Because a meeting isn’t a meeting unless you book another meeting. Okay? That’s important. It’s real important for you to book another meeting if necessary. If the person says “No, no, a thousand times no. I don’t want to do this.” then it’s not necessary for you to book another meeting. Okay? That’s why I say if necessary.
END OF PART 1 OF THIS TRANSCRIPT OF CD 9 OF FROM THE HIGH ACHIEVEMENT NETWORK MARKETING PROGRAM... THE CD PROGRAM IS AVAILABLE HERE AT CLUBRHINO.COM UNDER THE CD PRODUCTS SECTION...
PART 2 WILL BE POSTED WITHIN THE NEXT 48 HOURS...