How to make Awesome Presentations (Thanks to Big Al for his newsletter)
Keith and Tom "Big Al" Schreiter here.
Pick one ...
Do we make presentations to educate people?
Do we make presentations to entertain people?
Or, do we make presentations so that our prospects make a “yes” decision to join our business?
If you picked #3, make presentations so that our prospects make a “yes” decision to join our business, then continue reading.
⇒ Here is the tragedy.
We work hard to find a prospect. Then, we get a chance to talk to that prospect. And if our presentation does not get our prospect to make a “yes” decision, we lose all that time and effort. That is sad.
Giving an awesome, professional presentation changes all that. Prospects eagerly say, “Yes, I want to join.”
Let’s ask ourselves this question.
“Is making a great presentation a skill that can be learned?”
Of course, the answer is yes. Nobody was born with this skill. It is a learned skill, like most of the skills of our network marketing profession.
The story of two distributors.
Distributor #1 works hard to prospect and set appointments every day. When it is time to start the presentation, Distributor #1 opens with these words:
“Well, uh, let me tell you about our opportunity and how it can help you.”
The prospects roll their eyes, mentally check out, set up their salesman alarms, too-good-to-be-true filters, enable their skepticism, and never join. Distributor #1 works very hard, but ultimately has no results.
Distributor #2 works hard to prospect and set appointments every day. When it is time to start the presentation, Distributor #2 opens with these words:
“Here is the short story.”
The prospects sit up, pay attention, and eagerly await the next words. They are looking for reasons to join, instead of reasons not to join.
Instant improvement! With just a few short words.
That was easy. Becoming a professional presenter is easy also. All we have to do is learn better presentation skills. These are very learnable skills, and we should master them early in our career.
Then why don’t most distributors develop great presentation skills?
#1. They feel shy or embarrassed. They don’t want to look like a sleazy salesman to their prospects. They get this feeling from using the wrong words in their current presentation.
#2. They haven’t yet learned the skills of presenting to prospects effortlessly, in a way that prospects enjoy. Well, there is no shame in not knowing the skills when we join, but there is no excuse for refusing to learn the skills once we have joined.
#3. They set up their presentation as a win/lose, live-or-die situation. They didn’t know that they could set up the presentation as a win-win scenario where everyone feels great.
#4. They are nervous. Because they don’t know exactly what to say and do, objections and problems plague their presentations. This would make anyone nervous.
⇒ So when is a good time to fix this problem?
How about now? Why wait to get better in our business, when we can do that now?
The next MasterClass, "How to make awesome presentations," consists of three classes:
Wednesday, May 29
Wednesday, June 5
Wednesday, June 12
Have your pen and paper ready to learn in the first class:
What are our prospects really thinking before our presentation?
What questions do prospects have?
Why the "Who are you?" question is a trap.
How do we reverse our prospects’ natural sales resistance?
How do we take control of which questions our prospects will ask?
Tips to get prospects on our side immediately.
How to control the information dump.
Don’t worry. We will learn how to control many aspects of our presentation in the pre-class audios you will receive.
When you enroll in this MasterClass, you will immediately receive audio lessons to prepare you for your classes.
Please listen and learn from these audios as soon as possible, so we can build upon those skills in the class.
Wouldn’t you like to give confident, short presentations that work?
Once we know the internal thinking processes of our prospects, it gets easier. We can design the exact words and phrases we need to get the job done.
Let’s take our presentation skills to the next level. The reward will be better presentations, less stress for us and the prospects, and bigger bonus checks. The bigger bonus checks simply reflect our improved skills.
More from Big Al:
An unusual thing about motivation.
When one of our team members struggles, but continues to push forward, what is that person thinking?
"The cost and pain of quitting is greater than the pain of continuing."
Yes, many times the motivation does not come from the reward, but from the penalty for quitting.
For example, we don't want to go back to our friends and listen to them tell us, "I told you so. You should not have tried." Or, maybe if we quit, we have no way to pay off high-balance credit cards.
Remember, both rewards and pain motivate people.
A very simple close.
Many networkers are terrified of closing. We don't want to look like sleazy salespeople. But we need to get a decision from our prospects.
Closing is a big skill. We want to get better quickly. In the meantime, here is an easy, simple close that we can use.
"This either works for you, or it doesn't."
No one gets embarrassed. We feel good. Our prospects feel good. And they can make a choice. Some examples:
"Taking care of your body either works for you, or it doesn't."
"Using our enhanced mascara instead of false eyelashes either works for you, or it doesn't."
"Paying less for your utilities either works for you, or it doesn't."
"Having an extra paycheck every month either works for you, or it doesn’t."