What Makes a Good MLM Presentation Part 2 of 3

This is Part 2 of a 3-part article which I’ll discuss what makes a good MLM presentation:

Part #1 – Your state of mind

Part #2 – The problem and solution approach

Part #3 – What is your offer to your prospects?

Let’s get started…

Do you like sales people?

I guess your answer is most likely like mine – NO.

When you smell a saleman from miles away, you would probably change plan and go in the opposite direction.

So, what is it that we don’t like about sales people?

Probably we don’t like people who are pushy, biased and tell us what’s good for us. We would rather prefer to make

our own buying decision and to buy what we think is good for us.

You see, when you make an MLM presentation to someone, the last thing you want is to appear as a sales person, armed with a folder in hand, flipping through slide after slide, hoping to make a sale. In fact, I know of people who joined the MLM industry because they just want to stop their sponsor from pestering them.

In that case, how should we present ourselves when we make an MLM presentation to our prospects?

Here’s my 2-step approach that I use personally that had proved to be successful most of the time:

- Identify their problems

- Offer them your solution

Step #1 – Identify their problems or desires

This might sound like common sense but many times we may not even realize it when we go around offering solutions to people before finding out their problems.

Isn’t that what spammers do? All you need to do is to open up your inbox and look at the emails and you would know what I mean. Everyday, we get an enormous amount of junk mail from people who are pushing solutions to us.

So, the first thing to do is to find out what the prospects are going through if you’re making an MLM presentation either one on one or to a small group. (If you’re making a presentation to a large audience, obviously this is not practicable and what you can do is to point out some common problems especially financial challenges that people face in their lives.

And how do you find identify their problems or desires?

First, during the initial warm up, you should attempt to connect with your prospects by building rapport so that they feel comfortable with you. And the best way to do that is to ask questions to lead them to tell more about their financial challenges they face. Frankly, this is more of an art than a science as we are dealing with unique individuals.

Second, you need to listen actively when they start talking. That means, you have to respond with either short verbal feedback like short questions or with body language like nodding to reconfirm what they are telling you.

By asking and listening actively, you would be able to identify their problems, typically financial challenges that they are facing. In some cases, your prospects have desires, rather than problems, to succeed in life or simply to get out of their job.

Step #2 – Offer them your solution

If you have completed Step #1 adequately, Step #2 is a piece of cake.

Now that you know their problems or desires, you should know if can offer your MLM business as a solution.

Let’s face it. Don’t make the mistake of thinking that your MLM business opportunity is the latest and greatest… or the be all, end all to all problems. It’s not.

Imagine your prospect told you that she is in the midst of a divorce. What would you do? Offer her your MLM business? Not me. I really don’t think she’s in the frame of mind to start a business.

On the other hand, if your prospect is looking for something to earn an extra income that would eventually replace his current income… and he is willing to learn and work hard, that would be a good fit for you to offer your MLM business as a solution.

The above concludes Part 2 of what makes a good MLM presentation. In Part 3, I’ll discuss what most network marketers missed out to follow through with their presentation to make a compelling close.

3 Simple Strategies to Get More Presentations and Close More Sales

Is it really hard to market a startup business?

Entrepreneurship is a world of self-discipline, creativity and drive. Success in business ownership does not happen overnight but comes with strategic planning, consistency and implementation. Self made millionaires are consistently saying that having multiple streams of income are the most sustainable paths to grow into wealth.

Some of the struggles that business owners & independent distributors have when building a business are getting presentations, overcoming objectives and closing more sales.

Getting people to gather for your presentation.

Who would turn down the opportunity to get together with friends and have a glass of wine? I know I’d be the first to appear. Would you still participate if a thirty-one rep or It Works rep were giving a presentation? Well is it something that meets a need for your client? You will never know unless you ask.

Capitalize on benefits

Are you capitalizing opportunities by selling the benefits of your program/products? We fail to realize that direct selling consist of relationship building. People purchase from those they know, like and trust. There needs to be a connection made with your prospect before attempting to close a sale.

Getting past stereotypes for certain industries.

Franchising, network marketing and direct selling are huge components of building wealth. Somehow the reputation of each industry have a stigma attached that leaves consumers skeptical.

How to get past stereotypes.

Social proof is a verification and confirmation that your product/program can make a difference in others lives. Social proof is getting someone to sing your praise or sing the praise of their transition from using your product. We as individuals feel compelled to purchase when we can confirm that it has worked for someone else.

Use your network.

Capitalize of current & previous clients. Make your clients customers for life. You have to give them directions of what their next step should be whether its telling 3 friends of their experience and sharing their contact information. This is a referral marketing strategy that always seem to get underutilized in the sales industry.

Here’s a great example of next steps:

1. Make a list of features & benefits of your product/program.

2. Make a list of 10 people that could possible benefit from your product.

3. Call each person to touch base and inform them of the awesome product and its benefits. Ask them of they know anyone who would be just as interested in hearing more information.

Presentations to Planning Commissions for Car Washes

If you are planning to present to the planning commission in your community your plans for a carwash there are a few things you should know. There will be complete nut cases who show up with bogus environmental claims and totally bizarre reasons why you should not build your carwash.

It is truly amazing when you go into a community and you’ve been asked to by the economic development association and the president of the Chamber of Commerce and the mayor himself and then you find yourself battling to stay above water after you’ve made an investment in the community and are bringing jobs.

Nevertheless if you fail to bring a good presentation to the planning commission for your carwash that project will be attacked or it will be curtailed to the point where are you cannot make a profit because they put too many stipulations on the building of your carwash. Even worse they may postpone the planning commission meetings and you will get in a loop discussing the objections of one person from the EPA or Sierra Club over a little issue, which is completely irrelevant.

The important thing is to find out all the objections and handle them at the business presentation to the planning commission and find out exactly what that Sierra Club ’60s hippie lady is going to come up with first. Consider this in 2006 and save the spotted owl, desert turtle and unborn gay whale?