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.