Opening a presentation

Q: Hi Jack, I enjoyed your article in "Im In # 82". I would be interested in learning your - Opening - sequence and following order that you present the business opportunity. It was interesting to know your closing sequence to a business presentation. Thanks for your help.

A: There is truly no "one right way" to do a business presentation. I rarely call someone up and go to (their house, my house or a restaurant) to do a presentation. My approach is much more laid back.

I LISTEN.

Here are some clues: "We're living month-to-month." "...and they said we might get laid off." "I got one little bag of groceries and it cost me $25." "... and it looks like my car is acting up again." "I can't believe how much it costs to live these days." "I can't seem to get ahead." "I really want to better myself." "...and the kids are only a couple of years away from college." "How will we ever live on this retirement check?" Those are just thinks I've heard this week. THIS WEEK.

Here is where I go from there. "I appreciate your situation. I've been there (or I'm still there) myself but I'm taking charge of my future. Do you know anyone who would like to make some extra money?"

NOTICE, I did NOT say "would you". Don't pin them down. They will start resisting immediately. PLUS, they may give you a referal. If you ask only about them, they will only think of themselves.>

Let's assume they indicated that they were interested. Ask when a good time to get together would be. Don't try to explain it then (unless it's CLEARLY appropriate and you are fully prepared). I would tell them as little as possible until you can control the situation.

Now let's skip to the presentation. This is very individual depending on your company but there are a few rules to follow. First, build rapport. Ask them about their family, job, hobbies, AND GOALS, before you start. Make this conversational, not just a "thing to do." Ask them questions through out the presentation. Most importantly, it gets them involved. Secondly, if you ask questions that will naturally get a positive response, you've created a "winning mood."

As you finish the presentation, it's natural to ask, "Now you know how you can make money with this company. Do you see that this will help you reach your GOAL (be specific)?" If they can't see that, you've lost them. Don't get discouraged. All opportunities are not for all people. Relax. Say "thanks for listening, and if you change your mind or think of someone who would like to make more money (improve their health, drink FREE coffee, eat FREE groceries, etc.), please tell me."

Don't burn your bridges. Some people take time. Some will want to see you do it before they jump in. Some will never get in but they will send you customers or agents. Whatever they decide should be alright with you. If it isn't, don't start. There is going to be rejection in this business. Get used to it quick. Change your thinking. "Oh, I didn't get the peson. There must be something wrong with me. I'll just not cut out for this work. I'm not very good." Horse Feathers!!!! Just don't quit. Every NO brings you that much closer to a YES. If you want to learn quickly, ask them "What was it about my presentation that kept you from joining?' You'll be surprised. It may have absolutely nothing to do with you. Don't quit. That's the ONLY SECRET to success in this business that really counts.

Jack Jobe is a full time network marketer who is involved in more than a dozen Referral Marketing programs. His philosophy is "Buy what you use from yourself." Jack teaches a course on "Profolios" (Multiple Streams of Income). Direct your Networking questions to him at JACKJACQ@APX.COM. The best questions will answered in future issues of I'M IN.