8 Days To MLM Sales – Day 4, Prepare A Presentation That Converts Prospects Into MLM Customers

Once you have a prospecting script, you will want to have some place to send your prospects.  If you use the presentation that your MLM company provides, it more than likely will spend most of the call talking about how much money everyone is making and how this is the right product and the right time, blah, blah, blah.  Not really the right message that you want to send to your potential product customers.

 

Hopefully I won’t have to convince you how bad for your business it will be if you only look for business builders.  Once your new business builder joins your MLM and sees that they will have to work at the business, that the product doesn’t just sell itself, they will move on to the next network marketing company faster that you can say “hold on”.   So, using your MLM company’s presentation call may not send the right message to your prospects, especially since you want them to purchase the product more than you want them to join your business. 

 

Send The Right Message To Your Prospects

 

Today we are going to be creating a MLM sales presentation that you will send your prospects to.  I want you to keep in mind that a presentation call is not designed to close your prospects for you.  You still have to close them yourself.  A presentation call is where you will present an offer and give your prospects enough information about your MLM product or service and position yourself as the expert with that product.  Your presentation should also provide objections for your prospect.

 

Your MLM Presentation Should Be Relatively Short

 

Keep in mind that the average attention span of an adult is about 25 minutes.  So you want to create your presentation with that in mind.  Now I have been to presentations that have been longer in length and I have been to some that have been shorter in length.  Don’t get too hung up on having your presentation come in right at 25 minutes just keep it in the back of your mind that you want to keep your prospects attention for the entire time.  To have an effective presentation you have to have some important elements.

 

Five Components To Every Marketing Transaction

 

If you remember, during Day 3- Create A Prospecting Script, I shared with you the 5 components to a marketing transaction: Introduction, Offer, Value, Benefit, Close.  Well, we are going to be using these again to create a presentation for your MLM product or service.

 

Five Sections To A Presentation

 

Let’s break down each of the components of a marketing transaction so that you can see what each section of your MLM presentation will contain.

 

1.      Introduction – you want to spend a few minutes welcoming your prospects to the call, confirming why they are on the call, and introducing yourself.

2.      Offer – this is where you say what your MLM product or service is, where is came from, the research behind it.  (DO NOT talk about price here and DO NOT mention your MLM company’s name either.)  This is also where you will explain your product packages, why and how they work.

3.      Value – this is where you will be bringing in the value of using your MLM product or service.  You still aren’t talking about the price of your product yet but you can talk about what a similar product might cost.  You want to compare with something that is a lot more expensive.

4.      Benefit –  now is when you bring up the price of your MLM product packages and how you justify your price.  Talk about what your prospect would still have to do with your comparison in order to get the benefits that you are offering.

5.      Close – briefly highlight the offer, value, benefits, and any specials or guarantees that you included in your presentation.  Then close up the presentation with a call to action.

 

As long as you remember to include all five of these components along with the “AIDA” getting your prospects attention, holding their interest, peak their desire, and get them to take action, you will have a winning presentation on your hands.

 

How To Deliver Your Presentation

 

Once you have crafted your presentation, you want to have people listen to it.  You have a few options open to you.  You could deliver the presentation yourself on a one on one basis.  However, that would be slow and not much better than doing in home parties and it just wouldn’t be a good use of your time.  You could also deliver your presentation live using a conference line.  A live conference call will give you the best results but in the beginning you can also record your presentation. 

 

I’m going to let you in on a little secret that is worth a couple hundred dollars.  I found this after I already spent money on a teleconference line but I want to share this with you so that you can have an advantage that I didn’t.  It’s called https://www.freeconferencing.com/.   This is a great service to use to do live presentation calls.  Another great resource is http://www.simplevoicebox.com/, you can use this service to record your presentation and send your prospects to listen to.   Both are really good resources and are perfect for the beginning network marketer that doesn’t have a huge audience as yet. 

 

Okay, I hope this information helps you to create your own presentation call so that you can give the right message to your prospects.  This is the end of step 4 on our journey to MLM sales.  If you feel a little stuck at any point, please feel free to contact me.  I am here to help. Until next time, have a great MLM day.

 

8 Days To MLM Sales

 

Day 1-Identify Your MLM Product

Day 2- Identify Your Target Market

Day 3- Create A Prospecting Script

 

Day 5-Create A Closing Script That Eliminates Objections

Day 6-Warming Up, Why Practice Makes Perfect

Day 7-Getting Targeted Leads

Day 8-Putting It All Together For MLM Sales

 

4 Comments

Amy Howard, June 29th 2009 | Tags: , , ,
Posted in "8 Days To MLM Sales" Course

8 Days To MLM Sales – Day 3, Create A Prospecting Script

I hope that you are ready for Day 3 of our ‘8 Days To MLM Sales’ training series.  Before we get started with today’s MLM training, I want to make sure that you have completed day 1, where you identified your MLM  product and day 2, where you identified your target market.  It’s important that you complete those two tasks before you start on day 3.

 

Today we are going to create a prospecting script for your MLM business.  I’ve said it before but I will say it again.  All of the heavy hitters, the top dogs, the leaders that get to walk across stage at the conferences all use scripts.  They may not admit to it but if you listen to their spiel, you will notice that they say pretty much the same thing every time they are prospecting.  That’s because they developed a script and memorized it so that it comes out sounding naturally.  No, the Bid Dog network marketers aren’t all born sounding smooth.  Most, it not all of them had to learn just like everyone else how to create a prospecting script that will increase your MLM sales.

 

The Purpose Of A Prospecting Script

 

When you are prospecting, especially on the telephone, you have maybe 15 seconds to get your prospect’s attention and you rarely if ever get a second chance.  “Winging it” is dicey and often doesn’t work.  Whereas, having a prospecting script, knowing what you want to say works better.

 

Having a well put together prospecting script in front of you when you pick up the phone looking for people to buy your MLM products or services will guide you to say what you want to say, precisely and in as few words as possible, yet it still gives you the room to maneuver.  This is one of the keys to getting MLM sales.  To make sales you have to be able to communicate with your prospects and if you have already crafted a message, you can focus on delivering that message to your prospect.

 

The best reason to have a prospecting script is it helps you to sort, not convince, your prospects.  Let’s say you have a lead list of 500 names and phone numbers of people that you have identified to be your target market.  This list of names is at the top of your marketing funnel in order to sort through them as quickly as possible, you want to have a prospecting script.  MLM sales happen in stages.

 

Four Stages To MLM Sales

 

There is an acronym used in sales “AIDA” and it is used in creating powerful and effective marketing exchanges.  AIDA stands for:

 

  • Attention – you must first get your prospect’s attention.
  • Interest – once you have your prospect’s attention, you have to get their interest
  • Desire – once your prospect is interested, the next step is to offer them something they want or desire.
  • Action – the last step is to get your prospect to take action.

 

You have to have someone’s attention before you can hold their interest long enough to create the desire in order to get your prospect to take action.  In addition to these stages there are also 5 components to every marketing transaction.  They are:

 

  • Introduction – you have to introduce yourself to your prospect.
  • Offer – you have to offer them something.
  • Value – your offer has to have value to the prospect.
  • Benefit – there has to be a benefit to the prospect.
  • Close – get you prospect to take action.

 

When you put together “AIDA” along with the components to a marketing transation into your prospecting script, you will have something powerful.  This is the basis we will use to create our prospecting script.

 

Creating A Network Marketing Prospecting Script

 

So, let’s get to it shall we.  The following is a break down of a prospecting script that I use:

 

  • Introduction – Hi, this is Amy Howard calling you from North Carolina.  I’m giving you a call because I see that you are a fellow network marketer.
  • Attention – One of the things I do is help people to expand and explode their network marketing businesses.
  • Offer/Desire – If I could show you how to put 20-30 people a week into your MLM business every week, would that be worth 45 minutes of your time to find out how to get that done?
  • Value/Benefit – In this case, the prospect has to see the value and the benefit themselves.  They have to do the calculations in their head to see what putting that many people into their business every week would mean to them.
  • Action/Close – If your prospect sees the value and the benefit, they will say yes and this is where you get them to grab a pen and a piece of paper to take down the information of the presentation that you are about to invite them to.

 

This is the outline of the script that I use when I get on the phone and I am prospecting for struggling network marketers.

 

Another MLM Business Example

 

I know that you probably aren’t in the market for struggling network marketers.  You are probably in a different part of the network marketing industry.  So, let’s have another example to show you how you can adapt the script that I use to fit your business.

 

I was talking to a struggling MLM’er in Pre-Paid Legal yesterday.  Actually, I had more than one in that MLM company, so let’s use Identity Theft as an example of our product and people that own a home and have credit cards as our target market.  Our script may look something like this:

 

Hello (Prospect)

Hi, my name is Amy Howard and I’m calling you from North Carolina.  How are you doing today?  One of the things that I do is help people to maintain their good credit.  Let me ask you a question, if I could honestly show you how to maintain or even improve your credit score would that be worth 15 minutes of your time to find out how to get that done?

Great, grab a pen and a piece of paper so that I can give you a little information.

 

What I’m going to do is invite you to a briefing where there will be people from all over the US looking to protect or improve their credit score.  You are going to be listing to a credit protection specialist that has truly mastered the art of protecting and improving credit scores.  Their using some tools and techniques that seem to be working pretty well and they are going to be sharing with you some tips that you can use right away to protect your good credit. 

 

Now let me have you write down the time of the briefing and the number to call in at that time is:

 

Great, you’re all set; I look forward to hearing you on the call.

 

End of script.

 

Now I haven’t actually used this script because I don’t market Identity Theft so I don’t know how effective it is at actually getting prospects to a presentation.  Really the only way to know if your script will work is to use it and test it.

 

How To Determine If Your MLM Prospecting Script Is Effective

 

The best way to know if your prospecting script is working is to track the numbers.  Talk to at least 100 prospects.  Not just any prospect but the actual name of the contact on your lead list.  Out of those 100 people that you speak with you want to look for a response rate of 1-3%.  I know that seems like a low number but once you have reached that number, you can improve on it.

 

Start with a prospecting script, track your numbers, don’t make any changes to anything until you have some statistics to form your baseline.  If you change things before you have formed your baseline, you won’t know what works and what doesn’t work.  Besides, how can you improve your numbers if you don’t know what the numbers are.

 

I hope that today’s training has helped you to see the value of having a prospecting script.  It is essential to have a clear purpose and a reason for calling a prospect.  A prospecting script can keep you focused and consistent.  You can improve your script over time to increase your conversion rate.

 

Once you have created your network marketing prospecting script, practice and role play your script, memorize it before you pick up the phone and start your MLM sales venture.  By having your script memorized, you can focus on the process and actually listen to your prospect.  By listening, you will know if you have someone that is actually interested in what you have or if you are trying to convince them that they need to look at what you have.  Prospecting is all about sorting not convincing. 

 

If you find yourself struggling to create a prospecting script to fit your home based business, give me a call or shoot me an email.  I am here to help.  Until next time, have a great MLM day.

 

8 Days To MLM Sales

Day 1- Identify Your MLM Product

Day 2 – Identify Your Target Market

Day 4 – Prepare A Presentation That Converts Prospects Into MLM Customers

Day 5 – Create A Closing Script That Eliminates Objections
Day 6 – Warming UP, Why Practice Makes Perfect
Day 7 – Getting Targeted Leads
Day 8 – Putting It All Together For MLM Sale 

4 Comments

Amy Howard, June 22nd 2009 | Tags: , , , ,
Posted in "8 Days To MLM Sales" Course

8 Days To MLM Sales – Day 2, Identify Your Target Market

On Day 1 we talked about choosing just one mlm product to market.  If you haven’t decided on just one product, then I urge you to review Day 1.  If you decided on your mlm product, then it’s time to identify your target market.

Why Identifying Your Target Market Is So Important

If you want to be able to get more customers, then it is crucial that you identify who your target market is.  Once you know who you are marketing to, you can better understand them and deliver the greatest value.  You will serve your customers better if you know their specific needs, wants, and desires.  The goal is to really understand who it is that buys your mlm product or uses your mlm service.  If you want to motivate someone into making a purchase, you really need to understand who that person is. 

This step is very important because it will help on Day 3 when we look at creating a prospecting script, Day 4 when we work on creating a presentation, Day 5 when we create a closing script that eliminates objections, and also on Day 7 when we work on getting leads.  So as you can see, identifying your target market is really the key ingredient to the rest of this process.  It doesn’t matter if you are marketing online or offline, you want to know your market inside and out.

Let’s get to it – who is your target market?

It starts with the product that you have chosen.  Take a look at the product, what are the benefits of using the product.  Sit down and list 5-10 benefits that people receive when they use your mlm product or service.  I want you to be as specific as possible.  I want you to take notice that I said to list the “benefits” of your mlm product and not the “features” of your product or service.  There is a difference:

  • A feature is about the components or the functions of your mlm product or service.  For example: let’s say your product is something that helps increase gas mileage and it comes in pill form.  Having the product in pill form is a feature.
  • A benefit is something that your mlm product or service will do for your prospect to somehow offer a solution to a problem.  So if your gas saving product comes in pill form that saves you 30% on every fill up, then you have yourself a benefit.

Now that you are have a list of benefits, it’s time to sit down and see who would enjoy those benefits the most.  That will be your target market.  Now before you say that everyone can benefit by using your mlm product or service, let me just say that you may be right but if you can narrow down your market even just a little, you will spend more time closing sales and less time prospecting.  (Did you catch that – that was a benefit right there)

How To Identify Who Buys Your MLM Products

One thing that you can look at is the demographic and/or statistical data about the people who buy your particular type of product or service.  You may be able to identify a particular age group.  You might know the income, hobbies, or even what magazines they read.  Your product may be best suited for a particular gender (wrinkle cream comes to mind as an example for women only).  Whatever the case, you want to know everything that you can about the typical person that buys your type of mlm product or service.  Do they have a computer, did they go to college, have kids, pets, are they married?  You get the idea.

Okay, so let’s look at our gas saving pill again and our number one benefit is that it can save you as much as 30% on your fuel costs.  We probably don’t want to market to people that drive a hybrid vehicle because they already increased their gas mileage when they bought the car.  We don’t want people that just own a moped or motorcycle either because their tank is so small.  But what if we went to the other end of the scale as far as how big of a gas tank our prospect has.  What if we targeted SUV owners? 

Picture this -  an owner of a SUV goes to the gas station to fill up with gas and because of today’s gas prices, they spend anywhere from 60-100 dollars.  What if you could show them how to put $20-$30 in their pocket every time they went to the gas station?  What if you could show them how to get their gas for free?  Do you think, a few of those prospects might be interested in what you have?

We just identified our target market – SUV owners.

Get To KNOW Your MLM Customers

Once you have identified who your target market is, then it will be easier to get to know who your potential customers are.   I mean really get to KNOW them.

  • What keeps them awake at night?
  • What are their fears?
  • What or who are they angry at?
  • What trends are occurring that will affect their lives?
  • What do they secretly desire the most?
  • Who else is selling something similar your mlm product or service?
  • Who else has tried to sell them something similar, and how did that effort fail?

Once you know the answers to these questions and you can help them with their problems, you will be making more mlm sales than you ever thought possible.  Connecting the mlm product benefits to your prospects wants, needs, and desires is extremely powerful.

I hope this helps you to identify your target market.  It is the critical piece to the network marketing puzzle.   Having taken the time to identify your target market doesn’t mean that your product won’t have people outside of your target market buying your product.  But it does mean that you can focus your attention on the group of people that have proven to be your core customers and build a strong business around that.  You can always expand from that.

If you are still struggling with identifying your market, then please give me a call or send me an email.  I want you to be able to grow your mlm business and I am here to help you.  Until next time, have a great MLM day.

8 Days To MLM Sales

Day 1- Identify Your MLM Product

Day 3 – Create A Prospecting Script
Day 4 – Prepare A Presentation That Converts Prospects Into MLM Customers

Day 5 – Create A Closing Script That Eliminates Objections

Day 6 – Warming UP, Why Practice Makes Perfect
Day 7 – Getting Targeted Leads
Day 8 – Putting It All Together For MLM Sale

6 Comments

Amy Howard, June 12th 2009 | Tags: , , , ,
Posted in "8 Days To MLM Sales" Course
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