Audio: Create A Presentation That Sells Your MLM Product

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I have written about how to create a presentation before in my 8 Days To MLM Sales Series – Day 4, Prepare A Presentation That Converts Prospects Into MLM Customers.  Today I want to provide you with an example of a presentation so that you can get an idea of how to create your own sales presentation. 

Why You Want Your Own MLM Sales Presentation

Let me explain something first though because I can hear some network marketers saying: “Amy, why do I have to create my own sales presentation to sell my MLM products or services when my company already has a presentation (Motel Meeting, Sizzle Call, Webinar, etc) that I can send my prospects to?”

That’s a very good question and my answer to you is – you don’t.  Really, you don’t have to create your own presentation, you can send your prospects to a presentation that your MLM company has put together.  But I want you to ask yourself something before you use that method.  Is my network marketing company’s presentation more about the product or the business opportunity and how effective is it at converting prospects into customers?

A sales presentation is about communicating the BENEFITS of your MLM product or service in a way that your prospects want your solution to theirproblem NOW.  I would like to say at this point that creating your own presentation will likely take a tremendous amount of work in order to get the sales presentation at a point where it speaks to your prospect.

The following is a little checklist that you may want to follow when you are preparing a presentation for your MLM product or service:

Does My MLM Sales Presentation…

  • Focus on the benefits of my MLM product/service as they relate to solving the specific problems of the prospect?
  • Includes a very brief background about my MLM company and only if it adds credibility to the MLM product or service.  (no one really needs to know when your network marketing company was founded and how much money they make)
  • Includes any responses to any probable objections or questions that may be going through the minds of my prospects?
  • Includes a powerful conclusion that clearly demonstrates the benefits my prospect will receive as a result of buying my solution now?
  • Get to the point quickly?
  • Contain a call to action so that the prospect knows exactly what is expected of them at the end of the call?

If you follow the guidelines that I laid out for you in Day 4, Prepare A Presentation That Converts Prospects Into MLM Customers and use the checklist above you will way ahead of most of your competition.  For an example of a sales presentation, listen to the audio/podcast at the top of this post.  I think you will find it pretty interesting and if you are a network marketer, you will get a few tips and techniques that you can use in your business right now.

If you would like to talk to either of the presenters on the audio presentation, you may reach Leland Kramer at 530-794-6800 and Amy Howard at 919-277-1684.

2 Comments

Amy Howard, July 9th 2009 | Tags: , , , ,
Posted in Uncategorized

8 Days To MLM Sales – Day 5, Create A Closing Script That Eliminates Objections

Closing the sale is my favorite part of a MLM marketing transaction and I hope that after today it will be yours too.  I love closing the sale the most because this is where I get to help someone else make their life better.  You see for me it isn’t about the money that I get, it’s about turning a prospect into a customer and giving that customer value. 

The best part about learning 8 Days To MLM Sales is that if you have done days 1-4 correctly, your prospects will close themselves. 

Let’s Review:

  • Day 1- Identify Your MLM Product – if you have a product that people want, you don’t have to convince your prospect to buy.
  • Day 2- Identify Your Target Market – if you know the characteristics of the people who purchase your product, then recognizing a good prospect is easy.
  • Day 3 – Create A Prospecting Script – if you have an effective prospecting script, you can sort through your leads efficiently and only invite those that are qualified to a presentation.
    Day 4 – Prepare A Presentation That Converts Prospects Into MLM Customers – if you have created a presentation that holds your prospects interest and give them a solution to a want, need, or desire that THEY have, then your prospect will become a customer.

Now just so you know, not everyone will buy your MLM product even if you do everything perfectly.  That’s just the way it is.  However, a large percentage of your prospects will become customers without any objections if you have done everything right. 

How do you handle the prospects with objections?

If you don’t have prospects telling you no for whatever reason, then you either have the most awesome product that everyone wants or (and this is the more likely reason) you aren’t talking to enough people.  The harder you work, the more prospects that you talk to, the more likely you are to come across a few people that will need a little assistance in order to make a buying decision.  One way to help your prospect to make that buying decision is to create A closing script.

Create A Closing Script That Eliminates Objections

There will definitely be a time when you will want to have a closing script in front of you when you are talking to a prospect.  After you have invited a prospect to listen to your presentation they will either:

  • Call you back and buy your MLM product
  • Not call your back (some people just won’t, don’t take it personal)
  • Call you back and give you an objection

Obviously we all want the first scenario but that won’t always be the case.  So let’s create a closing script so that we will know what to say to the prospects that have objections and also know what to say to the prospects that you will have to call back in order to get their answer.  I’m going to be using a fuel saving product as my example for today.

As with all of your other scripts, you should start off with an introduction, so that your prospect knows who is calling them.  It may look something like this:

 Hello, this is Amy Howard.  So, we had a chance to listen to the Gas Briefing.   Let me ask you a question, when you were listening to the presentation, did you find yourself paying more attention to the product or the opportunity?

You are asking your prospect a question like this for two reasons.  First, you want to make sure that they did in fact go to the presentation and second, you want to find out if they were only interested in your MLM product or if they were interested in your business opportunity as well.

Then you want to go into a little story about yourself (remember stories sell).  So, the next part might go like this:

 Fantastic, that’s what got my attention when I listened to the briefing too.  Let me give you some background about me and why I got involved…

This is where you will have YOUR story.  Your story should be short, just a couple of minutes and in it you will want to include:

  •  Why you are, where you come from, what your life experiences are as it related to your MLM product
  •  What you were looking for as it pertains to your MLM product
  •  What got your attention about your MLM product
  •  What were your objections
  •  How you overcame those objections
  •  What has been your result since using your MLM product

Make sure that your story contains value and benefits that you have seen with your MLM product.  Don’t make up anything.  Don’t fake your results (like some network marketers do when they are pushing the business opportunity) just give the facts as you see them.  You are not only selling your MLM product but you are also selling yourself.  People will only buy from those that have integrity and sincerity.

Once you have told a little about yourself and your experience with your MLM product, you will want to transition back to the prospect.  So you ask them a question that may look like this:

 You know, that’s enough about me, let’s talk about putting money into your pocket instead of your gas tank.  Which of those packages got your interest the most? 

Note: your presentation should contain 2-3 packages that you put together for your prospect.   When they tell you which package they want to purchase, you finish up with something that may look like this:

 That’s a great package.  Now, let me verify your address, where do you want your product shipped to?  Great,  how would you like your name to appear?  Now, are we going to do this with Visa or Mastercard?  Great.  Go ahead and grab your card, I’ll hold.

And that’s it.  You brought out any objections during your story and how you overcame them.  So, your prospect won’t be able to use those objections back on you and you just went straight into the close.  You are selling yourself based on your belief and conviction in your MLM product or service, and you transfer this feeling to your prospect.

The biggest thing that you should have as a network marketer is confidence.  Confidence in what you are selling and confidence in what you are saying.  Using a script will help you to get that confidence.  Actually having a system that works and turns prospects into customers will also help boost your confidence.  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 4- Prepare A Presentation That Converts Prospects Into MLM Customers

Day 5- Create A Closing Script That Eliminates Objections (Your in luck because you are on this page now)

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, July 7th 2009 | Tags: , , , ,
Posted in "8 Days To MLM Sales" Course

8 Days To MLM Sales-Day 1, Identify Your MLM Product

Because my passion is helping network marketers to grow their business, I talk to many that just aren’t where they would like to be with their home based businesses.   A lot of times I hear that MLM’ers just aren’t getting any kind of support from their upline leaders and sometimes I hear just the opposite.  The marketer is getting all kinds of support but nothing is working for them.  I thought I would give my readers that are struggling in their network marketing business a way to increase the sales of their MLM products or services in just 8 days.

Now I intend to give you enough information so that you can be making sales in as little as 8 days.  Of course, you may take longer (I had a learning curve too) but everything I am going to share with you when put together will help you to sell your MLM products or services.   If you read this and say to yourself that Amy has lost her mind because she is showing you how to make sales using “old school” techniques, then keep reading because everyone has to start somewhere and I would like to see network marketers make more money than they spend.  That’s why I will explain the why and the how of the techniques that I use and teach.   So, let’s get started shall we?

Day 1- Identify What MLM Product You Want To Sell

Most of the MLM companies that we get involved with have more than one product or service.  For example: Pre-Paid Legal has both an Identity Theft protection service as well as a pre-paid legal service.  Now luckily with PPL you really only have to choose between the two MLM services but there are other companies that have dozens to choose from.  Let’s take ACN for example (I have a lot of students in this MLM company) ACN has phone services; VOIP,  Cell Phone, local and long distance plans, and the much wanted Video Phone.  ACN also offers a satilite TV service, a burglar alarm service, and Internet services.  Now that’s a lot of services to choose from.

Luckily for me when I first got started in network marketing, my company only had one product.  However, instead of being taught to market that product, I was taught to push the opportunity.  The thing about trying to sell the opportunity is that there is always a better opportunity.  So, even if you do find someone to join your business, they will leave in about 3 months when they aren’t making the 6-figure income your upline leaders and MLM company said they could be making.

So, how about we actually market the product instead of the opportunity.  Besides, can you really say that you are an expert at making money from home when you haven’t made a dime?  You can, however, be an expert in your product.  You have used the product, you know the benefits of using the product, and you know what the product can do for people.

Why Choose Just One MLM Product

The main reason that I want you to choose just ONE product is so that you can focus on just the one thing.  Once you have this one thing mastered, you can introduce other products.  The best way to sell your MLM product is to be an expert in that product.  By focusing on just one of the products that your network marketing company offers, you can know everything there is to know about that one product.  You don’t have to be an expert at everything all at once.  Don’t worry about the compensation plan, or the business builders that everyone says that you must have.  Just worry about being the expert at one thing and that is just ONE MLM product.

The product is what you will be selling and it is selling the product that will make you the money.   All the other stuff will come after you master this one.  I am a runner and I have ran a half marathon but I can tell you right now that I don’t like to run, I do like to eat though so therefore I run.  Do you know how to run a half marathon?  I didn’t either at first.  I first had to learn how to run one mile before I could run 13.  That’s what I want to teach you how to do.  Sell just one of your mlm products, become an expert at selling that one product, then you can do another and another. 

Once you start making money by selling the product, you will be amazed at how many people will suddenly want to know what you are doing.   Think about this.  If you got involved with your MLM company because of the money making potential, did you see that potential from an associate that hasn’t made a dime or were you looking at the heavy hitters at the top and saying to yourself that you wanted what they have?

How To Choose Your MLM Product

Hopefully, you see the benefit to marketing just one of the products that your network marketing company offers.  Now you may have a really tough decision to make.  How do you choose which MLM product to market?  They are all good.  I’m going to give you a few tips that you can use to narrow down your choices.

Tip #1 – Does your MLM product have exclusivity?

It doesn’t have to be so new that no one has ever heard of such a thing.  You don’t have to be first or even one of the first. If you choose a MLM product or service that has never been done before, you actually have a lot more risk than when you have a product that has been proven.  If you have an older proven product with a new twist, well then you may have something.  What I suggest avoiding is a product that everyone seems to be doing.  Of course, if everyone else is pushing the business opportunity, you may be the only one marketing the actual product. 

How do you know if you have exclusivity?  Do an Internet search.  Put in your what your product is (ie, skin care, phone service, greeting cards, etc.) and see what comes up.  Count how many ads come up, that is your competition.  The more people marketing your product, the less exclusive it is.

Tip #2- Does the MLM product have something to do with health, wealth, or love?

Is it something that a prospect would seek you out for or do you have to do a lot of explaining to get the prospect to understand?  There are primarily 3 product categories that you can base your business on; Health, Wealth, and Love. Products that fit into the health or love categories are easier to sell because they are emotionally based. People will buy them because they want better health or more love. The wealth category is going to be your toughest sell.

Tip #3 – Do you have a passion for you MLM product?

Is it a great product?  Did you get amazing results from using the product.  If your passion is more about the opportunity than the product, you may want to find another product. You should be passionate about your product because it works not because it makes you a ton of money. If you have the passion for the product, your prospects will also have a passion for the product and it will show up in the form of good commission checks.

Tip #4 – Is your MLM product affordable?

You don’t want to choose to market something that no one can afford to buy.  I don’t want you over analyze the price too much.  People do buy luxury cars and spend a lot of money to do it too but you don’t see the masses going out to buy them either.  If the benefits of the product outweigh the cost, you have made a good choice.

Tip #5 – Is there a demand for your MLM product?

You can have everything else but if there isn’t a demand for your product, you won’t make any sales.  How do you know if there is a demand for your product.  One way to know is to do an Internet search.  Put in your what your product is (ie, energy drink, legal service, vitamin supplement, etc.) and see what comes up.  If there are a lot of choices, then the chances are pretty good that there is a demand for the product.  Remember though that you don’t want so much competition that everyone is fighting over the few customers that are looking for the product.

Tip #6 – What is the commission on selling the MLM product?

It really doesn’t make sense to go through the marketing process, if there isn’t enough profit in it for you.  You are in business to make money.  Your compensation should be at least 20% but not so much that you begin to wonder why they are paying so much.  You want your MLM product to be legitimate and if a MLM company is paying something like 70% in compensation, then you may want to ask yourself why.  If they are paying just to get the lead, it may be okay.  I see a lot of affiliate programs that pay out huge commissions because they want the lead so they can make money on back end sales.

Okay, I’m tapped out of tips on how to choose a MLM product.  That’s it for Day 1.  If you are involved with a network marketing company that has a bunch of products, you will have some homework to decide which one you want to market.  If you only have one product, then you will be all set for Day 2 for our “8 Days To MLM Sales” course, where we will be discussing how to identify your target market.

Day 2 – Identify Your Target Market
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

4 Comments

Amy Howard, June 4th 2009 | Tags: , , , , ,
Posted in "8 Days To MLM Sales" Course
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