Network Marketing – The Power of the Presentation

Presenting your products or business opportunity is one of the key income producing activities required for your network marketing business to become successful. The purpose of the presentation is to provide your prospect with the necessary information for him or her to make an educated decision about your products or business. You will need to decide what information you want to present, what format (DVD, CD, webinar, hotel meeting, 1-on-1, etc) to use, and who is going to present.

Deliver the Presentation

If you remember back to your speech class, the basic formula is to tell them what you are going to tell them; tell them; then tell them what you told them. That is the basic idea, but let’s expand that just a bit. It makes sense to start off with an overview of what you are going to talk about. It also makes sense for you to tie your presentation into what your prospect needs, wants, or doesn’t want. Let them know from the start that you are interested in making their life better.

Now, as you are making your points, you will want to make sure they understand what you are talking about. It’s easy to ask ‘Does that make sense?’ But, a more effective way ensure understanding is for you to ask your prospects to explain your point back to you in their own words. That way you can make sure that you are both on the same page. Move through each of the important points making sure that you have not lost them.

After you have completed all of your main points, come back around and summarize them. You want to keep your presentation as simple as possible. Now is not the time to dazzle your prospect with your brilliance. You want them to believe that they can do what you just did. Maybe not right away, but they need to have confidence that they can do it, too.

Practice, Practice, Practice

Have you ever done a presentation where you practiced on your audience? How did that work out for you? I don’t care how good you are, you would have been better if you practiced on your own, first. Steve Jobs has a reputation for giving killer presentations. Do you think it comes out perfect the first time? No, he spends days – not hours – but days preparing his talks.

You must practice long enough so that is doesn’t sound rehearsed. That’s what Hollywood does, isn’t it? Your favorite actor or actress gets paid millions of dollars to look natural. This really is what separates the professionals from the amateurs. Practice!

Handling Objections

Now, some people say they love objections because it means the prospect is actively in the game. But is still makes people uncomfortable when their prospect is opposed to something that they said. As part of your preparation, you should also rehearse your responses to the most common objections to our industry. They’re not kept secret.

The top four objections for network marketers are:

1. MLM is a pyramid or scam;
2. I don’t like sales;
3. I don’t have time; and
4. I don’t have any money.

If you run into others, then start adding them to your list. Do you think politicians have all of the answers off the top of their heads? No. They anticipate what questions might be asked and they prepare and rehearse their answers ahead of time. You do the same.

The key is to rehearse how you would handle each objection. Because you know what to expect and you have practiced your ‘script’, you will have the confidence and posture of a network marketing professional.