CHAPTER 01
Two questions decide
Has your upline ever spoken about “The Hot Button”? It is the point where your message becomes personally relevant to the person listening.
When you present your business, you want to create excitement. But being excited yourself is not enough. You need to meet the other person's expectations.
At the heart of the presentation are two questions:
What is in it for me? And: Can I do it?
CHAPTER 02
Talk about the business
Networkers solve problems. And when people examine a business opportunity, money is usually central in my experience. They want to understand whether and how they could earn an income.
Here in Europe, people often talk around it. Money supposedly does not matter and they are aiming for something higher. But it is reasonable to discuss money when examining a business. Otherwise we may be discussing a hobby. And hobbies tend to cost money.
Many networkers never learn to talk clearly about earning. They retreat into subjects they feel comfortable explaining and miss the very question that brought the prospect to the conversation.
Your first presentation is a valuable opportunity. Use it. Show how your business could address what the person actually wants.
CHAPTER 03
A product lecture misses the hot button
You can talk for hours about blood levels, health, energy or ingredients. Perhaps those subjects excite you now. Were they really why you joined?
If someone is considering a business opportunity, product details should not take over the presentation. Otherwise you give them a science lesson while leaving their business questions unanswered.
A top earner I worked with put it provocatively: “Only talk about your product in detail with people you do NOT want in your business.”
The point is to give a clear overview of the products, quality and benefits. Offer further information or a sample where appropriate. Then return to the business: How does the distribution work? How can income be generated through it?
The same applies to the compensation plan. You cannot bank a percentage. A plan explains how commissions are calculated. Listing percentages does not tell a prospect what work is involved or what that work could produce.
People attending a business presentation are examining an opportunity. They did not sign up for a training course.
CHAPTER 04
People are choosing you too
A complicated, boring presentation can waste enormous potential. That is not automatically the company's or product's fault. Perhaps the spark never crossed the gap.
You are presenting yourself too. People ask whether they trust you and want to work with you. Whether they believe you can support them.
That deserves attention and practice. It may require a substantial shift in how you see your business.
CHAPTER 05
Ten things to improve immediately
- Review your presentation. Is it attractive? Does it answer “What is in it for me?” and “Can I do it?”
- Return to your own story. Why did you join? Compare that with the subjects you now discuss. Share what genuinely moved you.
- Listen carefully to your upline. Does their message support yours and help your prospects? If not, talk openly and get in sync.
- Talk about tangible goals. Many people initially care about paying bills and improving their lifestyle rather than making millions. Use concrete, substantiated examples instead of distant fantasies.
- Explain compensation through understandable amounts and the work behind them. What must be done? When can that generate a commission? What effort and expenses come first? Percentages alone do not answer those questions.
- Find out what amount would make a difference to this person. In the original training, I used €1,500 a month part-time as an example. What matters is explaining the route, rather than promising that amount or a particular timeframe.
- Be authentic. Take a serious interest in the person. If you both commit to working together, support them with the same seriousness they bring to their business.
- Present more frequently. My training standard is at least one presentation of your own each day. A weekly upline meeting does not replace that practice. Become good at your own conversations and use strong presentation tools to support them.
- Do not disappear into expert knowledge. Feed your vision and excitement. Learn to tell your story in a way people understand and connect with.
- Monitor your activity and results. Know your conversion rate and improve it. If conversations are not working, examine your presentation before boring another valuable contact with the same approach.
CHAPTER 06
Knowing the Big Mac does not mean you can run the restaurant
Network marketing means building a distribution channel for your company's products and services. You need to understand that business, rather than every product detail.
Knowing everything about the Big Mac would not make you a successful McDonald's operator. You would need to understand how the restaurant works.
Look at your sponsor and senior uplines. What do they discuss? An opportunity or mainly their specialist knowledge? Do they inspire people or lecture them?
If you are missing business clarity, speak up. Find the experienced people in your upline who can show you a clear, effective presentation.
We duplicate what we do. So pay close attention to what you pass on.
Back to those two questions: “What is in it for me?” and “Can I do it?” Answer them precisely, and you reach the Hot Button.
All the best, Sven