MLM Training: How To Grab And Hold Your Prospect's Interest
Tim Sales
November 21, 2008
Do you consider yourself a confident, professional presenter? In MLM, this is what you need to be in order to consistently capture your prospect's interest to get people to join your business or to sell product. What do you need to do to get yourself to that level? It isn't that difficult. Keep reading for tips to help you get there.
In a recent MLM training article, I discussed how to present to your prospect without being too shy or too pushy. This new article is all about communicating easily; which has to do with you being a sharp presenter, and presenting your MLM business with professionalism.
Not winging it; but also not sounding rehearsed. No fumbling over your words. No being out of breath because you're scared. No apologizing for being scared. Simply put, being a confident and professional presenter who delivers good content effectively. Sound hard to do? It's not.
Unfortunately, too many people in the MLM industry don't take the time to learn a few simple concepts. In presenting, right or wrong, your prospect will judge you, the business and the MLM industry based on how you present. Is it any wonder that the industry has a public relations black eye? Too many presenters in MLM "wing it."
Communication Quality number 5 from Professional Inviter is: Communicate easily - no tension, strain, fakeness, sounding rehearsed, stuttering or hesitating.
If there were a word that defined this Communication Quality it would be articulate, which means: 1. to express oneself clearly and coherently; 2. to pronounce distinctly.
I'm not talking here about using perfect English. I can not claim to have mastered this Communication Quality from an English professor's viewpoint. But I have mastered it enough to communicate to my audience. Sometimes things said with perfect grammatical correctness make no sense to the person you're talking to. No, I'm talking about true communication, which is articulating words so they make complete sense to the person you're talking to. If you're speaking to a typical teenager in perfect English tongue, they will think you're an idiot.
There are several things that cause you to speak easily and clearly. I'm just mentioning and defining them here, because if I wrote everything about them it would be a 10-page newsletter!
Here's a list of things you need to be aware of that will cause your prospect to pay attention to you and truly learn from you:
VARY THE SPEED OF YOUR SPEECH
Your speed of delivery must vary; meaning you have parts of your presentation that are faster and other parts that are slower. Why? Because this is how you stress importance. The less important parts are gone over quickly while the more important parts are gone over in a slower fashion.
VARY YOUR VOICE TONE AND VOLUME
A varied tone of voice and volume are very important if you want to keep your prospect's attention and have them understand what you say. It's what gives your prospect a clue about what is important and what is very important.
CREATE STRATEGIC PAUSES
Extremely effective so the audience feels that you are speaking right to them.
USE SET-UP WORDS AND SENTENCES
Set-up words are words you say that prepare your prospect for what you're about to emphasize. Like if I were to say, "If you learn nothing else out of tonight's network marketing presentation...," that would be a set-up sentence to emphasize what I'm about to say.
BUILD BRIDGES
Another topic is the use of what I call bridges. Bridges are words and/or sentences you use to transition from one topic to another. When you're shifting topics, you need to use a bridge, otherwise your prospect doesn't follow you and there's a gap. Many prospects get lost in this GAP between topic 1 and topic 2. It's not that they don't understand topic 1 or 2, it's that they didn't hear you move from topic 1 to topic 2, and they don't see how he two topics relate.
BE EASILY HEARD
You need to communicate with a volume that each person you're talking to can hear easily, but not so loud that it causes the prospect to feel you're shouting at them.
MAKE FREQUENT EYE CONTACT
Make frequent eye contact with individual people. I used to practice this at my kitchen table with stuffed animals. I would talk to one animal sitting at the table and then to another one. If you're talking to a husband and wife, you should talk directly to the wife for 5-10 seconds and then directly to the husband for 5-10 seconds. When speaking to 10,000 people, you look at ONE person and talk to them for 5-10 seconds then pick out another person. Never talk to a crowd.
With admiration,
Tim Sales
"Communicate easily" is one of ten Communication Qualities you must have to be successful in this or any business. They're all covered along with a lot more in Professional Inviter. I've said it before and I'll say it again: To know what to do every step of the way, from introduction to distributor sign up, get and listen to Professional Inviter. You'll increase your confidence and your income!
In a recent MLM training article, I discussed how to present to your prospect without being too shy or too pushy. This new article is all about communicating easily; which has to do with you being a sharp presenter, and presenting your MLM business with professionalism.
Not winging it; but also not sounding rehearsed. No fumbling over your words. No being out of breath because you're scared. No apologizing for being scared. Simply put, being a confident and professional presenter who delivers good content effectively. Sound hard to do? It's not.
Unfortunately, too many people in the MLM industry don't take the time to learn a few simple concepts. In presenting, right or wrong, your prospect will judge you, the business and the MLM industry based on how you present. Is it any wonder that the industry has a public relations black eye? Too many presenters in MLM "wing it."
Communication Quality number 5 from Professional Inviter is: Communicate easily - no tension, strain, fakeness, sounding rehearsed, stuttering or hesitating.
If there were a word that defined this Communication Quality it would be articulate, which means: 1. to express oneself clearly and coherently; 2. to pronounce distinctly.
I'm not talking here about using perfect English. I can not claim to have mastered this Communication Quality from an English professor's viewpoint. But I have mastered it enough to communicate to my audience. Sometimes things said with perfect grammatical correctness make no sense to the person you're talking to. No, I'm talking about true communication, which is articulating words so they make complete sense to the person you're talking to. If you're speaking to a typical teenager in perfect English tongue, they will think you're an idiot.
There are several things that cause you to speak easily and clearly. I'm just mentioning and defining them here, because if I wrote everything about them it would be a 10-page newsletter!
Here's a list of things you need to be aware of that will cause your prospect to pay attention to you and truly learn from you:
VARY THE SPEED OF YOUR SPEECH
Your speed of delivery must vary; meaning you have parts of your presentation that are faster and other parts that are slower. Why? Because this is how you stress importance. The less important parts are gone over quickly while the more important parts are gone over in a slower fashion.
VARY YOUR VOICE TONE AND VOLUME
A varied tone of voice and volume are very important if you want to keep your prospect's attention and have them understand what you say. It's what gives your prospect a clue about what is important and what is very important.
CREATE STRATEGIC PAUSES
Extremely effective so the audience feels that you are speaking right to them.
USE SET-UP WORDS AND SENTENCES
Set-up words are words you say that prepare your prospect for what you're about to emphasize. Like if I were to say, "If you learn nothing else out of tonight's network marketing presentation...," that would be a set-up sentence to emphasize what I'm about to say.
BUILD BRIDGES
Another topic is the use of what I call bridges. Bridges are words and/or sentences you use to transition from one topic to another. When you're shifting topics, you need to use a bridge, otherwise your prospect doesn't follow you and there's a gap. Many prospects get lost in this GAP between topic 1 and topic 2. It's not that they don't understand topic 1 or 2, it's that they didn't hear you move from topic 1 to topic 2, and they don't see how he two topics relate.
BE EASILY HEARD
You need to communicate with a volume that each person you're talking to can hear easily, but not so loud that it causes the prospect to feel you're shouting at them.
MAKE FREQUENT EYE CONTACT
Make frequent eye contact with individual people. I used to practice this at my kitchen table with stuffed animals. I would talk to one animal sitting at the table and then to another one. If you're talking to a husband and wife, you should talk directly to the wife for 5-10 seconds and then directly to the husband for 5-10 seconds. When speaking to 10,000 people, you look at ONE person and talk to them for 5-10 seconds then pick out another person. Never talk to a crowd.
With admiration,
Tim Sales
"Communicate easily" is one of ten Communication Qualities you must have to be successful in this or any business. They're all covered along with a lot more in Professional Inviter. I've said it before and I'll say it again: To know what to do every step of the way, from introduction to distributor sign up, get and listen to Professional Inviter. You'll increase your confidence and your income!
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