MLM Training – How To Conduct Professional And Powerful MLM Or Network Marketing Presentations?
No more draggy boring opportunity meetings!
Man… I just had to endure another 2 hours in a hotel seminar room listening to some guy going on and on and on about his view of how wonderful his life became after joining his MLM company and how everyone else in the world lived in hell working for someone else….
And the worst part of it was, it took him like 30 minutes before he finally left the stage and got someone else up to blast through the company background, products and pay plan… yawn…
Then finally some less than interesting nor motivating testimonials from people who obviously were asked to come up on stage just before the meeting and they were just trying to blurt off whatever they could think of out of the blue whilst trying to fight off the nervousness of being on stage for the first time in their life!
If you ask me, that is not what we call a professionally organized business opportunity meeting!
And when I turned around and scanned the room to check out the profile of the audience listening to the presentation, my eyes started to roll…
You see people dressed in clothes like they just woke up from bed, droopy eyes with no spark of energy in them and 6 year old kids sitting in the chairs with the “why is mommy forcing me to sit here like an idiot when I can be watching tv at home…” look on their face!
I’m about to laugh my head off. Lucky for me, I was just a participant, part of the audience, and I seriously pity the speaker who’s trying his very best to keep the audience’s eyes pinned on him whilst newcomers keep entering the room from the unbelievably irritating doorway which is right smack in the middle of the seminar room where everyone in the room can have a good look at “who’s the next person coming into the room?”
I mean… why would anyone want to spend quality dollars on a high class hotel seminar room for a professional business presentation, but waste it all because they made all those mistakes that I mentioned above?
To me, that’s just absurd.
But the sad fact is, so many distributors and even company management are still organising these types of MLM or Network Marketing business opportunity presentations without thinking through their heads or asking experienced professionals for some sound advice first.
So how do we conduct professional and powerful MLM or Network Marketing presentations?
Well, if I do a quick survey with 100 distributors in any MLM company and ask them this question,
“Would you like a powerful, short 45 minutes presentation or would you rather sit through a draggy, long winded 2 hour presentation instead?”
Guess how many will choose powerful and short?
My guess is everyone.
And that is so true in this day and age when people are just sick and tired of long winded 2 hours talks or seminars.
So my 2nd question will be, “What would you like to hear most in those 45 minutes?”
Everyone will give different answers, but it always boils down to,
“WIIFM – What’s In It For Me?”
and “What do I have to do to succeed?”
Yup, it’s that simple. People don’t want to hear your life story or your enlightened view of life, they only care about themselves!
So the trick is to show them the benefits that your opportunity can provide.
Here are some key points you must have in your presentation flow and the time you should spend introducing them.
1. (5 minutes) YOU – that’s right! What can you do to help them achieve their dreams? (Personal background, how you got to know about your company etc)
2. (5 minutes) YOUR UPLINE TEAM LEADERS – What can your upline team leaders do to help them achieve their dreams? (Success track record, leadership experience etc)
3. (5 minutes) YOUR COMPANY – How can your company management team help them achieve their dreams? (management experience, corporate background, logistics support etc)
4. (5 minutes) YOUR PRODUCTS – How can your products help them achieve their dreams? (be it the breakthrough technology gives you better health, younger skin or greater cost savings or whatever…)
5. (10 minutes) YOUR PAY PLAN – How can your pay plan help them achieve their financial dreams? This is the most important part, as people are here for a business opportunity which means they need to see the money! (You should be able to let people see that they can make big money within 10 minutes, otherwise your pay plan is just too complicated, otherwise just touch on the key points and don’t go into the details unless they are interested, they can find out more later)
6. (5 minutes) YOUR SUPPORT SYSTEM – How can your support system help them learn the ropes faster and do the business easier? (Your website tools, marketing kits, training support etc)
7. (5 minutes) YOUR PERFECT TIMING – Why is their timing perfect to join your opportunity? (Either you are in prelaunch or approaching momentum phase in your local market or globally. Young companies can talk about early stage positioning and older mature companies can talk about opening new markets or new product categories.)
8. (5 minutes) YOUR FAST START SUCCESS PLAN – This is the final kicker that’s going to let them see the light. Give your audience a dummy proof step by step action plan that is so simple anyone can do it and it’s guaranteed to make them fast cash at the start. If they persevere and keep following the plan, they will definitely see great rewards in the near future. (For example, can you give out 1 dvd a day, or pass a magazine out a day, or invite 1 person a day to view your website etc)
Once you have run through all 8 steps above, be it in a one on one table top presentation, a small group home meeting or a big group hotel meeting…
Your final step is to make a call to action by popping the big question…
“Are you A, B or C?” (A- big business builder, B- small business builder, C- try the products first)
After that, time for Question and Answers. This is really the most important part of the presentation because this is when the really interested people start clearing their doubts!
If you are not experienced enough to handle group questions, make sure you have more experienced uplines around to help you otherwise you will get bombarded with tough questions and you will look very bad. So make sure you have backup.
In my experience, once everyone clears up their doubts and feel that they do not have any more questions to ask, it just means that they are either ready to join or not.
So just pop the A, B or C question again and bring out the signup forms. Then tell them what to do.
“So for those who wish to join our team now, just fill up those forms! You can use credit card, cash or cheque.”
Here are some key points to take note when planning your group meeting:
a) Home Meeting – Make sure your home is tidy and presentable, no noisy kids, no noisy pets, no tv, phone or radio disturbances.
And get a small white board, flip chart or if you can afford it, a home projector system that attaches to your laptop with powerpoint.
If your company has a good DVD, get a DVD player so that you can show the DVD on your TV.
Do not serve heavy meals, alcohol or anything that will make your audience experience the “zzz” monster. Just some light refreshments and water will do.
b) Hotel seminar room meeting –
Check the venue layout and make sure the stage and seating capacity is OK and does not look too shabby.
Check with the hotel management that you will have proper equipment present, like audio/visual, whiteboard, markers, whiteboard erasers, paper and pencils for guests, refreshments or at least some iced water for guests.
Before the meeting, make sure the hotel management have put a notice in the lobby that directs guests towards your function room.
Have a registration counter set up and get some helpers to welcome guests and ask them to sign in so that you know who invited them and also so that you can tally the total number of guests vs members later on.
If there are multiple entry doors to the function room, lock up the doors that are near the stage or speaker’s stand to prevent guests from coming in and out from those doors, distracting the audience away from the main speaker.
Finally make sure that the airconditioning is powerful enough so that guests will not feel too warm and drift off into a slumber halfway through the presentation.
All leaders should have VIP seats reserved in front of the room instead of standing at the back, so that they can be the first to applaud and respond to the speaker, thus motivating the rest of the room to participate.
Now, when guests arrive, make sure you have helpers who will direct them to fill up the second row onwards, so that they do not clog up the rear rows leaving the front rows empty. That will make it difficult for other guests to find seats.
And please, no reservation of seats for guests who are late! That is such an irritatingly bad habit. And it’s totally unprofessional! So just make sure that the leaders inform their guests that if they are late, seats will not be reserved, as most of the time, it’s the leaders themselves who hog the seats for their late guests! I have even seen leaders fighting for seats for their guests… how ugly that can be!
All guests who are late should be asked to sit at the back instead of bringing them to the front rows while the speaker is presenting, so that they do not distract the audience.
Before the meeting starts, play some light but up tempo music in the background so that the guests feel energized and pumped up for an exciting presentation.
And just before the speaker comes up on stage, have someone play the role of emcee to…
1. welcome the audience and thank them for investing their valuable time to attend our presentation today
2. ask them to take out their phones and switch them off or to vibration mode, because the presentation is going to be recorded (this reason always works!)
3. Then introduce the main speaker for the presentation and invite him or her up on stage.
While the speaker is coming up on stage, all the leaders in the front row must stand up, applause and welcome the main speaker on stage. This will create a lot of credibility for the speaker and the audience will really want to hear what he or she has to say later on.
Also, some rock and roll music while the speaker comes up on stage will really wake the audience up.
2. Engage the audience in 2 way communication
While you are presenting to the audience the 8 key points I mentioned above, make sure you engage the audience in 2 way communication.
It’s really simple to do this.
Whenever you finish talking about a key point, just ask the audience, “So if this company can help you achieve your dreams, will you be keen to find out how? Say Yes”
Magically, you will hear the audience follow your instructions and say YES… (I always get a kick out of getting the audience to follow my instructions.)
If you have a tough audience who gives you the blind stare… just say “I can’t hear you… (then do the famous hulk hogan hand to the ear move and ask again), I can’t hear you people… Say YES.” (this will definitely work and most of the time the audience will gladly participate. This will work very well if your leaders take the lead to respond, as they will motivate the rest of the audience to follow)
After you are done with the next key point, do it again. Ask them “So if these products can help you achieve what you want, will be you be interested to find out if it’s true? say Yes.”
And they will say “YES” again just as if you had hypnotised them.
And after 8 “YES’s”, guess what?
“So I’m sure everyone here in this room wants to achieve their dreams with our team, am I right? Say YES.”
Take a good look around the floor and remember those people who reply with a loud YES!
Those are your future downlines!
As MLM guru Art Jonak (creator of MLMPlayers.com) said,
“Build it once, Build it BIG, Build it to provide a lifetime of income!”