By Eric Worre
When you’re prospecting and inviting people to hear about your opportunity, you are often going to end up talking to people one-on-one. But you will just as often present to groups of people. And so, it’s important to be able to give a strong presentation in front of a lot of people.
I know it can be hard for some to talk in front of a group of people. Believe me, I was scared out of my mind when I first had to do a presentation for a room full of strangers. I was much more comfortable speaking to people one-on-one or sitting in the audience as someone else did the presentation.
But there are a few things you can do to become a master presenter.
You Don’t Have to Be the Expert
First, as with all prospecting, remember that you don’t have to be the expert.
When I started out in this profession, I thought I had to present myself as the expert. So, I tried to learn all the facts I could about the company and the product. But ultimately, that approach failed. There was simply no way for me to know everything. My prospects would ask questions that stumped me, and so they knew I wasn’t the expert I claimed to be. Plus, this approach just wasn’t duplicatable. Other distributors on my team weren’t necessarily willing to put as much effort as me into learning everything they could. And so, I became the “go-to” guy for every single presentation. It was exhausting, and the results weren’t worth it.
So, don’t worry about being the expert. You don’t need to be. What you need to be is a consultant who can connect your prospects to tools, events, or other distributors to help them become educated. If the prospect asks you a question you don’t know the answer to, don’t panic. Just help guide them to the answer.
The pros don’t present themselves as experts; they just invite people to learn more about the product or opportunity and let the third-party resource provide the information. This is why events, testimonials, and any other tools provided by the company are important. Use the tools available to you and add your own passion, enthusiasm, excitement, and belief. That fire will have a bigger effect on your prospects than if you were the top expert on the subject.
The second thing you need to become a master presenter is your story.
Everyone has a story—even if they are just starting out. You have a story around why you chose to join Network Marketing. You have a story about how you have seen a change in you and your family since joining the profession.
Your story is one of the most valuable tools for building your business. People aren’t interested in how much you know, but they are interested in your story, as long as you don’t bore them to death with it. So, take the time to craft your story and practice it.
Remember, a good story has four elements:
- Your background
- The things you didn’t like about your background
- How Network Marketing or your company came to the rescue
- Your results, or how you feel about your future
Preparation is the Key to Success
The final key to making a powerful presentation is preparation.
If you go into a group presentation without having prepared, it’s more than likely that you’ll fall flat on your face. When you’re not prepared, you’re more likely to make mistakes, stumble over your words, be nervous, or forget to do something. When you’re prepared, it’s fun!
Here’s what I did when I was starting out… I mastered my company’s opportunity presentation. You see, you don’t have to be an expert speech writer right off the bat. You can learn a presentation that someone else does until you are comfortable enough to do one yourself. I copied the top earner in my company. This guy was extremely powerful and effective, and he did the same presentation every single time. So, I recorded his presentation, wrote it down word-for-word, and then recorded myself doing the presentation. And it was terrible!
Even though I said the exact same thing that the other guy did, when I did it, my voice had no energy, it was boring, and I hated it. So, I did it again and again until I liked it. And then I listened to my presentation over and over again. I listened to it and practiced it until I had it memorized – every joke, every story, every inflection. I could do it forwards and backwards or start in the middle.
You would not believe how confident I became! Instead of being afraid to do presentations, I was eager to do them! And after a while, I was able to learn different presentations and have the confidence to be a presenting master!
If I had gone into a presentation unprepared, there is no way I would have had the confidence to do it. But once I worked long and hard to prepare for those presentations, then I had the confidence to do a presentation with a moment’s notice.
You can become a presenting master too. Just remember, you don’t have to be the expert, find your story, and preparation is key to success!