[powerpress]
I’m a control freak. Some of you like to have large events and that seriously gives me an anxiety attack. But, that doesn’t mean that the approaches I teach cannot and should not be adapted to a large group. Let me clarify what I mean by a large group- 5 or more people.
I have 3 tips for you today regarding how to craft the agenda and input section, how to engage people with the products when you can’t be 100% personalized, and something that will help keep attention while you are going around and helping people put in their order.
Before we do that, I want to challenge you to look at your own personal math when it comes to the decision to host large events. Sometimes they just organically happen. Remember the goal is to get more customers. Some of you will make sales to eight out of ten people in one setting. Some of you however will only make sales to two out of ten because ten is so hard to handle. If you were to break that up into two events of five people, would you then have three buy each time? And thus making sales to six out of ten instead of the two. But Tasha! If I have ten people there it saves time! Does it? If you have to schedule follow-ups to help them, or call and call and call them to follow up, it’s not less work. So just stop and think about your business strategy based on your own personal strengths.
For those of you who are new to the podcast, let me briefly outline the components of the sales presentation I teach. To see one in action go to emergesalestraining.com/example
1. Give an agenda and timeframe
2. Get input- what do you want to make sure we go over today? I don’t want to bore you with information you don’t care about so tell me some of your goals as they relate to your health and wellness (or whatever category your product is in). What do you already know about the company?
3. Company story
4. Explain what comes in the most popular package and personalize each product to their goals and needs.
5. Close with 2 simple options.
So the questions consistently comes up about how to use this format in a group setting because this much personalization would take FOREVER and we might lose people’s attention. So let’s dig in.
Tip #1: Meld the agenda, timeframe, and input section together and ask for their help to keep on time.
“Today we are going to go over your goals and situation, the company, and the most popular packages. You don’t have to buy anything, but if you see something you like, I will help you order it today. My part will take about 30-40 minutes. I doubt you guys want to sit here for the next two hours talking about stuff you don’t care about, so I appreciate your help in keeping us on point. And so I make sure to cover everything that is important to you, let’s go around the room, remind me of your name and share one or two things you want me to cover today or one or two of your health goals.”
We are just leveling with them because literally nobody wants to sit through a two hour event. Our transparency really helps with connection. We never want to skip over learning what they want to cover or their goals. There is literally NOTHING more important in your conversation. So if you only have 30 minutes and spend 15 of them here, so be it. You can jam through the products but you cannot jam through loving on them. They will understand by the way you frame it that they can’t go on and on forever about their own stuff. And their friends will shut down the talker of the group since you gave them permission to do so. It also gives you permission to share with Captain Tangent that she has amazing questions and in there interest of answering them thoroughly you will sit down with her after so you can respect the timeframe you earlier promised. Pro tip: make a seating chart with this information on a blank sheet of paper so you don’t forget anything.
Tip #2: Personalize your features and benefits with “yes” questions and popcorning name drops around the room.
Oh wow, that sentence had a bunch of sales jargon. There are two techniques for engagement at play here.
First, “yes” questions typically include explaining a scenario that most people will say “yes” to. Your goal is to paint a picture and increase engagement. An example would be asking, “You know when you are taking the kids and rushing off to some sporting event on the weekend and instead of eating healthy you eat chili cheese nachos and gummy bears for lunch?” YES! “Ok great, this meal replacement shake is going to give you those healthy calories and since you can make it in 30 seconds you can drink it in the car while you drive and forego the junk food.”
Second, sprinkle the personalization. Instead of going through each product and how it relates to each person, just touch on one person at a time. The rest of the room will still connect the dots. And while you are mentioning other people’s names, they are eagerly awaiting for the moment they hear their favorite name, theirs. This is what you would say, “Earlier Elsa, you mentioned that you had a hard time falling asleep at night due to anxiety about your powers. This is the oil you will use for that.” And then for the next product, “Now Anna you had mentioned that you want to keep from getting sick all the time since it’s always cold in your castle. This is the one you would use for that.” Most importantly, don’t leave anyone out in your personalization. You can do a few people for one benefit if you would like. “This is peppermint. Take a whiff of this and you will get an instant pick me up without the crash. Peppa Pig, Ellie Elephant, and Suzy Sheep, you all mentioned that you want to get more fit. Inhale peppermint and you will be able to get more air when you work out and get rid of the grogginess and lack of energy to get going.”
Tip #3: Give them something to look at while you are working with others on their order.
In your presentation I advise that you focus on two kits only. This eliminates overwhelm and directs them to what to do. Your customers are going to take your lead and if you mention a ton of products they will not know what to do. That being said, we need them to be doing something while they are waiting or they will check out and you will lose engagement. This is where having them review a catalog of all products makes sense. Remember, you are still going to guide them towards the starter packages. This just gives them something to read and look at, and if they are super motivated they may add on some products.
If you want to really nail this part, you can make something awesome that really supports your sales. I’ll give two examples of things that would be awesome to look at that would reinforce starter kit sales. This is going to depend on your product so ultimately you will need to choose what makes more sense. If you are selling essential oils, I would recommend having a few recipe binders on hand. This way they can easily connect the dots on how they would use each item in the kit. If you are selling make-up, hand out a book that shows techniques and pictures.
If you really want to take this to the next level, put a “how to use this” tip on half the page, and a handwritten customer testimonial on the bottom. Imagine what that would do to your sales and customer loyalty! Yes, this will take you a few hours to make, but holy cow I would be amazing for your customers.
Ok those are the three tips: Meld the agenda, timeframe, and input section. Personalize your features and benefits with “yes” questions and pop corning personalization around the room, and giving them something awesome to look at while they are waiting for your help.
You can get the show notes for this podcast at emergesalestraining.com/54. Before you go, take a minute to subscribe to this podcast and share it with the people on your team. Each week I will come to you with specific answers to specific questions on how to improve your skills in your network marketing business. Have a great week! Talk to you soon!