How to Invite to a Sales PresentationBy
I recently attended a local presentation for my Network Marketing business. I’d been to dozens of these events before, and I knew the speakers very well. I had no doubt that it would be a great presentation. They were informative and entertaining and, on more than one occasion, the entire room erupted in laughter. Of course at the end of the event, the speaker said, “Don’t you wish you had invited more people to this presentation?”
I was one of the few people in the room who had actually invited a guest to this presentation… Actually, let me clarify. I was one of the only people in the room who’s guest actually showed up for the presentation. After the presentation was done, my guest spent the entire ride home thanking me for inviting him. He told me that throughout the presentation his mind was just racing. Thinking about all the possibilities for him. I knew that he’d react that way… After all…. That’s why I invited him.
While speaking with some of those in the room who were unable to successfully bring a guest to the presentation, it dawned on me what was going wrong.
People weren’t selling the event! They were trying to sell the product/business opportunity.
The proper way to sell anything is to get all the information in front of your prospect or don’t give any information at all. That way your prospect can make an informed decision. It doesn’t matter what you are selling, this rule rings true. If a prospect only has part of the story they will not be properly equipped to make a decision and everyone loses.
The reason that Network Marketing works so well (when it is done right) is because the duplication systems require that a prospect get the information from a sales tool instead of from the distributor. This takes the pressure off of the distributor and allows the prospect to make an informed decision.
The problem is that distributors don’t do it right. They get on the phone and start blabbing about all the features of the program and talk themselves right out of the sale.
The objective of your call is to invite them to a presentation. If the presentation is the objective, then what are you doing talking about your product or business? You need to be talking about the presentation!
When I invited my guest to our recent event, I didn’t talk to him about our product. I didn’t talk about how much money he could make. I simply told him that I thought he could learn something from the event. I told him that we had a great trainer from out of town and that there would be a training session as well. I sold the EVENT!
So then… How do you sell an event?
Always keep this in mind whenever you are selling anything. People DO NOT CARE about features. All they care about is benefits.
Before you pick up the phone to call anyone and invite them to your presentation you must find out how it will benefit them. Here are possible benefits.
- What will they learn?
- Will it be entertaining?
- Can they meet someone there that will be useful to them?
- Are they interested in knowing what you are working on?
When I invited my guest, I knew that he was interested in starting a business. I knew that he was interested in meeting entrepreneurial people. However, most importantly, I knew that he’d be entertained! So that’s what I told him. The invitation lasted no longer that 1 minute.
One last closing note. If you don’t know how this presentation would benefit your prospect, then either you need to spend more time getting to know your prospect, or you need to find a better presentation. After all, if you can’t think of a reason why anyone would want to see your presentation then how can you sell its benefits.