Monday, December 27, 2010

Presenting your business opportunity

Whether it's an online, telephone, or in-person presentation of your business opportunity, you need to have an organized and logical flow to what you are communicating to a prospect.  If you are relatively new with your business opportunity, you want to practice your presentation with someone else who can give you objective feedback.  To facilitate ease of presenting your opportunity, I wanted to share the system I use in order of topic. 
 
1.  The company.  You obviously want to tell your prospect who the company is.  Sharing the age of the company and its origin is especially important if the company is relatively new and not yet known worldwide.  An interesting company origin adds to its uniqueness and gives value to your presentation.  Also, sharing financial statistics about the company might be of interest to the prospect.  The background of the owners and officers is also very important.  This contributes to the credibility of the company.  Do NOT make the mistake of comparing your company to that of another.  If the prospect asks a question along these lines, merely point out what your company has to offer.  You may include anything that makes your company unique without referring to others.  Keep your conversation on a business level and do not allow personal judgments to enter the conversation. 
 
2.  The products.  If the opportunity involves a product, rather than a service, let the prospect know all the products available.  Be sure to explain any flagship products if the company has branched out into other lines of products.  The flagship product would also likely be mentioned in the company presentation.  Company catalogs are a great tool to use for showing the available products.  Also, share any new products or product lines which are forthcoming.  This lets the prospect know that the company is constantly developing new items to sell, as well as, growing.  You might share some of the products with your prospect so they can see for themselves how the products actually perform.  You should also consider explaining to the prospect that a distributor should be a product of their products.  Any item in the household which can be replaced with an item your company has available should be replaced. 
 
3.  How to make money.  Let the prospect know all the ways of making money with the company.  Many companies have multiple avenues in which to generate an income.  Retailing, fundraising, and earning residual income through team building are some of the ways many independent distributors earn their living.  You might consider giving the prospect a copy of the company's comp plan, but many times these can be confusing to a new person and is best explained by involving a person at the corporate level on a call with the prospect.  Your prospect should know that this opportunity requires work on their part and that there is no "get rich quick" with your opportunity. 
 
4.  Training and Support.  Let your prospect know they are in business for themselves, but not by themselves.  Have a schedule available of all the training calls and webinars which your company hosts.  Also, if there are any trainings that you host yourself at a local level, be sure to share those as well.  Impress upon the prospect the importance of attending these calls and webinars.  Training should also include professional development from a reputable trainer outside the company.  These trainings usually focus on learning how to build a business within the industry rather than on a specific company.  Pick one or two trainers to serve as mentors and stick with them.  Jumping from one trainer to another can be very confusing and will do more harm than good.  With regard to the available information, often times less is better. 
 
5.  Options to get started.  If your company has multiple options to getting started in the business, share each of those with your prospect.  Ask if they have any questions after you present each option.  You might also have a list of pros and cons with each option so the prospect can select which option fits them best based on their goals with their business.
 
If your company provides an opportunity presentation in paper or electronic format, use those tools as they are what your company feels works best for you.  Also, if your sponsor and/or company has a preferred method of presentation to a prospect, I would suggest you use those tools, especially if you are new to presenting your opportunity to others. 
 
Regardless of how you share your opportunity, remember to keep it simple and FUN.  You don't want to overwhelm your prospect and turn them away thinking it's too difficult when in reality it's not. 
 
For more tips on this and other topics, I'd like to invite you to take a look at my blog and follow me at http://itmakesscents2me.blogspot.com.  I also invite you to join me on my Facebook page at http://www.facebook.com/pages/It-Makes-Scents/120010958009538.
 
To your success,
Darren Sanford