I believe na marami ka ng naatenan na business presentations ng iba-ibang company, whether one-on-one or yung large crowd. Pero did you notice kung ano yung COMMON sa mga business presentations na naatenan mo?
Actually, masyadong mahaba ang mga presentations, kadalasan umaabot ng at least 2 hours. May mga part na irrelevant at di nman kailangang banggitin during the regular business presentation. Inefficient and Time-wasting.
6pm - Oras ng start ng presentation. Maaga kayong dumating ng "invite" mo. Since may attitude ang iba na "Filipino time", magkakaron pa ng grace period na 30 minutes para hintayin yung ibang members na may hakot na invites. Starting late is really punishing the distributors who come on time while rewarding those who are tardy. Time spent: 30 minutes waiting for late comers
6:30pm - May tatayo sa harapan, babati ng "GOOD MORNING", Magtatanong kung sinong 1st timers, aalamin kung sinong estudyante, empleyado, tambay, bakante, pugante. Then magpapakilala (Name, Background, Paano nainvite, at kung magkano na ang kinikita nia sa company.), tapos magkkwento ng pagkahaba-haba (pang-open mind daw...), then sasabihin nia na hindi pala siya yung speaker, siya lang daw yung mag iintro. Sasabihin nia yung backgound ng speaker pati mga achievements/kinikita sa company. (T-up). Tapos mag-dedemo pa ng kanilang "Traditional Clapping". Time spent: 20 minutes
6:50pm - Eto na si speaker, babati na naman ng "GOOD MORNING", Magtatanong kung sinong 1st timers, aalamin kung sinong estudyante, empleyado, tambay, bakante, pugante. Then magpapakilala (Name, Background, Paano nainvite, at kung magkano na ang kinikita nia sa company.), tapos magkkwento din ng pagkahaba-haba ulit (para lalong ma-open mind daw...), then sasabihin nia yung backgound nia at ibibida pati mga achievements/kinikita nia sa company. Teka, parang inulit lang nia yung mga ginawa at sinabi nung nag-intro ah. Time wasted: Another 20 minutes.
7:10pm - Malamang sa pagkakataong to nakakunot na ang noo at di na maipinta ang mukha ng invite mo. Kasi sabi mo, "Saglit lang to, mga 30 minutes lang, tapos na ung orientation." Pero mahigit na isang oras na yung lumipas, nasa Open-Mind portion pa lang kayo. This time, nagstart na ang speaker sa kanyang presentation. Sympre, company profile muna. He mentioned the name of the company, its mission and vision statement, core values, launching date, no. of branches nationwide, no. of members. Then he mentions the company owners and incorporators, their backgrounds and achievements,etc. Tapos, legalities
(SEC,DTI,BIR,BFAD,FDA,Mayor's permit, pati Brgy. Clearance). Ang nasa isip ng invite mo at this point is this: "So what? Who the hell are they? I don't care! I wanna get outta here!"
Time spent: 15 minutes para sa company profile.
7:25pm - Product information naman ang kasunod... Proud na proud si speaker na iintroduce ang kanilang mga products, IN FULL DETAIL - manufacturer, product origin, ingredients, milligrams, scientific/clinical facts about the product, ORAC value, and product testimonials. By this time, baka nakatulog na yung invite mo, kasi medyo boring nga naman pag-usapan ang mga products with matching scientific explanations. Time spent: 20 minutes for product presentation.
7:45pm - Malamang sa oras na to, yung punong seminar room, baka kaunti na lng ang natira, yung iba umalis na kasi syempre gabi na, traffic pa, tapos magluluto pa sila ng dinner para sa family nila. Pero yung invite mo, although gusto ng mag walk-out sa sobrang kainipan at kabadtripan, nag stay pa rin dahil kaibigan ka niya. Move on na sa next part si speaker, which is the Marketing plan. Usually, it takes at least 30 minutes, depende sa no. of ways to earn. Maari pa yang magtagal kung i-eexplain pa ni speaker yung advantages ng multiple heads at stockist programs. Time spent for marketing plan: 30 minutes
8:15pm - Tapos na sa pagpe-present si speaker. Mejo nakahinga na ng maluwag yung invite mo, kasi tapos na yung seminar, at makakauwi na siya. Pero yun ang akala nia. Kasi may tatawagin pa raw si speaker. Yung Top Earner ng company, so todo T-up na naman si speaker, at nagpa-traditional clapping pa. (Di na maka-palakpak at maka-sigaw yung mga natirang audience). Now here comes the Top Earner, babati na naman ng "GOOD MORNING", Magtatanong kung sinong 1st timers, aalamin kung sinong estudyante, empleyado, tambay, bakante, pugante. Then magpapakilala (Name, Background, Paano nainvite, at kung magkano na ang kinikita nia sa company.), tapos magkkwento na nman ng pagkahaba-haba ulit, then sasabihin nia yung backgound nia at ibibida pati mga cheke nia, pati yung mga kotse nia, at lahat ng mga achievements nia (Baliwan/Hyping portion) Naghihikab na siguro yung invite mo,saying to himself, " O sige na, ikaw na! Da best ka e! Ikaw na mayaman! Tapusin mo na yang talambuhay mo, nang makauwi na ko!" Minsan nga, hindi lang isa ang tinatawag na mag-share para mag-closing. Minsan 2-3. Wala ng energy at gutom na yung invite mo. Time spent: 40 long minutes for closing.
8:55pm - End of presentation. Di pa kasama yung MAM jan ha...
Total time spent: 2 hours, 55 minutes
Do you think this is an efficient and effective way of doing business presentation? Obviously hindi.
For today's lesson, I will share you how to make successful presentations efficient and effective, kung saan maipe-present mo yung opportunity mo within 30 minutes (as it should). I-eeliminate natin yung mga hindi naman kailangang detalye, at mag-emphasize/focus tayo sa mga facts na importanteng malaman ng mga prospects/invites natin. The presentation should go right to the core of the information our prospect needs to make an intelligent decision whether to join or not.
Actually, an efficient presentation only caters 5 key sections. Each key section is designed to answer one of the five key questions that every prospect has in order to make the decision to join. Let's review them so that you may better understand the science of efficient network marketing business presentations.
SECTION 1: THE INDUSTRY
Yung mga prospects natin, gusto nilang malaman kung anung industry kabilang yung negosyo natin. We simply tell them that we are in the multi-level marketing or network marketing industry. There are two types of prospects, those who understand what network marketing is and those who don't. Sa mga may idea na sa network marketing, we have just answered their question and pwede na tayong dumerecho sa Section Two. For those who don't understand what network marketing is, we simply educate them the difference between the traditional way of product movement (Factory-Dealer-Middle-man-Wholesaler-Retailer - Consumers, with the Advertisement companies and endorsers) kumpara sa Network Marketing (Factory - Network Marketing Company - Distributor - Consumers). This story legitimizes the network marketing concept and makes them feel comfortable with this alternative way of getting products and services to the public. We certainly want our prospects to be relaxed, don't we? Section 1 of our presentation should only take three or four minutes at the most.
SECTION 2: THE COMPANY
Our prospects are not interested sa educational attainment ng may-ari, mission and vision statements, core values, complete financial audit, launching date, etc.Ang gusto lang nilang malaman is the name of the company, if its management has some experience, and if the company is growing and has good plans for the future. In other words, if they are the good guys or the bad guys. Too many presentations are focused with a lot of credibility statistics that should be saved later for training. At this point of our new prospects career, they just want to know a few facts, hindi ang buong history ng company. Our prospects' questions about the company can usually be answered in about 2 minutes.
SECTION 3: THE PRODUCTS
Too many times the excited new distributor tells the new prospect what excites the new distributor, not what the prospect wants and needs to hear. When a new distributor gets started he is usually totally sold on his products. In his excitement he feels that the new prospect must listen to every testimonial, every test data report, and every feature of every individual product his company carries.
This process can take many hours and usually puts the prospect to sleep if he can't find the energy to get away. What the prospect really wants to know is, "Meron bang market for the products? Bebenta kaya yan?" Our entire product presentation should center not on the price, quality and test reports of the product, but on how people are using them and enjoying them now. Sagutin lang natin ang mga relevant questions ng mga prospects. Sure, the other factors are important, but let's be professional and answer the question that will help the prospect decide if this business opportunity is for him. We are just giving an overview of individual products or product lines, not a complete product knowledge training. Besides, may separate training naman ang mga companies for product knowledge. Our product presentation should take about five to eight minutes.
SECTION 4: TRAINING
Alam mo ba kung bakit nangyayari ang scenario na to?:
A prospect sits through an entire business presentation for an hour. At the end of the presentation, he turns to his sponsor and says, "Wow, magaganda ang mga products nio, ang ganda din nung marketing plan, at malaki din ang pwedeng kitain! Pero still, I am not going to join."
Bakit nangyayari to? Simple.
The person giving the presentation forgot to answer the most important question of the entire presentation: CAN I DO IT? (KAYA KO BANG GAWIN ANG NEGOSYONG ITO?)
Our prospect would certainly want all the benefits offered by our program, pero hindi pa siya nainvolve sa network marketing before, or kung nagnetwork na siya, baka hindi pa siya naging successful. So dapat sagutin muna natin ang question na "Can I do it?/Kaya ko bang gawin ito?" if we are to sponsor him into our program. We do this by explaining our training program or yung sistema ng grupo nio starting from the basics up to the advanced trainings. Inform him about the handouts na aaralin nia, as well as videos na papanuorin nia na makakatulong sa pag-build ng business nia. Tell him also yung schedule ng mga team training or team building activities nio.
Second is the "Actual" training. We ask him to only set a few appointments and watch or observe while we sponsor new distributors into his organization. We are building his group while he is watching! Ano pang dadali para sa kanya? Our new prospect will now feel more at ease knowing that he can attend training and observe his sponsor building his organization. Mare-realize nia na kaya niyang gawin ang negosyo. With this assurance our prospect is ready to go with our program even before he hears about the money. In my personal experiences, mas marami akong napapajoin, hindi dahil sa products, or sa marketing plan, kundi sa SISTEMA na ginagamit ng grupo namin. Very duplicable, in fact, kahit elementary student, kayang kayang gawin. Sa sistema palang, nakakapagpa-join na kami, even without discussing the marketing plan! Explaining the training section will last for 5 minutes.
SECTION 5 MARKETING PLAN
The last five or ten minutes ng presentation should be dedicated to explaining how our marketing plan. Tatlong bagay lang ang gusto niang malaman:
How much will it cost me? (Magkano ang puhunan?)
What do I have to do? (Ano ang kailangan kong gawin?)
How much can I make? (Magkano ang pwede kong kitain?)
By answering, "How much will it cost me?(Magkano ang puhunan?)" right away, it will put our prospect at ease. Most "salesmen"will wait to the very end to spring the price on a prospect. Babaligtarin natin, sa umpisa pa lang, banggitin mo na kung magkano ang puhunan. We don't want our prospect thinking throughout our presentation, "How much is this going to cost me?"
Yung "What do I have to do?"(Ano ang kailangan kong gawin?) ay nasagot na natin sa Section 4 - Training. Just set a few appointments and watch us build your group!
Lastly, yung "How much can I make?(Magkano ang pwede kong kitain?)" is easy. We just give a quick overview of our marketing plan and ipakita mo sa kanya yung 1 year projection doing the business, para magka-idea siya kung magkano ang possible na pwede niang kitain.
So that's all for an effective, efficient, and professional presentation. Di mo kailangang maging "master-presentor". Sagutin lang natin yung five basic questions ng mga prospects natin, mapapadali na ang pag sponsor natin. And the best part is that is usually takes less than 25 or 30 minutes!
And don't worry about the closing. Pagkatapos ng presentation, all we have to do is just ask him if this is for him or not. There is really very little reason to think it over. Tutal, all the questions have been answered. Hindi mo kailangang i-pressure yung prospect mo. Bigyan mo lang siya ng time magdecide.
Till next lesson. I hope makatulong ito sa pag-build ng business mo. Don't forget to share and recommend this to other. And, feel free to leave comments here, I would love to hear from you.
To your Success,
Rocky dela Cruz
MLM Coach and Trainor
Team Leader, Team Royal Dragons
Nice Blog.. sir Rocky, hingin ko lang permiso mo. can I use this in our training? ^^
ReplyDeleteOh, sure po mam... just let them know about me. U may share this page to your leaders... thanks!!!
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