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Author Topic: HOW to DO a ONE-MINUTE Presentation?  (Read 1871 times)

smurkydad

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HOW to DO a ONE-MINUTE Presentation?
« on: March 15, 2009, 11:10:03 PM »
(this "genius" concept came from my online mentor)  :)

One Minute Presentation - Lesson 1

Prospects instantly resist your efforts to set an appointment for a presentation. Here is what they are thinking:

“You are trying to sell me something.”

“I don’t want to go to an opportunity meeting. I don’t know if it will be a waste of my time.”

“You are trying to get your high-pressure sponsor to sell me something.”

“I am safe if I don’t go on that conference call where they will convince me to join some scheme.”

“I don’t want to spend money on anything.”

“You will embarrass me if I decide not to buy or join your business.”

“If I am not interested, you will continue to follow-up and harass me until I am disgusted.”

Because your prospects have these thoughts, you must be a good salesman to set an appointment for a presentation.

And, you must be willing to receive lots of rejection!

But most networkers don’t want to be a manipulative salesman. They just want to tell prospects about their
program.

And we all hate rejection!

Bottom Line:

When you are talking to a prospect, think about this:

Is the prospect leaning forward, looking forward to your presentation?

Or is your prospect leaning back, putting up defenses, and trying to avoid a presentation?

In most cases, prospects are leaning back. This is uncomfortable for you . . . and the prospect.

So instead of manipulating prospects or trying to sell prospects, let’s take an entirely different approach.

We are going to:

1. Relax the prospect.

2. Get the prospect to lean forward, anxious to hear our presentation.

And we are going to do this by learning TWO simple sentences that will change your life.

All you have to do is say these two simple sentences and almost 100% of your prospects will ask you for a presentation . . . with no rejection.

smurkydad

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #1 on: March 15, 2009, 11:12:09 PM »
LESSON 2

So you are talking with the prospect, and you want to
  make an appointment for a presentation. Maybe you have
  tried to set the appointment by saying things like:
 
    "We have an opportunity meeting tonight. It's only
      a few hours of your time. Want to come?"
     
    "You need to hear this millionaire on our conference
      call tonight. Forget watching your favorite television
      show. Take an hour instead to listen to a stranger try
      to sell you something."
     
    "Your job won't make you rich. Let me tell you what
      you should do with your life. I'll get my sponsor on
      the telephone and together we'll tell you what to do."
     
    "I have this video you need to watch, and a PowerPoint
      presentation. Then I will show you how to make money
      as you watch me draw circles on the whiteboard ..."
     
    See the problem?
   
    It is what we say and what we do that drives the
    prospects to lean back and try to avoid us.
   
    But we want our prospects to lean forward, anxious to
    hear what we have to say.
   
    And we can do it by simply saying these two simple
    sentences:
   
        1. "I can give you a complete presentation, but it
            would take an entire minute."
         
        2. "When could you set aside a whole minute?"
     
    That's it!
   
    When you say these two simple sentences:
   
        1. "I can give you a complete presentation, but it
            would take an entire minute.
         
        2. "When could you set aside a whole minute?"   
   
    How will your prospect react?
   
    Your prospect will say:
   
        "How about right now?"
     
    Almost 100% of the time, your prospect will lean forward
    and anxiously await your presentation because you said
    these two simple sentences.
   
    Now, why will your prospects ask you for an immediate
    presentation? Because:
   
        1. They want to get it over with.
     
        2. They think it will take longer than a minute to
          get rid of you, so why not listen now?
         
        3. They are curious. They want to know, and they
          can learn everything in just one minute.
         
        4. They don't have to go to an opportunity meeting
          and waste hours trying to find out what it is
          all about.
         
        5. They don't have to sit on a long-distance telephone
          call for an hour, waiting to get all the details.
         
        6. They feel safe. If the presentation is only one
          minute, there can't be enough time for a high-
          pressure sales pitch.
         
        7. You are simply telling them the facts, not trying
          to sell or manipulate them.
         
        8. All the pressure and tension are gone, as you are
          simply giving them the facts in one minute.
         
    Pretty cool, eh?
   
    By simply saying:
   
        1. "I can give you a complete presentation, but it
            would take an entire minute."
             
        2. "When could you set aside a whole minute?"
   
    Almost every prospect you visit will say:
   
        "How about right now?"
   
    This is how you take stress, tension, and rejection out
    of your business. You simply say the right sentences
    and your prospects react entirely differently.
   
    Now your prospects will lean forward, anxious to hear
    your presentation.
   
    Well, getting an appointment for a presentation is easy
    once you know exactly what to say. Just say these two
    simple sentences. That's it.
   
    But how are you going to be able to give an entire
    presentation in only one minute???
   
    That's why you should look forward to Lesson #3. We
    will start to learn exactly how we can get an entire
    presentation to the prospect in one minute, with all
    of the facts the prospect needs to know to make a
    decision.

smurkydad

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #2 on: March 15, 2009, 11:13:37 PM »
Lesson #3: Getting your presentation down to
                one minute.


How are you going to be able to give an entire
presentation in only one minute???

There are only two ways to get your presentation
down to one minute.

  1. Learn to talk really, really fast.

  2. Take some things out of your presentation.


Let's work with taking some things out of your
presentation.

Most of our presentations are filled with facts,
figures, and information.

But if a prospect is not going to join, does he
need to know all of those facts, figures, and
information?

No.

And if a prospect is going to join, the prospect
can learn most of those facts, figures, and
information later in training.

For instance, if you talk about your company, you
can take out the name of the company founder, the
company founder's credentials, the names of the
board of directors, the profit and loss statement for
1994, the number of new distributors sponsored in
May of 2004, the size of the executive conference
table, and we don't have to read every article
ever written about how wonderful the company is.

And yes, we don't even have to show the PowerPoint
slide that shows a picture of a window on the
second floor of an office building.

Whew! That's a relief.

Because if the prospect is not going to join,
he doesn't need all that data.

And if the prospect is going to join, well, all
this information can be taught at training.

If you talk about your products or services, you
can take out the name of the rock formation in
China where the special herb is grown that is
picked by Leprechauns at midnight when the dew
point is just right, the number of bauds per
square inch of data stream transferred on your
broadband, the type of ink that is used on the
label, the number of employees who wear lab coats
on Thursday afternoons, the 650 testimonials, the
44-page research report from the University of
Wisconsin, etc.

Because if the prospect is not going to join, he
doesn't need all that data.

And if the prospect is going to join, well, all
this information can be taught at training.

And what about all the time we spend describing
the compensation plan?

Do you describe the qualifying volume, the bonus
volume per product, the number of qualified
customers needed to advance to the next rank?

And do you mention every position in the
compensation plan?

==> Let me ask you this:

Did you understand your company's compensation
plan the first time you heard it?

Probably not.

And do you really understand it even now?

In many cases . . . no.

So let's take out the compensation plan. This will
work for most prospects. The exceptions are the
engineers, accountants, and trivia collectors.

Because if the prospect is not going to join, he
doesn't need to know all the details of the
compensation plan.

And if the prospect is going to join, well, all
this information can be taught at training.

By taking out all of these facts, figures, and
information, we can now get our presentation down
to one minute.

==> But what information does the prospect really
      want to know?

That's the subject of lesson #4.

smurkydad

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #3 on: March 15, 2009, 11:15:04 PM »
Lesson #4: What your prospects really want to know. 


But what information does the prospect really want to know?

Ah, there is the million-dollar question.

In order for a prospect to make an immediate decision to:

    1. Say he wants to join your business,

    2. Say he doesn't want to join your business,

    3. Or, to maybe have a question or two,

You must answer three basic questions.

That's it!

At this point in your career, your prospect only
wants the answers to three basic questions.

If you answer these three questions, your prospect will
have enough information to make a decision.

And if the decision is to join your business, all
of those other facts, figures, and information
can be learned later on in training.

    ==> Simple, yes?

So let's take a look at question #1.

Question #1:

    "What kind of business are you in?"

Would you ever join a business if you didn't know
what kind of business it was?

Of course not.

And if you were confused or unclear about what type
of business you were asked to join, you still
wouldn't join.

We must be perfectly clear what type of business
we are in or our prospects will delay their decision
because we didn't answer this question clearly.

I bet you have heard your prospect say:

    "I got to think it over."

So what type of business are you in?

Insurance? Sport fishing? Farming? Mechanical
repair? Circus performing? Soldier of fortune?
Landscaping? Nuclear medicine? Shoe repair?

Your prospect wants to know.

I was in Sweden about 10 years ago when I asked a
networker:

    "What type of business are you in?"

He replied:

      "I am in the global search for entrepreneurial
      talent, for time freedom and financial freedom,
      whereby they can enhance their efforts through
      multiple streams of residual income, thereby
      improving their lifestyle . . ."
       
Well, you get the idea.

No wonder this networker was having a hard time
sponsoring. The prospects had no idea what kind
of business he was offering!

How do you describe your business?

Do you say:

      "I am a distributor with the Wonderful
      Company, from the Wonderful City, started in
      the wonderful year of 1991 by Mr. Wonderful
      who is a wonderful, wonderful family man,
      and we have wonderful products, wonderful
      employees, wonderful shipping, wonderful
      uplines, wonderful blah, blah, blah . . ."

Or do you say:

      "I am in the skin care business."

(And the prospect thinks you make bandages for
cuts, or maybe you do skin grafts.)

      "I am in the health and wellness business."

(And the prospect thinks that you change bed pans
at the local nursing home.)

      "I am in the financial services industry."

(And the prospect thinks that you are a bank
teller.)

If you don't know how to describe your business,
here is an easy way that should help.

      "Which means."

When you describe your business, you should use
the "which means" words to connect your business
to one of your products or services. This helps
the prospect understand exactly what you do in
your business.

Want an example?

Try this:

      "I am in the skin care business which means
      that we have this wonderful moisturizer that
      makes your skin look 20 years younger in
      only 45 seconds a day."

      "I am in the health and wellness business
      which means that we have a delicious juice
      that people drink that helps them wake up an
      hour earlier every morning feeling like a
      million dollars, and fall asleep at night
      within seven minutes of their heads hitting
      the pillow."

      "I am in the financial services industry
      which means that we help families lower
      their mortgage, credit card, and car
      payments so that they have more money for
      fun things and retirement."

See the difference? Now your prospect knows
exactly what kind of business you are in.

Don't forget those magic words, "which means," as
they will guide you to a better description of
the type of business you are in.

==> Now for question #2.

I will see you in a few days.

So stand by for lesson #5 where we will learn the
second question the prospect needs to know to make
an IMMEDIATE decision to join your business.

It is going to be easy :)

smurkydad

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #4 on: March 15, 2009, 11:18:58 PM »
i do occassional trainings in my group...


well, the articles im posting here in Entrepreneur magazine? im giving you a good glimpse with  the kind of trainings and info im "sharing" to my network....   :)

smurkydad

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #5 on: April 01, 2009, 09:46:23 PM »
Lesson #5: Question #2 that your prospect really wants to know.

________________________________________________

Question #2: "How much money can I make?"

This is easy. You will simply pick a figure that
you feel matches your prospects' desires.

For someone just looking to earn a few hundred
dollars a month part-time, you will describe one
income.

For someone who wants to quit his job and build a
fortune, you will quote a different income.

You want to match what your prospect is looking
for.

If you quote thousands of dollars of extra income
to someone earning minimum wage, it may seem too
unbelievable or unrealistic.

Conversely, if you quote P5,000 extra a month to
someone looking for a full-time business, that
would be discouraging.

So how do you know how much income to describe?

Use your common sense.

But sometimes you may not know the prospect.

So in those times, cheat! Just ask.

Say something like:

    "If you were to have an extra income with
      our business, how much extra income would
      you be looking to earn?"

However, most times you will know. For example,
if the prospect is answering an advertisement
that you placed that offered P15,000 a month, you
know how much income to describe.

What is the final question that the prospect
needs to know to make an intelligent decision?

==> Now for question #3.

I will see you tomorrow with the third, and
final question.

So stand by for lesson #6 where we will learn the
third question the prospect needs to know to make
an IMMEDIATE decision to join your business.

This question will be a little harder, but I will
explain exactly how to handle it.

smurkydad

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #6 on: April 01, 2009, 09:47:24 PM »
Lesson #6: Question #3 that your prospect really wants to know. 

_________________________________________________

Question #3: "So exactly what do I have 
                      to do to earn this money?"


This is the most important question, and most
networkers don't answer this question. They
conveniently skip over this question and now the
prospect has to go home and figure it out for
himself.

Ouch.

This is one huge reason prospects say:

    "I have to think it over."

We didn't answer this question in our
presentation, so how could we possibly expect
them to make a decision?

Or we say something really lame such as:

    "It's a sharing and caring business."

    "Just talk to people."

Ouch. Ouch.

We must describe exactly what the prospect has to
do to earn that money. Then our prospect can make
an immediate decision.

==> I don't mean this!

I don't mean to describe the compensation plan
complete with bonus volume, staged levels of
achievement, etc.

The prospect simply wants to know approximately
what kind of activity will be needed to earn the
money you quoted him.

You don't have to be 100% accurate, read the
policies and procedures, describe the minimum
60-day volume required to earn the Star Trek
Commander bonus, explain the legal definitions
of each term used, etc.

All you have to do is tell the prospect approximately
what he would have to do to earn the money you quoted.

==> Want some examples?

If you quoted your prospect an extra $300 a
month, you could describe his activity as this:

    "All you have to do is: every day pass out a
      sample of our super moisturizing crème and a
      DVD describing how to use it, and at the end
      of about three months, you will have enough
      people using the super moisturizing crème
      that you would earn an extra $300 a month."
   
    "All you have to do is: between you, and
      everybody you talk to, and everybody they
      talk to forever and ever . . . find about 25
      families who want to drink the juice so that
      they wake up in the morning feeling great.
      And then you would earn an extra $300 a
      month."
   
    "All you have to do is find three families
      every month who want to lower their bill
      payments and start having some free extra
      money to spend as they like. And then you
      would earn an extra $300 a month."

See the difference?

Now your prospect knows exactly what he has to do
to earn that extra $300 a month.

This is being polite as we are answering the
question the prospect wants to know.

==> Sounds good, but how do I close?

Hang on! I will be back to you in two days with
three of my best closes.

These closes are short, low-pressure, and easy
on your prospects. They will love it.

So stand by for lesson #7 where we will learn how
to close in a comfortable, but effective way.


Mr DJ

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #7 on: April 05, 2009, 12:05:36 AM »
Thank you very much for this very informative topic..This is very really very helpful to us new in networking. Will be looking forward for the continuation of this topic.


smurkydad

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #8 on: April 11, 2009, 09:18:30 PM »
thanks sa maraming nag-PM sa akin...

pls post here your email address and i'll send you FREE articles bout building your network....

good luck sa grupo niyo!!!! :)

grifter

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #9 on: April 23, 2009, 05:42:02 PM »
very informative and definitely useful. thanks. :)

smurkydad

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #10 on: April 27, 2009, 04:47:27 AM »
youre welcome

very informative and definitely useful. thanks. :)

grifter

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #11 on: April 29, 2009, 07:32:09 PM »
hi smurky. you mentioned in your posts dated april 1 that you will be discussing some tips in closing after doing the 1 minute presentation. can you post it here? thanks again.

Fortune Frog

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #12 on: May 13, 2009, 01:08:46 PM »
this is really good! i truly recommend reading this one. it'll help you for sure.

smurkydad

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Re: HOW to DO a ONE-MINUTE Presentation?
« Reply #13 on: May 19, 2009, 10:35:39 PM »
thanks sa mga nag-PM ...

my sched is pretty tight... just dropping by...