The network marketing profession is filled with strategies, tips and techniques on how to build and maintain a successful distributorship. Lots of these ideas are useful and good; some just miss the whole point altogether.
If your success in this business depends on your ability to persuade people to join you and teach other people to do the same, keep one thing in mind: Successful presentation and persuasion is based primarily on transferring your belief and enthusiasm to the prospect. That's the heart and soul of what makes network marketing work, and every great presenter knows it.
A Master of Transferring Feelings
I was speaking at a convention recently with another speaker named Keith Harrell (www.keithharrell.com). I watched him excite, shock, and move the audience to tears, all within a 40-minute presentation.
Keith has mastered the concept of transferring his feelings to an audience to the point of influencing their emotions. How does he do it? All kinds of ways, including facial expressions, body language, tone of voice, voice inflections, pace and pitch of his speech, and more. Keith uses all of these tools for the same purpose: to transfer his belief and enthusiasm on his subject. This is one of the reasons he's one of the hottest speakers in America. Study this guy; he's amazing!
How powerful is your one-on-one presentation? How about your presentation at open meetings? Or house meetings? Or over the Internet? Are you using all of the tools you have at your disposal to transfer your belief and enthusiasm to the prospect? Or are you winging it and hoping your prospect catches on?
A Master of Conviction
Another great example of a world-class presenter is Bob Proctor (www.bobproctor.com), the publisher of Networking Times and a giant in the world of personal development.
If you want to witness a master presenter who knows how to move people to action, you'd be hard pressed to find someone better than Bob. After speaking at many conventions with Bob and studying him carefully over the years, I think I've figured out what makes him so effective: It's his unshakable belief in himself and the information he's presenting. Bob Proctor selling an idea to an audience makes me imagine what Paul Revere must have sounded like during the midnight ride. His belief is so strong and deeply rooted that you think to yourself, "There must be something here--because this guy is on fire!" You can hear it just listening to Bob on tape or CD. Invest in some of his programs and see if you don't agree.
Are your prospects totally convinced after your presentation that you have a deep-rooted faith in yourself and in your business? Make a presentation to your five closest friends, and ask them to give you their honest, brutal feedback. What they say may surprise you.
Masters of Preparation
A few years ago we offered a six-week teleclass called the Tiger Program, which taught networkers how to build their businesses in the cold market so they would never have to contact their friends or relatives again.
In the program, we had networkers from around the world calling on the cold market; some became very proficient at it. The problem many had was they were great at getting appointments, but not at signing people up as distributors. So, in order to help them sponsor more people, I asked one hundred of my best students to videotape a one-on-one presentation and send it to me for review. The results: These people were great on the phone--but most were lousy in the one-on-one. The biggest reason they were failing to sponsor was their lack of belief and enthusiasm in the presentation, which stemmed, not from their actual lack of belief, but from their lack of practice and preparation.
How prepared are you? How often do you role-play your one-on-one presentation with your sponsor or upline leaders? How about your downline? Are you leading the way for them?
If you are not role-playing and practicing your presentation every day, then you are not truly leading by example. How could you be a professional presenter if you never practice? The best presenters in the world--masters such as Bob Proctor and Keith Harrell--have spent thousands of hours rehearsing and perfecting their presentations. That's one reason their belief and enthusiasm transfer to their audiences. They have paid the price to become world-class presenters.
My late business partner, the great Bill Gove, was the father of the professional speaking business and one of the most acclaimed public speakers in the world...and you would be amazed to see how much he practiced, even after being in the business for nearly 60 years!
The great ones know that true belief and enthusiasm is rooted in competence, and competence can only be attained with a serious commitment to practice.
If you are not practicing your presentation, videotaping, analyzing and improving it on a regular basis, you're probably performing like an amateur in front of your prospects. If you're getting the results you want, then ignore my advice. If you're not getting the results you want, consider stepping up your practice schedule. If you really want to become a full-time, professional networker, isn't it time you started preparing like a pro?
is co-founder of the Gove-Siebold Group, a training organization that helps networkers develop world-class communication skills.