Sunday, May 2, 2010

An easy way to explain your business.

You don’t have to be nervous.

You don’t have to be an expert.

You don’t have to be a salesman.

In fact, you can explain your business in less than a minute in several different ways. Most of you are familiar with my one minute presentation, but if you have the new Freedom Magazine, you could try this method.

You: How much money would you need to match your take home pay so that you would never have to work again? (Notice that I didn’t say how much money would they LIKE to earn because they usually pick unrealistic numbers.)

Prospect: Well, after taxes, after commuting and gas, and after daycare, I would still need $20,000 a year.

You: Okay, let’s look that up on page 15 of this Freedom Magazine. Hmmm, it says that to earn $20,000, you would need approximately 150 people using the products. The people could be affiliates or customers. And, you don’t even have to get all 150 users of our products. You talk to Norman, and Norman gets 149 users ... you’re done! :)

Prospect: Wow, that’s it?

You: Yes, but you don’t know how to get 150 users of the product now, but you could learn. Hey, you learned to drive a car, right?

Prospect: Yeah, I didn’t know how to drive a car, but now I do.

You: So what’s going to be easier for you:

Going to work every weekday for the rest of your life, fighting traffic, warehousing the kids in day care, and begging for the time off for vacations?

Or would it be easer to learn a system to get 150 people using Vitamark products?

Prospect: Gee, when you put it that way, sure, I think it would be a lot easier to learn a system.

You: Okay, so let’s get started. You’ll want to start learning as soon as possible, right? We don’t want to delay or put off that income years later.

Two minutes can change your career.

Just got an IM from Mick Carbo. He is using the two-minute presentation we've been working on with some of the coaching calls. He reports:

"Sorry to keep bugging you, but I'm real excited about my two-minute presentation. Just finished another one which resulted in another person with my Vitamark website and another Freedom Magazine in the mail....THANKS!!!"

This is a great way to save time, and get our message to people a lot earlier in the relationship.

The two-minute presentation that Mick uses (The Two-Minute Story in the "second person.")

You: I got a good story. Takes about two minutes. Might make you a lot of money, might not. Want to hear it?

Prospect: Yes.

You: If you never had to go to work again, would that be okay?

Prospect:
Sure. As long as I get a paycheck. (Prospect is creating a vision in his mind.)

You: Well, how much money would you need every month to replace your take-home pay, less daycare or commuting expenses? (We are trying to get a reasonable income goal here.)

Prospect:
After taxes, after commuting and gas, and after daycare, I would still need $20,000 a year.

You: You know how a lot of people are always dieting, drinking energy drinks like Red Bull, and a lot of people take vitamins and are interested in natural health?

Prospect: Yes.

You: There is a company called Vitamark that has cool versions of these products that people really like. They have some cookies that dieters love to eat to manage their weight, an energy drink about 1/3 the price of Red Bull, but gives you a better buzz, and lots of vitamins and healthy things people buy from them all the time.

So let’s go to page 15 of this Freedom Magazine. Hmmm, it says that to earn $20,000, you would need approximately 150 people using the Vitamark products, and then you'd never have to go to work again.

Now, you don’t know how to get 150 users of the products now, but you could learn. Hey, you learned to drive a car, learned to be a parent, learned how to do email, and you can certainly learn a SYSTEM to get 150 people using the Vitamark products. (This takes away the objection of I don't know how to do it, I don't know anyone, etc. Many people believe they have to know how to do everything before they even start learning.)

So what’s going to be easier for you:

Going to work every weekday for the rest of your life, fighting traffic, warehousing the kids in day care, and begging for the time off for vacations?

Or would it be easer to learn a SYSTEM to get 150 people using Vitamark products?

Here is the two-minute presentation in "first person."

Now, here is the story in first person, where the prospect has not asked you for a presentation yet.

You: Just checking if you got the (ebook, cd, magazine) okay. And, if you are like most people, you haven't had a chance to read it yet. (Prospect relaxes.) Good luck on reviewing the material, and if you don't mind, I'll get back to you in a week or so in case you have any questions. (Prospect relaxes more.)

And, I got a good story. Takes about two minutes. Might make you a lot of money, might not. Want to hear it?

Prospect: Yes.

You: If you never had to go to work again, would that be okay?

Prospect: Sure. As long as I get a paycheck. (Prospect is creating a vision in his mind.)

You: Well, I felt the same way. My job interferes with my life, I can't get the time off I need, and I spend hours commuting every day. So I decided to start some sort of home-based business so I wouldn't have to spend all of my time at the job until age 65.

I got figuring ... I only need about $60,000 a year to replace my take-home pay, so I went looking for a business.

You know how a lot of people are always dieting, drinking energy drinks like Red Bull, and a lot of people take vitamins and are interested in natural health?

Prospect: Yes.

You: There is a company called Vitamark that has cool versions of these products that people really like. They have some cookies that dieters love to eat to manage their weight, an energy drink about 1/3 the price of Red Bull, but gives you a better buzz, and lots of vitamins and healthy things people buy from them all the time.

So let’s go to page 15 of this Freedom Magazine. Hmmm, it says that to earn $60,000 a year, I would need approximately 300 people using the Vitamark products, and then I'd never have to go to work again.

Now, I don’t know how to get 300 users of the products now, but I can learn. Hey, I learned to drive a car, learned to be a parent, learned how to do email, and I can certainly learn a SYSTEM to get 300 people using the Vitamark products. (This takes away the objection of I don't know how to do it, I don't know anyone, etc. Many people believe they have to know how to do everything before they even start learning.)

So I got thinking, what’s going to be easier?

Going to work every weekday for the rest of my life, fighting traffic, warehousing the kids in day care, and begging for the time off for vacations?

Or learning a SYSTEM to get 300 people using Vitamark products?

So what does Mick Carbo think about the two-minute presentation?

Just got this IM from Mick:

"AWESOME!!!!
I've done at least 7 "two-minute presentations" since our call. Every one results in another person with my Vitamark site and a Freedom Magazine in the mail."

Hmmm, good point by Mick. It makes sense to insist that prospects listen to the two-minute presentation BEFORE you give or send them a magazine.

Sometimes you just have to tell them :)

Doug Karnuth just wrote me:


"I gave the two minute presentation to an ebook download from way back that ignored me for months.

"She forgot where the book was, and never read it, so instead of forcing her to read it I went into the 2-minute presentation, it worked fantastic."


Remember, the purpose of all of our activity is to eventually tell a "live" person our story. Sometimes we can tell our story right away, and sometimes we may have to wait a long time.

The important lesson is: Tell our story.

The Two-Step System.

Network marketing is easy, if we concentrate on the basics. Just two steps.

1. Find a "live" person to talk to.

2. Tell that "live" person about your business.

That's it. We just take the volunteers that like our business.

Step #2 is easy. We can do a "One-Minute Presentation" - our "Two-Minute Story" - or a really big presentation. Whatever feels right for you.

And Step #1 is easy too. There are lots of ways to get "live" people to talk to. You could talk to people from:

1. E-book downloads.

2. Newspaper ads.

3. Flyers.

4. Internet ads.

5. Relatives.

6. Social networking.

7. Retail customers.

8. Passing out samples.

9. Trade shows and booths.

10. Friends.

11. Co-workers.

12. Referrals.

13. CDs or the Freedom Magazine.

And many, many more.

Step #1 requires that you find the method that is most natural, comfortable, and effective for you. And, you can use more than one method!

For instance, take brand new affiliate, Ty Jackson, from Cape Coral, FL.

He loves the Appetizer Diet Cookies. He just had these letters put on his car yesterday.

And in 24 hours he has already talked to four new "live" prospects just from the lettering on his car :)

Do you talk too much?

Do you talk too much?
You don't have to be a "blue personality" to talk too much.

Even one sentence is too much if it is not what the prospect is interested in.

We have invested hours and days learning cool stuff, but the prospect doesn't need to know it all right not.

So be courteous. Ask the prospect this question before you begin:


"What would you like to know about our business?"


And then let the prospect tell you that he or she is only interested in the ingredients of one product, or only interested in the compensation plan, or only interested in the travel to conventions and cruises.

You will be surprised that your prospects want to know far less than you expect.

Let's be polite. Let's talk only about what interests our prospects.

How much are you making?

Good question. Your prospect may want to know?

Why?

1. Because your prospect wants to know if it will be worthwhile to invest time, or

2. Your prospect is hoping you don't make much so he or she has an excuse to get rid of you.

So how do you answer that question?

Try this.

* * * * * * * * * * * * * * * * * * * * * *

I found out that I needed to get about 125 people using Vitamark's products regularly. That would replace my $30,000 income at my job. Right now I am learning to use a system to accumulate those 125 users. I just decided one day, "What is easier to do? Commute and work my job for the rest of my life ... or learn a system how to get 125 users of Vitamark's products."

* * * * * * * * * * * * * * * * * * * * * *

And that's about as truthful as you can be :)

Phil Snelman from England uses the "Two-Minute Presentation" ...

I realised late on Tuesday night that I hadn’t yet done my 2 minute presentation on at least one ‘live’ prospect during that day.

So here’s what I did. I spent some time between 1am and 2am (UK time) following up on leads I had generated online for the Crave Energy Drink. These people were all in the USA and Canada so I thought I’d use my new 2 minute presentation with them.

I called Shelley Lucas from Dartmouth, Nova Scotia in Canada. When I suggested that I had a good 2 minute story and it could make her a lot of money she asked if she could get her husband Tyler on the line to listen too.

I did the presentation and at the end concluded with the killer closing question: ‘So, what do you think?’

They both expressed keen interest. So I said that I would speak to my good friend, Penny Dude in Moncton, New Brunswick (not too far from Dartmouth) and ask her to send them a copy of Freedom magazine and a couple of Crave samples. They said that’s great. I called Penny immediately and being the great leader that she is agreed to assist. She also said she’d call them the next day and invite them to your upcoming workshop in early November in Halifax, Nova Scotia.

So what are my conclusions?


1) People are happy to hear the 2-minute presentation.

2) I didn’t have to give a long explanation of what we do.

3) They are happy to receive information on Vitamark.

4) We have a brilliant team of supportive leaders.


Now all I have to do is keep on doing more 2-minute presentations to anyone who wants to listen and just take the volunteers. No selling, no pressure. FANTASTIC!

Want a custom tee-shirt idea for Crave Energy Drink?

.
Have the front of the tee-shirt printed with:


Think faster - be smarter.

Drink Crave.



And have the back of the tee-shirt printed with:


Tower over others in intellect and concentration with unlimited energy!

Everybody loves a good story!

Penny Dude writes:

* * * * * * *

I just wanted to share with you an experience I have had with the 2 minute presentation.

As I had told you a couple weeks ago I did my 2 minute presentation on a prospect in my back office of MFF. She has been there since Feb. 2008. I had followed the steps we take, she read the ebook, send her the audios then a 3 way with Michael. Well, she was went through each of the steps but timing was not right. So she has kept on doing her program she was involved in with no success. I saw her on g chat and I asked if she wanted to talk. That evening we talked just getting to know what she was doing and if she was having success. She had been doing her business for almost a year and she was excited she got a sign up I think it was that day. So I was curious if she was happy with the money and she said no she has spent alot more than she made.

I said I have a story to tell you, takes about 2 minutes, might make you alot of money might not. So she agree to listen but when we were done she did not ask anymore. I asked if she wanted me to send her a Freedom Magazine and she said sure. She then sent me a message last week, I think Thursday she was hoping to have the magazine by the time her parents came to visit. But it did not arrive. She received it today and was so excited. She sent me an email to let me know she got it and was going to sit down and go through it. I will be doing a follow up tomorrow and will keep you posted.

Timing needs to be right, it is a rejection free line. They can say "yes I want to hear it" or "no I don't want to hear your story" No Pressure, No sales pitch, just what we have practiced.

Thanks so much. I feel this is the easiest way to see if people want hear more about our wonderful company Vitamark!

* * * * * * *


And Penny Dude's affiliates are excited about the "Two-Minute Presentation" also! Ruben writes:

* * * * * * *

Hey Penny Dude,

I did the 2-minute presentation about 5 or 6 times. Got some people looking at the business.
Things are cooking baby! lol
Reuben

* * * * * * *


Have you told your "Two-Minute Presentation" today?

There are two types of people in the world ...

Want to find some great leaders for your Vitamark business?

Just ask your friends, "Who do you know that is a great storyteller?"

Then go to that person and say:

"There are two types of people in the world, those that get paid to tell stories, and those that tell stories for free."

Then take the volunteers!

You will have someone who will absolutely love the Vitamark business and will tell stories to everyone.

Now, that's your future leader.

And if you would like another version, you could say this:

"There are two types of people in the world, those that love to talk, and those that get paid for it."

Hmmm, do you know anybody who talks a lot?

Sponsoring is easy when you say the right things.

Magic secret by little girl - becomes star salesman.

I forgot who told me this story about their little girl selling fundraising candy door-to-door. She was the star salesman of the pack.

Someone asked the little girl, "What happens if someone tells you "no"?

She said, "Well, I just ask somebody else!"

Just keep telling the "Two-Minute Story" :)

Need more people to talk to?

Part of the system is to find prospects to talk to. Everyone has different skills, resources and interests. I encourage people to find a niche of people they would enjoy talking to.

For instance, some people like the instant interaction of a Meetup.com group. Other people want to target dieters.

Here is a great example of a huge niche of people. Some of these people are happy with the state of their health, but many of them would do almost anything to improve their health. Those are the people we want to talk to.

To see this niche, simply read this short article at:

http://tinyurl.com/greatniche1

Can you say Glucare and cookies?

Holidays are great!

What a great time to get together with people you know and like. And when the conversation turns to:

"What's new with you?"

This may be your opportunity to tell your "Two-Minute Story" over and over again.

How easy is that?

Holidays could be your best prospecting time ever! You simply share your "Two-Minute Story" and enjoy the day.

And for the listener, when the time is right in his or her life, the listener will remember "Two-Minute Story" and will contact you. It could be 3 months from now when the boss declines a raise. Or it could be 6 months from now when the listener gets tired of commuting and fighting traffic.

But you might be surprised to find out that for some listeners, "Today is the day!"

So welcome the holidays! Prospecting has never been easier.

Ideas for finding prospects.

There are plenty of online ad sites. Think "Craig's List" or "Kijiji" and your local area sites.

While some will not let you advertise your business opportunity, you can advertise for people to meet or have an interest in a special topic such as self-improvement, natural foods, diet strategies, etc.

Phil Snelman wrote this to his team:


"Here's a great idea if you're having problems finding people to tell your story to.

Go to www.Ecademy.com It's a FREE online networking organisation that has THOUSANDS of motivated business people who are members and who YOU can visit with online and build a friendship with.

Once you've got in contact with them it's then easy to tell your story to them.

Remember, you only need one person a day to tell it to!"


You don't have to find a special person, with a health challenge, that will be losing their job, who wants their own business, who is an entrepreneur, who loves sales, who is a total people-person, who has been in network marketing before ... you just have to find an ordinary person to talk to.

That's it.

The "Two-Minute Story" gives people a vision and a plan. You will be surprised to see how many people are happy you told them the story.

And for some people, today is the day for them to make a decision to change their life.

And for the rest of the people, now they know the story and they can take advantage of it when the time is right for them in their life.

Just think of all the people who will know this "Two-Minute Story" in just one year. You'll have plenty of volunteers over the year as the timing is right for your listeners.

Tell the story, and let them ask, "What should I do?"

From a recent email from Phil Snelman:


John from Corby, UK recently downloaded "Success in 10 Steps" from my site and I contacted him and spent some time giving him some coaching on MLM. Before I could mention Vitamark to him he joined a brand new MLM that is promoting perfumes here in the UK. I decided to share the 2 minute story with him to show him how easy it is to get people interested in what we are offering.

He was VERY impressed with the simplicity of the story and asked "What should I do?"

Well, he had earlier told me that today (Tuesday) he was going to be visiting an old friend who lived near me so I suggested he drops round to my place and collect a Freedom magazine so that he could also find out about how Vitamark might help him.

He was delighted to take me up on that offer and as I write this email, has just left my house with his Freedom magazine tucked under his arm. He said "I'm really going to study this and make sure I take it all in." Not only that, but he hopes to join you and me and our team when we meet for lunch this Thursday near Birmingham here in the UK.

Wow, this was a great result and I feel confident that John will want to work with us in Vitamark too and all because I took the opportunity to tell him my 2 minute story! Next please!!

Signature File.

Want more prospects coming to you?

Diamond Sarah Thompson made this great suggestion on one of the coaching calls.

Your signature file on your emails could read:


Ask me about my "Two-Minute Story"


Just take a minute to do.

"Two-Minute Story" works in Colorado!

Tammy Garcia writes me:


One of our affiliates has joined a networking group.
She gave her "two minute story" to the whole group.
She gave everyone a cookie to try and told them to open it and try it.
8 out of the 10 did.
She got two orders for cookies.
While delivering the cookies she walked into the wrong office.
That lady at the reception desk asked her what was a diet cookie?
She got another order.
Cool, eh?

So what would be easier?

On today's coaching call, Bob asked: "How can we get more of our downline to use the "Two-Minute Story" to build their business?"

Well, we as humans always like to do what is easier. So simply say to downline affiliates:

* * * * * * *

So what would be easier?

1. Giving a Vitamark sales presentation to a prospect and risking rejection?

or

2. Simply telling the "Two-Minute Story" to a prospect and taking the volunteers?

:)


* * * * * * *


It's easier to communicate when we make our choices easier.

More results - less time.

Cindy reports that the best thing about the "Two-Minute Story" is that she can know if a person is interested, or a time-waster, in just two minutes :)

The "Two-Minute Story" gives the prospect a chance to volunteer their interest in doing more with their life, and doing something with our business.

It's easy when people volunteer. No rejection. No hidden agenda. No sales presentation or pressure. What a fun way to build our business.

Does the "Two-Minute Story" work during the holidays?

Ask Sarah.

She reported yesterday that she added 7 new affiliates to her organization during Christmas week. That's the power of the "Two-Minute Story".

It is easy to tell, doesn't come across as a sales pitch, and is rejection-free.

What better way to expose a friend or relative to the benefits of our business? And when they say, "Wow. Tell me more." It's easy. The hardest part of the entire process is already over. You now have someone looking for reasons to join.

How long does it take to go from "zero" to Four-Star Diamond?

My friend, Kaleem, asked me this question this evening.

Of course you can go as fast or as slow as you like. If everyone ordered 100 points, you'd technically need about 100 people to be Diamond every week.

But here is the easier way which you will learn in the Diamond Coaching Classes.


Step #1:
Tell the "Two-Minute Story" an average of once a day. Over time, you will accumulate enough customers and affiliates to be a Platinum bonus earner every week by just taking the volunteers. Might take two or three months.


Step #2: Out of all the people you tell the "Two-Minute Story" to, eventually you will get four of them to volunteer to do the same. Hmmm, now you have four personally enrolled Platinums.


Step #3:
Go to your mailbox every Thursday morning to pick up your Four-Star Diamond bonus check.

I want to become a Diamond, but I feel afraid ...

A few minutes ago I received an email from a Vitamark affiliate that went something like this:

"I really, really want to become a Diamond, but I feel afraid to do what I need to do. And, I don't know how."


Here was my answer:


Hi,,

You are right.

We all WANT to become a Diamond.

But, how much do we want to become a Diamond is the question.

You see, to become a Diamond, you will have to make some changes in your life, learn some new things, and set aside some time that you are currently using for television, friends, etc.

And the commitment to change, learn new things, and investing time ... that might be too much.

You might think this:

I don't want to change, I don't want to learn new things, I don't want to miss my favorite television show ... so, I will stay with my life the way it is now.

Now, this is a decision we all have to make every day of our lives. What do we want? And do we want it bad enough that we are willing to make changes, learn new things, and invest some time.

For example, I really, really want to be thin and in shape.

But how much do I want to be thin and in good shape? Well, I would have to make some changes in my eating habits, eat different foods, and spend some time each day exercising.

So here is the decision I made.

I continue to eat Mexican food. I like the taste of Mexican food MORE than I like to be thin. And I don't want to set aside time to exercise.

And that was my choice.

So your choice is totally up to you.

And there is no right answer.

And there is nothing wrong with saying, "You know what? I would rather not change, not learn new things, and not invest time to become a Diamond. It's not worth it to me at this moment."

Hey, I chose to remain fat :)

I just want you to know that you have a choice.

You can become a Diamond. You can do it if you WANT to.

So what's going to be easier for you?

To continue your life as it is. Continue with the same job. Continue with the same paycheck. Continue with the same lifestyle. Don't make any changes, don't learn any new things, and continue spending time as you always have ...

or ...

To join a Diamond Coaching Class, learn new skills, make some changes in your life, and spend some time building your Vitamark business to become a Diamond?

"Nothing bad happened."

I got this email from Kaleem right after Thursday's first training call for his group.

* * * * * * * * * * * *

Hi,

Immediately after this Thursday's call, I told the Two-Minute story one time (in first person).

It was very clear and made perfect sense. I have a person who wants to join, but has to save the money to join as a Fast Start. Might take a couple of weeks.

But nothing bad happened!


I didn't sweat or get rejected, and I wasn't nervous. I didn't tell the story perfect, but it didn't matter because the guy had never heard it before anyway.

My results were amazing!

I got this email from Mary Guariglia who couldn't get on Saturday's crowded call ...


* * * * * * * * * * * * * *


Finally memorized it.....

1. Told the story 6 times; 2 was on coaching calls for my team - 2 people joined my team member!

2. My Team is not using it yet. And 2 of my own prospects are coming in "when they are ready".

3. This does work. I also use the bottom of the story with people who are interested and need a bit more of info without being too pushy. That has opened their eyes up to what they can do in the future.

TY!
Mary G

But I don't know who to talk to ...

Dan Kennedy says: "If we don't have resources, then we must be resourceful."

If we don't have anyone to talk to, if we don't know what to say, if we don't know what to do ... then we just have to figure it out. We must become resourceful. We can learn what is necessary to solve our problems.

Business owners solve problems.

Employees use problems as an excuse to discontinue working.

We are in our own business. We can solve our problems. We can find the resources to learn new skills, to make new contacts, and to succeed in our business.

Don't let problems stand in your way.

They can't listen to you until they finish talking.

Cindy Loewen had a telephone salesman call her. He talked non-stop. When he finally had said everything he wanted, Cindy said:

"I got a good story ..."

Of course the salesman wanted to hear the "Two-Minute Story" - but only because he finished saying everything he wanted to say.

If we tell our "Two-Minute Story" while the prospect is still thinking about all the things he needs to say, our "Two-Minute Story" won't be heard.

Let's be polite. Let others talk first, and wait until their mind is clear. Then offer our "Two-Minute Story".