Understanding the Components of Your Business in Order to Effectively Present It
Even the artist has to understand the basics
Tim Sales of Brilliant Exchange
Adapted from a Tim Sales Newsletter.
Used by permission.
Based on answers that I've received in a recent survey of MLM workers, dealing with the objections you are getting from your prospects, it appears that you've worked through the big barrier of getting on the phone, and are now having difficulty getting prospects to join. That's where presenting comes in.
You may not see your progress; but, I do. You know I spend very little time in the past, … but please, allow me to point out some things.
- With Professional Inviter, you heard live how to make calls. This gave you the very important "I can do that" idea in your head.
- You learned that you're not born with the ability to communicate; you learn it. And, you learned words that describe different sections of inviting.
This is perhaps more important than you know; and, it's worth a newsletter to explain it fully.
Identifying the components of the process to help diagnose problems
You see, every subject has components that make up that subject. (A component is a part which, when combined with other parts, forms something bigger.) If you know all the components, you know that subject.
Take the very simple subject of a pencil. The components are lead, wood and eraser. Now, you could break each of these components into sub-components. The lead has different hardnesses and shades, the wood has different colors and shapes, and the erasers come in different textures.
The point I'm making is this: We've taken a subject — Inviting — and broken it down into its components (the Ten Communication Qualities and the six-step Inviting Formula), so that we can now identify which part of Inviting we're good at, and which parts we need to work on. We never had that before. Two years ago, either a person was good at it … or they weren't.
When a person doesn't know the components that make up their subject, they are going to have big problems trying to diagnose problems. All they know is "inviting", for instance; and, if it's not going well, this normally results in a feeling of "I can't do it".
Training — not recruiting — is the key to success
Ultimately where are we headed? Training. You're paid in this industry for being great at training — not recruiting and not presenting. If I have 100,000 people in my downline, and I personally brought in 1000 of them (I didn't, by the way; but, just to make the math simple, let's say I brought in 1000), that means that I brought in 1% of my downline. Are you starting to get the impact of what good training means, versus good recruiting?
Drilling down to find exactly what needs fixing
Now, let me go back to subjects, components and sub-components.
If you can't identify the exact component or sub-component on which a person needs help, you will have big problems helping that person; and, your only advice will be, "Just find more people," or "Just do the numbers." But, knowing your subject — and the components that make up that subject — gives you the ability to drill down and find the exact thing that needs fixing, giving you the ability to help yourself — and help others.
What's the difference between a mechanic and someone who knows very little about cars? The person who knows little will make a statement like, "It won't start." A mechanic (who knows his components) will immediately know why it won't start — and, therefore, can fix it.
The artist and the components of art
I'm explaining this to you because I was recently interviewed; and, the gentleman who interviewed me called me a "systems guy". By contrast, he labeled himself "an artist". It was said in a way to show the differences between the two of us.
But, you know … I've never met a painter who didn't know the components of RGB (red, green and blue) colors. I've never met a musician who couldn't tell the difference between a C and G note. How does a music teacher teach music anyway? By teaching the components that make up music! Someone (long ago) had to identify and label each note, before it could be taught to others.
So, please: do not resist learning something, just because you've categorized yourself as a non-systems person!
There is no other way to teach you than to break things into components and sub-components, so you can see what makes up a good inviter, a good presenter and a good trainer. Once you know all the components, it's like knowing all the keys on the piano. You can play any tune.
Understanding presenting gives you freedom in presenting
So, the first thing you would need to understand about Presenting is that, once you know your components, you can do anything — as long as you know all the components and how they relate to each other. Never would I suppress someone's freedom to be fun, exciting, riveting and just all out funky … as long as they don't leave out some vital component.
As an example: When presenting, you can be wild on the stage — as long as you always keep within the Communication Quality/component of staying interested in your prospect. As long as you do that, you can be wild. But, violate that, and you'll be viewed as a nut — or, at best, arrogant.
Welcome to 2008,
Tim Sales
P.S. Don't forget: To even get to the Presenting step, you have to be a good Inviter. Polish up your inviting skills with Professional Inviter and get more prospects interested in seeing your presentation.
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About the author:
Tim Sales helps network marketers gain the skills necessary to be successful in MLM. His MLM training is based on his personal success of building a downline of 56,000 people. Instantly access Tim's free MLM training and learn the steps to achieve MLM success at www.brilliantexchange.com/mlmtraining.
