The Smarter Way to Approach our Prospects

This article is from Train the Trainer Email Course:
Module 2: Approach and Presentation (Part 3 of 3)

This approach is applicable as of 2017. New approaches are developed over time to help associates approach their prospects effectively.

Now we know how to approach our prospects the right way, it’s time to learn the different ways of presenting our opportunity and advocacy to people.

In the previous email I shared the approach + presentation combo. Show the MENU (Top 10 membership benefits), then take the ORDER (The IMG Checklist)

However, if you feel that you are still not confident with presenting about IMG, then there is a smarter way how to present. (I’ll share it in a minute)

BUT before that, let me share the before and after way of presentation.

BEFORE:

When we meet our prospects, what we do first is rapport building using the FORM formula. Then after that we conduct a short 2-minute survey.

Sample questions on the survey includes:

– Do you love your family?
– Do you have savings?
– Do you have debts?
– Are you interested to learn how money works?

The survey gives us an idea of what the person needs. After assessing the survey, we then show our presentation materials (usually placed inside a clear book)

We then discuss about the X-curve, the rule of 72, the solid financial foundation, sample product Kaiser, and benefits of joining IMG.

It takes around 1 hour to discuss everything and only to end up the prospect that is not interested after the long presentation.

It was soooo disappointing and frustrating. (I don’t know if you can relate to that?)

AFTER:

Today, it is so much easier. When you say “membership” everybody understands that!

When you say:

“Be a member of SnR”
“Be a member of Rotary Club”
“Be a member and avail SM Advantage Card”

The next question would then be, “What are the benefits?”

Same thing with IMG:

Today, you can directly say “Be a member of IMG.”

and your prospects will most likely say: “What are the benefits?”

No more tedious survey, no more 1 to 2 hours long discussion, today it is fast, simple, easy and very doable.

The Smarter Way

However, even how simple the approach and presentation are, still there are a lot of new IMG members who are still not confident of sharing the benefits.

It’s okay and normal. That’s why the smarter way to present is to bring with you your trainer.

Yes, bring with you your trainer and let your trainer discuss the benefits to the prospect.

Did you know that your trainer has an override in commission when you are able to close an account?

Yes! example: Your trainer is an SMD (his/her contract is 47% for Kaiser sales), your contract as an Associate is 20% as a start.

If you choose to discuss on your own, you earn 20% but your trainer will have an override of 27% (difference between 47% – 20%) Thus, he/she earns more than you.

This does not intend for you to hate your trainer but for you to maximize him/her. Every time you ask a favor from your trainer, they are more or less obliged to help you because your trainers are well-compensated. At the same time, trainers are really willing to help you too.

It’s a win-win-win situation: Your trainer earns by helping you, you learn and earn and your prospect gets to save.

As is said:

“I’d rather have 50% of something, than 100% of nothing.”

BUT what if I don’t have a trainer near me..

This is usually the case for OFW’s or places where there is no IMG office. Another smarter way of approaching and presenting to our prospects is using and leveraging the power of the internet.

As you can see, people are now doing webinars. Meaning your trainer can now communicate with you anywhere in the world.

You can be in Cebu, your trainer in Manila and your prospect in Hong Kong. That’s the power of the internet. 

Another smarter way is learning online marketing. This is extremely helpful especially when you are running out of prospects. It’s tapping the cold market but instead of you chasing prospects, prospects will be the ones who will contact you.

You can set it up in a way of writing a blog, or doing a YouTube video, once the prospect likes your content, they can decide to subscribe, you capture their email addresses and then send them a link to a recorded presentation video. Once they like the video you can then guide them step-by-step how to join the company.

It’s a little more complicated than that, that’s why online marketing may NOT be for everyone.

However, for those who are interested, you can click here and subscribe to learn more.

The best presentation is your story

The Best presentation 

And lastly, there is really no perfect presentation. I know a lot of associates who until now still don’t discuss or share to people (even to their families) about IMG.

Why? Because, they want to master everything first before sharing it to their families or friends. BIG MISTAKE.

They are afraid of sharing and when asked a question, they may not be able to answer.

I understand that. But for me and is also written in the System Builder Book: The best presentation is your STORY.

Again:

“The Best Presentation is your STORY.”

Share your story why you joined IMG. Speak from the heart. People will know that you are being sincere.

For me personally, here’s how I do it:

“I became a member of IMG because I have always been a saver and I wanted to learn how to save and invest the right way. I also want to be part of a community encouraging people how to save and invest.

How about you friend, do you want to save and invest the right way? Do you want to be part of a community that will help you and guide you achieve your dreams?

If you said yes, then be a member of IMG.”

As simple as that, I share my story, after that I can close right away. That’s the power of sharing your story.

—

Alright!

I do hope you learnt a lot from this email course.

We are now done with module 2.

Next step, module 3: CLOSING: 

– the psychology in a presentation
– the roles in a presentation
– how to close
– three rules in closing
– psychology in closing

Watch out for it!

Cheers!


Invest in your growth,


Tiyo Pilo