Whatever you do, make sure you don’t give your prospects information overload.
One of the biggest mistakes that network marketers and new sales people make is they bombard their prospect with too much information.
They share tons of charts, graphs, figures, and statistics.
They talk about every little detail of the compensation plan.
They talk about the ingredients in the products.
They talk about where the company founders went to college.
Their prospect gets so much information that they don’t know WHAT to do.
As a result, they don’t make a decision.
They do nothing.
They are completely overwhelmed.
Maybe you’ve been in a position like that yourself at some point in your life.
Being overwhelmed sucks.
Having information overload sucks.
MY ADVICE
If you’re talking with a prospect there are some simple things you should do to avoid giving them information overload.
None of this is rocket science but I think you’ll find the information helpful.
# 1 FOCUS ON THE BENEFITS
You MUST focus on the benefits.
Forget the features.
Forget the ingredients.
Forget the details.
Focus on the benefits.
In other words, what will the prospect get by using the product, service, or joining the business opportunity?
What’s in it for them?
Will it help them save time so they have more time for their hobbies?
Will it help them earn an extra few hundred dollars a month so they can travel more?
Will it help them look better so they feel more attractive?
Will it help them lose weight so they can look good for their upcoming high school reunion?
What will your product or service do for your prospect?
How will your business opportunity help your prospect get what they want?
What is the benefit that they will get from using it?
Until you know the answer to those questions you won’t sponsor many people into your business.
Take every feature that your product, service or business opportunity has and write down the benefits for it.
After you do that, ONLY talk about the benefits with your prospect.
Trust me, they could care less about the features.
They really only care about what’s in it for them!
# 2 SHARE YOUR STORY
Next, you should share all of your information via a personal story.
One of the most powerful ways to sell something is to share your own personal story.
You probably heard the saying that facts tell, but stories sell.
Guess what? It’s true.
People love stories.
They remember stories.
These stories resonate in their mind and inspire them to take action.
People will forget the details, but they will remember a good story.
What you need to do is develop a good product story.
You want to shave a short, powerful and precise story of how the product, service or business opportunity has helped you.
How it’s changed your life for the better?
Has it helped you lose weight, feel better, have more energy, or make more money so you can stay at home with your kids?
Take the time and write down your story. Refine it. Keep improving it.
Share this story with every prospect.
# 3 USE TESTIMONIALS
Another simple thing you can do to avoid giving your prospects information overload is to share testimonials.
Use testimonials from happy customers.
Use testimonials from successful distributors.
Your prospect probably won’t believe what you are telling them (after all you are trying to sell them something), but they are much more likely to believe a third-party testimonial.
Get testimonials from your company, customers, upline, downline and team.
Consolidate the best testimonials onto one page to share with your prospects.
Share these testimonials whenever possible.
# 4 KEEP IT SHORT AND SWEET
Whenever you are meeting with a prospect, keep it to less than 30 minutes.
A business presentation should never be more than 20 minutes.
Your follow-ups should be efficient and effective.
Remember, people are busy.
If it takes you 90-minutes to do a presentation and hours and hours to follow-up with people, they will not join your team.
Even if they are interested in your business opportunity, they will tell themselves they do not have the time to do what you do.
Always keep it short and sweet.
Less is more.
# 5 CREATE A DRIP CAMPAIGN
One of the things I do with my own prospects is use a drip campaign.
I use an auto-responder to deliver information to my prospects every few days.
Each email is short and to the point, normally only a few paragraphs.
Each email gives them just a little bit more information, to move them one step closer to a decision.
Over a period of time, this information educates my prospects and gets them to know me, like me and trust me.
It develops the relationship.
I’ve sponsored about 100 people in two years by using a drip campaign.
I’ve never met any of my prospects in real life.
To clarify, I am not sending emails to everyone and anyone.
I am sending emails to prospects who requested more information from me about my business opportunity, at one point in time.
If you aren’t using an auto-responder in your own network marketing business, you are way behind the power curve.
# 6 USE THIRD PARTY TOOLS
My last tip to avoid giving your prospects information overload is to use third party tools whenever possible.
Remove yourself from the equation and use third-party tools.
Third party tools make your life a lot easier.
Rather than do a long business presentation yourself, share a DVD or 20-minute video presentation with your prospect.
By doing this, it frees up your time.
It also shows the prospect how easy the business is to share with others.
Tools are great because the prospect can view them when they have the time to do so.
You can hand someone an audio CD that explains your business and they can listen to it on their commute to work.
They can listen to it as many times as they want.
Tools give you leverage and let the prospect decide how much information they want to take in, and at a pace they desire.
FINAL THOUGHTS
There you have it folks.
These are some of my best tips on how to avoid giving your prospects information overload.
I hope you found the information helpful.
What are your best tips?
What do you do to keep it short and sweet?
Leave a comment below to share your thoughts.
I look forward to hearing from you.
Sincerely,
Chuck Holmes
Network Marketing Professional (21+ years)
Top Recruiter & Top Rep
mrchuckholmes@gmail.com
Thank you for the tips Chuck. I will focus on implementing them all, one at the time. Making them goals will be good for me.
Glad I could help, Gilbert.
Great advice Chuck!
I remember the first time I joined an MLM, I was bombarded with information and I immediately went home and told my wife, “I can’t do this. It’s too much.” This is what happens to other prospects who get bombarded.
I love the aspect of the drip campaign. By slowly feeding the prospect with info, they are more able to take it in. I also am a huge fan of 3rd party tools. The prospect doesn’t want to sit through 2-3 hours of information, but if they can pop in a CD or DVD in their spare time, they will be more apt to really hear what is being said.
Yes, I agree with you Chuck…sometimes less is more, and this is one of those cases.
Less is definitely more.