Recruiting With Presentations Mastery – 5 Keys To A Converting Presentation

What if I told you that you should be able to recruit just as easily as you breathe?  For those who struggle with recruiting, this may sound like a fantastic tale that only happens in story books.  I’m here to tell you that, if apply what’s in this article today, you will convert more than your fair share of prospects.

Most presentations I’ve sat through are all about the same; they are extremely BORING and full of mundane facts.  We put a lot of logic into our presentations thinking that our prospects will be using their logical brain to “see the light.”  Sales 101 teaches us that people buy on EMOTION not LOGIC.  So, your presentation must be full of emotional triggers, backed up with logic (which flows perfectly with how we all buy) then you’ll see some conversions.

Here’s 5 Keys to presenting a converting presentation that work like gang busters.

1. You have to address and apply pressure to an existing pain.  It has to be a SERIOUS pain, not just the ho-hum rhetoric of low employment, bad economy, etc.  It has to be PERSONAL to them.  You have to paint the picture of what the problem is, why it exists and that there isn’t any relief – yet.

1. You have to make an unbelievable guarantee on relieving that pain.  An example of that would be, “I’m going to groom you to make $100,000/year and to walk away from your job in the next 6 months to a year,” or whatever is their hot button.   Make sure to paint a vivid picture of what that looks like and how it feels to them.  They have to “smell the aroma” or they won’t engage emotionally.

1. You have to include a strong takeaway in the very beginning.  Language and energy that lets them know that you have doubts about their ability to do it creates a fear of loss, or even a spirit of competitiveness with some people.  Either way you have to get them to emotionally defend themselves against your comments.  For example, “I’m looking to groom you to generate a 6-figure income by November of this year, enabling you to leave your job (HOT BUTTON) before Christmas.  However, it’s going to be hard work and quite honestly most people simply won’t do what it takes.  I have yet to meet someone who will bring to the table what it takes, but I’ll keep searching until I find that person.”

1. Sell your TEAM or SYSTEM first.  Once you make the unbelievable guarantee, you should lay out for them the “championship-caliber coaching staff” that you’ve assembled on their behalf.  Lay it on thick about what each has accomplished and point a specific skill that each bring to the table, such as “Joe is our PROSPECTING expert, Sue is our TEAM DEVELOPMENT coordinator,” etc.  You have to convince them to buy into the squad and what they bring to the table.

1. Tell them exactly what they need to bring to the table to get the unbelievable guarantee accomplished.  You have to spell it out for them and talk in terms of the thing that they want already being accomplished. 

Once you’ve cycled through this phase of your presentation, you can now present the business opportunity, which includes your compensation plan and how to invest to get started.  Remember, getting them to buy in emotionally FIRST is the spark that will ignite the flames of recruiting in the heart of any truly qualified prospect.

Larry Beacham

http://www.LarryBeacham.com

Larry@StonecoldMillionaire.com

727-238-5089

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