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BoomerBizTips July 22, 2014 - KISS (Keep It Simple...)
July 23, 2014
In this issue:
Feature article: KISS (Keep It Simple...)
BoomerNews!First, some exciting news of my own to share. My book is finished!!! Now it is in the hands of my favorite editor, Gwen Weiler. Looking for late fall launch of "Is This One of Those Pyramid Things?: Overcoming Network Marketing Objections."
And one of our very own "Success Stories" is paying it forward. Hopefully, you can help. Our own Mitzi Lane is holding a Back to School Supply Fundraiser. Purchase a $20 Cinch Sac from 31 and she will fill it with School Supplies for kids who need them! If interested, contact her directly at firstname.lastname@example.org.
KISS (Keep It Simple...)I attended a presentation for the network marketing company I work with tonight. And I have to admit, even I had trouble making it all the way through to the end. I think I switched off somewhere about halfway through a lecture on the compensation plan.
I've lost count of how many times I witnessed this. And not only with a network marketing business presentations. Sales presentations, networking introductions, product demonstrations - all can suffer from too much detail.
You need to KISS your prospects. "Keep it Simple" should be your mantra. More words will not convince people to buy your product, use your service, or join your team. In fact, the fewer words you use, the better. Then you will have time to LISTEN to your prospects and get to know them. That's how you find out what they really want. Then you can show them how you can help them.
Next time you're watching television, time the length of the average commercial. It's probably about 30 seconds, right? Why? Because that's what works. Any shorter, and the message may not be clear. But any longer, and viewers will tune out or turn the channel. The best commercials say what they need to quickly and concisely. They focus on simplicity and impact. You should do the same.
Decide what you want to say and edit your words for maximum impact. When you go into too much detail about your product or service, you may insult your prospect's intelligence. Give them the basics and if they want to know more, they will ask. And if they ask, they are more likely to actually listen.
Giving out too much information when you first approach a prospect invites them to make a decision on the spot. That is not good. You have now lost your chance to make a planned presentation based on their specific needs and interests.
Keep your business presentations short. My network marketing presentations usually last 30 - 40 minutes. I spend the first portion getting to know my prospects. Then I share the key points of our business based on what I learned. I spend the last 10 - 15 minutes answering questions and discussing the next move.
Everyone is busy. Always let your prospects know how long an appointment will take. Never exceed that time. Prospects will relax if they know you respect their time. You can always schedule a second meeting if necessary.
Apply this approach to all your business interactions: business overviews, product demonstrations, networking presentations, and business seminars. Keep the formal part short and stimulating, leaving time for questions. Bring your starter kit, products, or company literature and let them work for you by sharing them with your prospect. Do not overrun your scheduled time. Finish talking while your prospect is still intrigued. I promise you will get your chance to make a sale or close a deal.
It takes work and discipline to make things simple, but your efforts will pay off. I guarantee it!
1. Describe your business in 50 - 100 words. If it's too wordy, look for what you can edit out.
2. Now practice your delivery. Do you sound natural? Do the words flow? Are you persuasive? Can you say what you want to say in 30 - 60 seconds?
3. Following the same format, create a variety of "commercials" for your business. Try to appeal to a range of prospects with different circumstances and needs.
4. Map out and rehearse a business appointment with a friend. Ask for feedback on areas that are repetitious, dull, and confusing.
BoomerBizCoach Recommendsthe Happiness Happens Month 31 Day Challenge! I know I usually recommend a product or book or service that will help you grow your business. But focusing totally on business is not healthy. In fact, it can actually harm your business instead of help it grow. So I am recommending everyone participate in the Happiness Happens 31 Day Challenge to relax and have some fun. I have already registered and will be posting my activities daily on Facebook and Twitter so if we aren't already connected there, let's be friends. I would love to see what silliness you can come up with when Happiness Happens!
We grow by word-of-mouth so please feel free to forward this newsletter to anyone whom you think might benefit from and enjoy it. Thanks so much! As always, feel free to share your comments and questions. And we love knowing whether you found this useful. Contact us via email.
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