When to use the Presenting Formula Instead of the Inviting Formula
As a network marketer, you are a very valuable resource when you know how to present effectively. Continue reading this MLM training article and learn about the different presenting scenarios so that you can become a valuable resource to your MLM team.
In this MLM training tip I’m going to explain WHEN you use the Presenting Formula versus when you use the Inviting Formula.
First let me give you a rule:
UNTIL YOU CAN EFFECTIVELY PRESENT, YOU ONLY USE THE INVITING FORMULA.
My intention with this MLM training tip is to introduce you to presenting so that you can present when it’s best (for the prospect) for you to do so. Therefore, until you’re effective at presenting, continue using the Inviting Formula while learning to present.
How the Inviting Formula is different than the Presenting Formula
The difference between the Inviting Formula and the Presenting Formula is that the Inviting Formula’s purpose is to ask the prospect to look at a presentation IN THE FUTURE. The Presenting Formula is used when you’re going to present something (business or product) RIGHT NOW.
- You don’t know how to present effectively.
- You’re going to have the prospect look at a tool (video, audio, brochure, etc.).
- You’re going to have the prospect meet with you (hotel business opportunity meeting, one-on-one, conference call, etc.) IN THE FUTURE.
Presenting Formula Example:If you’re talking to a prospect for the first time and during the Qualify step you determine that the prospect does qualify for your business or product – you would use the Presenting Formula if:
- You know how to present effectively.
- You’re going to present to them RIGHT NOW.
How to Use The Presenting Formula If You Have Previously Done The Inviting Formula
From the Inviting Formula example above let’s say you chose to INVITE your prospect to meet with you in the future (such as a one-on-one). When you arrive at that meeting you would then use the Presenting Formula because you are going to present RIGHT NOW.
In the above diagram, you would go through the Inviting Formula because you’re inviting your prospect to meet with you in the future. Since this is your first time talking with the prospect, you would spend a longer amount of time in the Greet and Qualify steps. In the Qualify step you determine that your prospect qualifies so you invite him/her to a one-on-one with you. In the close to action step you agree to meet with them at a designated location. The Follow-up step is not required unless the prospect doesn’t show up to the one-on-one.
Assuming the prospect does arrive at the designated location for the one-on-one, you would do a shorter Greet (than when you did the Inviting Formula) and a short Qualify (just basically restating their needs/wants) and then DO the presentation in the Present step. After the presentation you would Close to an action step and then follow up or follow through.
The Formula If No Previous Inviting Formula Has Been Done
Once you know how to present effectively, you start all conversations with prospects knowing that you COULD do the presentation (Presenting Formula) or you COULD invite them (Inviting Formula) to look at something in the future. Look at the illustration below.
You start out knowing that you could do either the Inviting Formula or the Presenting formula. Since you don’t know until the Qualify step which you will do – you do the greeting and in the qualify step you determine if you’re going to use the Inviting Formula or the Presenting Formula. The only exception of course is if you don’t know how to present effectively – then you would only use the Inviting Formula.
As an example, let’s suppose you meet someone on an airplane and have the next 3 hours with them. You strike up a conversation (greeting) and during the conversation she says, “I am miserable at my job.” She obviously qualifies. You will make the decision (at the Qualify step) whether to Invite her to look at something in the future or Present to her right there on the airplane. If you choose to have her look at a video – you would use the Inviting Formula. If you choose to present to her on the airplane, you’ll use the Presenting Formula.
If there’s one thing you pick up from this MLM training article it would be this: When you know how to present effectively you are a valuable resource. The skill of Presenting is most valuable when you know when and how to use it. There are many times I don’t present, even though I am effective at doing it.
Enjoy the process of learning how to invite and present, and stay tuned in for additional MLM training tips on how to present, as there is a lot more to come, to help you master the presenting process.
Loving Zihuatanejo, Mexico!
Tim Sales
PS: I’ve just spent a week in Zihuatanejo, Mexico. The image below was taken from my balcony. While I sat there creating “Professional Presenter” I kept thinking about how I want so badly for YOU to live the life of YOUR dreams. You deserve it. Please study and master what I’m teaching you, starting with Professional Inviter. There is nothing more important in network marketing than Inviting.
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 success at www.firstclassmlmtools.com/MLM-Training-W13.aspx
March 28th, 2008 at 3:15 pm
Thank you for answering my question on presenting to a health store. I have been told if the already sale vitamins –they can’t put USANA’s nutritional supplements on their shelves–you can only put products out that are not in competion with each other.
I was told spa, salons are o.k when they are the supporting role.
March 28th, 2008 at 3:25 pm
I am writing again to ask –You gave me the following steps to pursue a health food store:
1. Invite call — ask them to give you 15 min.
when you go to the health food store
2. Present (since you only will be talking to
one of the three owners and only have a
short time –what would you present –
because really did to talk about both?)
3. Leave something like a DVD (with dr.
endorsement)
March 28th, 2008 at 11:08 pm
Great article and excellent advice, we love it!!!
Mike & Claudia
March 29th, 2008 at 12:18 pm
Tim, I listen, learn and apply your training daily and I am learning this business. Thanks for all you do. Chuck
March 29th, 2008 at 1:31 pm
Thank you for having the operator assisted Q & A. (March 26, 2008) That was so valuable. A person listening to others describe where they find a step in their business or product presentation has been unsuccessful allows others listening to hear or see what they might be experiencing personally, and allows all of us who are listening to adjust our thinking.
You deserve another Thank You for taking upon yourself the task of giving back to the MLM industry a respectable status by educating other as well as encouraging all to exercise personal responsibility toward others with good moral & ethical behavior.
Lady Shane H.
March 30th, 2008 at 7:17 am
Thankyou tim i have been lisening to your wonderful advice and have implemented your teachings,and am so excited to hear you speak,and thankyou for being there,your my kind of gye,i will continue on my journey,with you,as i grow and become more knowledgeable,thanks to your help.
may the good spirits bless you and provide you with a long and healthy life.
take care brother- tim sales.
Regards
March 30th, 2008 at 11:46 pm
Dear Tim, i have gone back to work albeit slowly after the sudden death of my husband. The trauma i suffered made it extemely difficult to even read mails and reply to them. After 2 months, i’m beginning to get back to normal. Will be communicating some more later. Thanks for being there. Ama.
April 2nd, 2008 at 4:57 pm
Dear Tim,
I like your teleclasses and other materials very much. My problem is that i live in Brasil without knowing friends, neighbours and other people. I put ads in the newsparer and make contacts with strangers anywhere, wiht bad results.
What can i do in order to find people with interest in business. how do you find your leeds that you are offering? is there any source in Brasil?
Regard
Reinhard
April 3rd, 2008 at 1:24 pm
Dear Tim. Hi. We are a group based in Lagos Nigeria, in Africa. In addition to being your great admirers, We love your products and even visited your office in Provo, Utah to buy some products. Besides, we are partners with you on our website explorefreedom.com. Keep up the good work man. Thousands around the world are hailing you on and praying for you. You are a hero to many. God bless and many thanks. Take care. Adegoke
April 12th, 2008 at 5:42 pm
hi,
thank you for sharing some of the beautiful mgs.and learnings.
April 19th, 2008 at 11:01 am
Hi, Tim!
I love the operator assisted Q&A session. I usually want to crawl through the line and “touch someone” when they can’t be courteous enough to mute their line (and we end up hearing all their background noises, conversations, arguments, etc.). This new method made the listening experience much more pleasurable.
Thank you for all you do.
Danni
April 24th, 2008 at 6:12 pm
Dear Tim,
Thank you for the new operator assisted Q&A session. It is soooo much better for the speaker and the listener. A person with a question no longer has to try and figure out when it’s the appropriate time to jump in with their question and a speaker no longer gets interrupted or cut out before they’re finished.
I have embarked on this business so far behind the starting block, that I know for sure, without your teachings I could not succeed in this business. I am truly grateful to you.
May the Lord bless you.
Christine