You have an appointment, and you’re ready with your USANA flipchart, the Health and Freedom Powerpoint presentation or our Health and Freedom newspaper. Now, you are ready to connect with your potential business partner, but how do you do this in a way that gets through to your prospect? You are looking for a “yes,” and are there any specific things you can say or do during your presentation that will help them get to the point of saying “yes?”
Hopefully you’ve learned it’s more important to lead with the person than it is to lead with the product or the business. Every presentation should be tailored to your prospect based on his or her needs and desires; however the basic information you share – the nuts and bolts of USANA – will be the same.
I hope to share with you, over the next few online articles, several techniques that I have used while building a successful business over the last fifteen years that have added a personal touch to my presentations.
Speaking of touch, it is important to use it to your advantage. The overuse of touch can be inappropriate, so it is vital to tune into your prospect’s personality so you can use touch judiciously.
I did a presentation in New York City, and a delightful gentleman came up to me afterward in order to express his appreciation, and I characteristically leaned in to give him a hug. I’ll never forget my embarrassment as he backed away and explained to me that in his religion men were not allowed to touch women other than their wives. Making a mental note (“Collette, in the future, do your homework!”), and that homework paid off as I traveled through Asia to help open the USANA markets in Hong Kong and Korea.
I usually use a genuine and warm handshake when I meet a new prospect. I find this is appropriate and helps establish a personal connection. I usually use a firm grip and both hands, because what is worse than a limp handshake? I also make direct eye contact and smile as I say their name.
There might be a moment or two during your presentation when a light touch on the arm will help project your sincerity. For me, this comes naturally as I’m answering a question or making a point.
I often find myself hugging people I’ve just met, including people who have just listened to my presentation. This is authentic for me and feels comfortable because during my presentations I’ve usually shared personal – sometimes rather intimate – experiences. As I’ve mentioned, do your homework and then “read” the situation. If you’re in tune, you’ll know when to use the technique of touch.
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