When to invite and when to present

When To Present Instead Of Invite

First let me give you a rule: UNTIL YOU CAN EFFECTIVELY PRESENT, YOU ONLY USE THE INVITING FORMULA. My intention with teaching you presenting is 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. Inviting 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 Inviting Formula if: 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. 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. While  creating this, I kept thinking about how I want so badly for YOU to live the life of YOUR dreams. You deserve it.  There is nothing more important in network marketing than Inviting. »