How to do One-to-Ones?
One to Ones are truly an art form. They’re not that hard once you get the hang of it, but there are a few common misconceptions. So, we will talk about them here and give you a step-by-step on what to do for your next one to one meeting.
First and foremost one-to-ones are a “Conversation not a Presentation”.
I remember when I first got started I was so nervous that I had practice my presentation many many times. I spent a lot of time preparing and I was just a hot mess doing my first one to one. I could have saved myself a huge deal of trouble if I just had the simple fact. One to ones are not about you presenting… They are… but they’re not.
This is not the same type of environment as if you do a presentation in a home party, or in a big group Hotel meeting. When you’re in those types of settings you are definitely “presenting”! Its like “lights, camera, action” and you’re on! In one to once it’s more about building rapport, connecting, and sharing what you have to offer, as your talk your way through with a prospect.
So let’s go over the general flow for how that looks.
4 Steps for an AWESOME One to One
STEP 1: Connect
When you first meet with them your goal is to connect. Remember the acronym F.O.R.M. It stands for a Family, Occupation, Recreation, Message. If you ever get stumped for what to say when you’re in the connecting portion just think about something related to one of those areas.
STEP 2: Share Your Product
So after you’ve spent a few minutes connecting you will feel a natural shift in the conversation where you can almost see it on the prospects face and they’re wondering “okay, what did you have to show me?”. So now it’s time for “show and tell”. You want to share whatever it is that you have to offer from your product or service standpoint. If you have something for them to try, bust out your samples and have them try it.
STEP 3: Walk Them Through Your Presentation
So after you spend some time connecting and trying the product, again you will feel a natural shift in the conversation. You will know it is the right time and this is when you open your flipchart, or your laptop or iPad so you can get into the presentation.
Now this part is very important. Remember this is more about a having a conversation with your prospect, than being super star presenter. What you will find is as you go through the things that you are sharing, you will get stuck on certain parts of the presentation. Your prospect will have something that they want to share that relates to that. Perhaps you strike a chord and you start talking about something that relates to that topic. This is awesome! Because it allows a prospect to really get involved, and jump in with their feedback and their thoughts.
STEP 4: The Close
Once you’re done you want to keep everything super low key. This is the part where you want to get their feedback. So I always ask a series of questions.
Question Number One: “What did you like most about what you saw?”
The words here are very thought out. Notice we did not ask “what did you think?” We asked “what did you like”. We want to know what the prospect LIKED that is it. We are directing them to be specific about what they liked.
Question Number Two: “Tell me more about that…”
The goal here, is to get the prospect talking. The more they talk and tell you what they like, the more they’re telling you all the reasons they should sign up.
Number Three: Make Your Recommendation
After hearing the prospect go on about what they liked. You say “Based on what said you liked, the best way for you to start is with the _______ pack, because…”
This is where you prescribed for them how they should sign up. They already told you everything that they liked and why they liked it. Now you tell them how they should get started. Based on what you shared with me about what you liked, the best way for you to start is with…. the builder pack…. or the customer pack… or whatever it is! Then fill out your paper enrollment form and you are good to go!
These are the 4 Steps you will want to go through as you do and one-to-ones. Watch this video for more details on how…
Here is the link mentioned in this video: 4 ESSENTIAL ELEMENTS to ATTRACTING PROSPECTS TO YOU on Social Media These are things that I use all of the time! Download the MP3 and You can begin attracting Prospects ASAP! I know this will help and I am excited for the results you will get!
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