The Anatomy Of A Network Marketers Personal Commercial
In this fast paced world of the Internet and everyone trying to build their network
marketing businesses online, some have forgotten that technology will never replace relationship building.
All good relationships begin with an introduction and as we have all been taught, you only have one chance to make a first impression.
If you do not care what your first impressions are with people then you can stop reading now.
However, if you are interested in making a strong first impression and want to master the art of the personal introduction (commercial) then I encourage you to read on.
By now you have at least heard about the concept of personal branding, even though you may or may not have implemented this strategy.
For all those that are unsure of what personal branding is, I offer this definition by Dan Schawbel Personal Branding Gen-Y Expert.
Personal branding describes the process by which individuals and entrepreneurs differentiate themselves and stand out from a crowd by identifying and articulating their unique value proposition, whether professional or personal, and then leveraging it across platforms with a consistent message and image to achieve a specific goal. In this way, individuals can enhance their recognition as experts in their field, establish reputation and credibility advance their careers, and build self-confidence.
Source: http://personalbrandingwiki.pbworks.com/FrontPage
Now let us tackle how to properly answer the tough question, So, what do you do?
If you are like most, you hear this question and interpret it to mean one of two things:
1.Spew your verbal resume to the individual that asked the question, or
2.You start to promote your business opportunity.
I am not sure which one is worse, but I do know that both are just plain wrong.
Anatomy of the Personal Commercial
Your objective is to answer the question of what you do by offering 15 to 30 seconds of information that...
States who you are
Creatively tells what you do
Asks one or a series of Power Questions
Makes a Power Statement that shows how you can help others
Ends with a call to action
So the concept is to tell the prospect what you do in a creative way, and then ask a Power Question or series of questions that makes the prospect think and respond in such a way that gives you the information you need to interview your prospect.
The information that you will gather as a result of your Power Question(s) allows you to effectively formulate a response that has a strong impact and shows exactly how you can help, and lets you know how qualified the prospect may be.
Remember, when you are interviewing a prospect, there is absolutely no reason to tell the prospect how you can help until you have uncovered what kind of help he or she needs.
When you are formulating your Power Questions for your commercial, as yourself the following questions:
1.By asking this question, exactly what information am I attempting to get from the prospect?
2.If I ask this question, will it help me qualify my prospect?
3.Based on the information I desire, will it take more than one question to uncover it?
4.Do my questions make my prospect stop and think before answering?
5.Will the question I am asking positively differentiate me from the competition?
I personally recommend that you have at your disposal a list of 20 to 25 Power Questions that make your prospect think and give you the information you need to effectively qualify them.
The last thing that you need to do is have a call to action. Finish your commercial with a closing line that recommends to your prospect their next action step.
At the very least end with a question that ensures another contact.
Once you create this commercial and practice it and master it, you will never again be stumped with that tough question, So, what do you do?
by: Kevin D. McNabb
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