Setting Expectations Can Seal the Deal
Have you ever done a presentation to someone or a group and they were leaning forward, they indicated they had a need, it seemed like they were interested, they were shaking their head saying “Yes, Yes, Yes!”, this is the best thing I have ever seen and you felt it was the best presentation you had ever given and when it came time to make a decision, they said “I have to think about it” or they said “No!”
You almost fell back in shock and after it was over, you thought “What just happen? I’m so confused! I asked them the questions and answered them. I presented to them the features and the benefits, they seemed like they wanted it and then “No!”
You didn’t address the most important concern that every person has, “Fear of the Unknown or Change!” Most people fear the unknown or change more than anything else. How do you overcome this?
Have you ever gone to school before and on your first day you were nervous until you looked at a class schedule and you saw what classes you would be taking? It made you feel better because you knew what to expect.
When you are presenting to people you need to tell them what to expect when they become a client of yours. You must bring the general benefits and specific benefits to life for the potential client.
Example “Team Referral Network”
When you join Team Referral Network, this is what happens:
1. You will have opportunities to network which means you don’t have to do it alone. You have community of business professions (a tight knit
family) who has your back and they are looking out to help grow your business.
2. You will have others giving referrals to you which is like having a sales team promoting your business without having to hire one. You don’t have
the headaches and the expense of employees and money stays in your pocket.
3. You will learn become very effective at marketing yourself. You will have a chance to give a “One Minute Commercial” every week and a regularly
scheduled “Ten Minute Presentation” in front of your business family who supports you as you become a powerful communication expert becoming clear
on how to present your business and what you are looking for to anyone you meet.
I think you get the picture by now. If you give your potential clients a picture of what your service or joining you is going to be like, you reduce the fear of the unknown and it’s more likely they will become your client.
Originally published 06/29/2015
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