Table Presenter Training Video 1

Hey. Good, good, good. Okay, well, welcome to the table. Presenter training. This training really is informal. It's not a real formal training. It's more of an interactive training, just so that you get the most out of your tables on Thursday night with the evening that's coming up. So the key thing for me is to make sure that I've seen people come in with new tables, and sometimes it really shocks me what they bring in. So I want to go through pretty much this is the. The format, the materials, what displays, table decorations, then your presentations from the stage, and then maximizing results. It's that simple. It's really quite straightforward. My goal is around 45 minutes of your time just to give you some really good tips on how to really make it effective for Thursday evening. So going into materials, when I'm talking about materials, I'm talking about marketing materials. What marketing materials are you bringing with you? Okay, so. So when we look at marketing materials, there's a whole bunch of things we can look at in marketing materials. So first of all, let's just look. When we look at materials, the first thing to decide is what's your target? So who are you targeting while you're there? You know, I always say, people, a lot of you have lots of products, lots of services, what have you. Take one or two of them and target very specifically. While you're there, think of the market that's going to be there. Because if you have everything, you'll just confuse people. So think of your materials. Maybe you're going to create a specific flyer for that event. What have. You might have a specific flyer, Molly. But what's your target? And then from there, think about what materials. So it could be plexiglass stands. There could be a bunch of other things that you might be using. The key thing is, let's just talk about it. So when you talk about materials, what kind of materials do you have in a trade show on a display table?

Brochures.

Brochures. Okay, absolutely. Postcards. Postcards. But very specific postcards to a certain target market. What else?

Business cards.

Absolutely. Business cards. Hey, Derek, how's it going? Business cards. Absolutely. What else? Something yummy that people like to take away from them. Like a testimonial sheet. I grab a testimonial sheet. Something that you can absolutely use, that you have, that people know that if you use your products and services before, a lot of people come in with handouts that are just white paper stapled. Remember how many of you read a lot of stuff? Most people don't read anything. So we come in with a whole bunch of stuff that people have to read. They'll take it, put it in the garbage most of the time. So really think about creating really good, like creating a really good flyer. Something that gets people's attention most of all. Most of you have been through marketing. One of the trainings with me, headlines are everything. Your logo at the top means nothing. It does to me. I know it does. But headlines are everything. So just think about what headlines you can have. If you have a pixie glass stand. I'm going to go through this in quite a bit of detail because you want to get people to stop in their tracks. Most of you had to realize this, what you've forgotten. Other people have to learn about your business. So I was just busy working with Andre. He'll be here and I'm sure in a few minutes. I was working with him on his banner in the last couple of days and he showed me a banner. I said, andre, that's all legal jargon. He's talking about intellectual property and all that kind of stuff. Most people don't know what intellectual property is. No. Never mind what it is, even how to spell it. So I said to dumb it down to the average human being, just dumb it down to grade five grammar. Really, that's what it needs to be, grade five English. Because the more you dumb it down, the more people understand it. So just think about your product or service. Headlines are really great. Headlines target the clients or the potential people's pain. Walking by your booth or walking past your table, really good to target a pain so you get some key pains. So what would be a risk for your business?

Working the nine to five.

That's painful. Working the nine to five. So what could be a good headline.

Like a Freeman type? Something along those lines, you know, quit the day job.

Okay. Remember, most of these people there, entrepreneurs. Right. Okay. So remember who you're targeting back up here. You cannot have a day job thing when most of the people in the audience, entrepreneurs, business owners.

I think for us it's another method of like making additional business income. Like for our specific with what we do with forex.

Okay.

So it's just like another, like, you know, hey, earn another 5 to 10% a month on your money type thing.

Are you making enough with what you're doing? Something like that.

Okay.

Are you making up your business?

Okay, cool. You could look at that, you know, Remember, one thing is put yourself in the shoes of the customer. Right? Is that really what they want? Most of Them just want to make their business successful. They don't want to take another thing and try and make that successful on top of it. Or add that. Not try, but add that on top of what they're doing already. And most people haven't got money. So investing in forex right now is a challenge. So just think of what could the market there be wanting. Just food for thought.

Yeah.

Okay. Because that's most important. That's why I asked, what is your target? Because people go, I'm just gonna do this. Well, remember that. Who's the audience? Audience are all entrepreneurs in one way or form or business owners or spouses of business owners. Okay. So make sure your message targets the people that are in the audience. Really, really important. What about yourself, Molly?

You're gonna ask me.

How about promotional solutions to fit your business and budget?

What about spoil your clients, maximize your income. Like a really simple headline, spoil your clients, maximize your income. Very simple, straight to the point. You can put this in a Plexiglas frame that can stand on the table. There's a whole bunch. We'll talk about tables in a few minutes. But the most important thing is having something that stands up on your table. Internal display, stuff that just lies flat. People cannot see when they walk past. If stuff lies flat on the table, remember that. Really, really important. You don't want stuff that's lying flat. So materials. And the other side of it is. I'm going to get this into details. When we talk about the tables. You don't want too much on your tables. It's not meant to be a junk table, it's meant to be a display table. And so many people have so much stuff on their tables. I know for Derek's business, in terms of being in the financial planning industry, have key things for business owners because all of you need to be the expert in your business. So what do you see is the biggest challenge with business owners around? Financial planning. That's what you need to have a headline that gives them skills, some idea of that. So what do you think?

If they're out of commission, their business tanks.

There we go.

So if they can't afford that, if you can't afford to be out of your business, then your business is going out.

Can your business afford you to be away for three months?

Yeah.

And most people go no. So what are your protection? What have you got in place to ensure that you can be away? Yeah, I think too fear based. But you want to be ready.

Yeah. Last time I really liked my table because it was Beautiful. And it was useless. It was gorgeous. It looked great. I had flowers and yeah, beautiful is one thing. It was terrible.

You weren't effective.

Yeah.

Hence the training. That's why I do this training. Because so many people, I mean, of course when I do the winning web at trade show. Brilliant. You do the full day on all this stuff.

Why?

Because so many people, that's where they fall over. Because they don't really get it. So I'm just doing what I call an abbreviated version of it. So it's really targeting a really good headline for you, for the people that are there for you. So you could be along the lines of.

Could you afford to take a unforced three month vacation?

Can you afford to take a three month vacation? Yeah. Or can you afford to take three months off from your business? Yeah, yeah. That's simple. Glenn, you had a question. I was just going to comment on further materials.

We want to collect names and contact information.

I'm going to come back to that because that's really important. How to maximize the results from what you're doing. Because the most important thing is build a database. If you don't or whatever. I'll come back to that in a sec. So really I just want to sort of stay on track here. So the material is really important. Make sure if you have some documentation that really supports who you are, maybe clients that are using your services, credibility, maybe someone. If you've got logos of great customers have been using your services or products, then use their logos. Put on a plexiglass frame. Some of the people using our products use their logos if they're recognizable logos. If it's Joe Blow down the street and no one recognizes it, it really doesn't help you. That's really, really important. So material is really important. I'm going to come back to how you lay it all out and everything else as well. We can actually go into it. So the displays. Your table has a white tablecloth on it. That's all it has. If you want color, bring a tablecloth. Bring some other. Bring a runner or bring something to make your table stand out. Otherwise it's just a white tablecloth. We have some people that bring white pages. They put the white page on a white tablecloth. Pretty bland. Bring risers if you can as well. So, you know, boxes you can put under the cloth to make things stand up. And so you've got a little bit of. So it's not just a plain table. The people that aren't here might not have that. They might Just have a plain table. Your goal is to have things that stand out, that stand up so you can put business cards a little bit higher, what have you, and have a really good display stand as well. So displays are really important. Your display has to be attractive. Use colors that are really good for your business, really good for your business. And also, if you do do this when you've been bringing tablecloths or what have you, make sure they're ironed. Doesn't look like it's been in your cupboard for 15 years and now you've decided to take it out. It's really important. It's an indication of. Same with your marketing materials. Indication of who you are by the quality of materials that you put out, the quality of the display. People judge you before you even open your mouth, just by the quality of the display. That's what it is.

Is there skirts around the bottom? Like we put boxes and stuff. Can people see it?

Are there skirts? Yes, there are. No, there's not. There's just one big tablecloth. There's no skirt. It goes down to the front. That goes right down to the floor though. So you can store stuff underneath and whatever else. Bringing banners. You can bring banners as well. The nicest thing I say to people, like if you have a table like this, because it's pretty much the size of the tables, is at the back of the table. If you've got a banner, that's a six foot banner, remember the places, it's got whatever 20 foot ceilings, you can actually put a box behind and put your banner on it so it stands up higher. So behind your table. I wouldn't recommend putting it in front because it takes away from everybody else. We all go around and ask people if they've got anything in front that blocks everyone else's tables to actually say, can you put it behind. So our goal is to put everything behind the tables. Really, really important. You can use banners. Plexiglass frames. If you use Plexiglas frames, fewer words is is better or fewer words are better if you put in the right English. So because you want the wording big in your plexiglass frame, if it's really small and people have to sit there and read it, they're not going to read it. So make sure that anything you put in a plexiglass frame so it can be read from far away. Because your goal to catch people's attention. Really, really important. What else about displays? Of course, let's go into. Every one of you should have a competition to Win something to get an entry like some kind of little entry form or something that you can create. Business card draw, whatever it might be. Don't only go on business cards because some people don't have business cards. Believe it or not. To come network with no business cards. I don't know, it's like, it's like going to Italy and not eating pasta. I don't understand. Anyway, it's amazing what people do. But anyway, so make sure you have an entry like something that people can fill out as well if they haven't got a business card. Really, really important. You should have something that is a really good prize draw. Now some people say I'm going to give away 10 bucks worth of my products or 10 bucks Starbucks card. That doesn't get people to put their name in a drawer. You want to be able to give away something and I always recommend something that's complementary, that doesn't cost you a ton, but has a lot of value, like a consultation or something like that. Like a good example for us is to give away a course we put. There's people in a room, whether we add another person or not, but yet the value of the course is $500, you know, so that's a good thing. Or consultation with you. If you're doing consulting services, maybe it's a free training. You know, It's a free one day safety training. Whether you're training 10 people in a room or you're training 11 people, that extra 11th person doesn't make it huge amount of cost. But maybe that training is worth. What would a training be worth? 90 bucks. Good. But it should be something that's of good value. Otherwise people, you won't get people's details. And it should be something that you think the audience might want. Think about it. It should be something that the audience might want. So for Rick, as safety training, he really wants something that the audience might think about for their business. Safety in their business. Like does anyone in your business have a free course for somebody to have safety training from your business? Because it's really good to have somebody that knows a little bit about safety in your office, no matter how big or small you are.

One free first aid card for your business.

Yeah. So something that's not like a first aid for your business or whatever it might be. Because it's really good to have that. So think about something like along those lines, Rick, you're for your business. So the box and have something that you can keep the names in. Remember, if you have it as an Open bowl. People can take names out. I don't think it ever happens at our events but it does happen. That's why you're there is to collect leads. I've never seen it happen but it's always good to have a closed box or something like that. Something that's nicely decorated. Maybe something that could be a plexiglass box. Could be a nice bars that you just drop cards in where you have to really get your hand down to get them out. Really, really important. And I'd highly recommend this as well when it comes to business cards. Actually I'll put it down here listed for business cards. I'll come back to it. So we just have the display. So displays really make sure your displays are crystal clear. You have enough information for people as well. There's nothing worse than running out of info. At the same time I'd recommend you have typically I always say have enough for 10% of the audience, which is around 20 or 30 people, which is 10%. It's that simple. Don't bring 300 and expect all 300 people to take your stuff home. Never happens. Okay. It's just a waste of money. Yeah, I'd say in 50 copies is a push. Say if you do 30, 20, 30 is great. I wouldn't go over the top of it because you'd rather have too many and too few. I'd rather give them out to people that are quality people, not people just going around collecting stuff off tables. Yeah. Because a lot of times it just becomes a big junk bag and then eventually I throw it away anyways. You know, my goal for you is to get really good results at the end of the day, the evening. If you walk out of there with five quality leads, that's all you need. It's not but not about quantity. It's about quality of leads. So many people are so focused on going to get so many leads. Guess what happens? You walk out, you fall out the door and now in front of you and you go, why? Because you're focused on the quantity, not the quality. Really, really important. So just think so for those taking notes, tablecloths are really good to bring. You can have flowers. Derek bought flowers last time. But remember one thing, it's not about how beautiful your table is. You heard Derek said Inya. It's about how effective your table is. So the headlines are critical. Your headlines, your draw. Maybe the materials you're handing out. Really important to people. The materials you hand out. Maybe you're going to create a one page flyer. This Is a one page information flyer or something like that you can give out. But purely for business owners for what you do. Remember, that's the target while you're there of business owners. They're not mom and pop people that go to work every day. These are business owners. Really, really important. Think of anything else in displays.

Is there some outlets around?

There are some outlets, absolutely. There'll be power. Great.

How about some kind of like candies or cookies or something like that that entice people to come in?

You can, you can have free giveaways candies in your booth. We call it trinkets and trash. Wally won't like that, but it is. Think of the things you're giving away to be effective. You know, pens are great. Molly does pens, that kind of stuff. But the key thing is think about things that you can give away. So if you are doing candies, please make sure they're wrapped. It's very difficult to buy unwrapped candies nowadays. Everything is pretty much wrapped because most people won't take them otherwise and just trying to think of anything else on the tables. So candies are good. It's a good enticement to get people into your booth. You can do a free draw. If you've got tickets you're giving away for something. You'll often see us do it at events that we do when we give away say tickets to a course or whatever. We'll put the tickets inside a basket with a whole bunch of cookies and a whole bunch. There is more perceived value to it. Remember, in the world we live in, big means value. You know, always tell people you see people sell a CD and that they'll take you. What does a CD cost you? Like what, 10 cents? What if I put it inside this little sleeve? What does it cost you? With a whole bunch of information on about nine bucks. I put it in a big plastic box for about 99 bucks. It's still the same CD. You know what I mean? It's still the same. Its value is. So just think of it. Anything you do is size and display adds value. Size, display. So the way you dress, really important. Don't come in jeans and a T shirt. Even though it might be a warm evening. Stand in front of your or behind your table, just representing your business. It might be warm. We'll have the air conditioner on in the facility as well. But really, at the end of the day, come dressed really appropriately for the clientele that you're after. It doesn't matter how they dress. It's how you dress really, really important. So just understand that as well. What else was there? Any questions on that? Any questions? Good. Yes.

Did you talk about selling things right there?

Because I've got things, books and things.

That I want to. That you want to sell right there. I'll give you some quick tips on that. Any key questions on that before I go?

You mentioned it last time I came to the thing and I wondered if.

You talked about it or if anybody else was.

No. If you want to sell from your booth or from the table, you're more than welcome to. The key thing, though, make sure you've got change. Like, have a float box with you if you're going to sell stuff. I mean, it's amazing how people are like, someone gives you 20 bucks and now it's 15. It's like, oh, no, I need change. Make sure you have change if you're going to sell straight from your table.

Actually, one of my clients asked me to retail something on off of the table. And I thought long and hard about it and I'm turning them down on that idea. I told them I would give them part of the video display only.

Because.

I don't feel like carrying cash around.

The most important thing is what can you give away that will be enticing to people? That's the most important thing. That's one thing that gets them to your table. And then once they're at your table, you can talk to them. And then it's from that, from once they're at your table, what you say and how you say it will either engage them or disengage them. It's that simple. And one of the things I think you should really focus on is what is your message on the night someone walks up to you and sits here at your table? So what do you do? Well, you know, we do. And then it's like product puke all over them. You know, really, at the end of the day, it's more, this is what we do and this is what I'm here for. You know, it's really get your message crystal, crystal clear that you can say it in 30 seconds and then throw a question back at them. Remember, really important. The more you engage them, the more they talk. The more engaged they are. The more you talk, the less engaged they are most of the time. Because when they're talking, you're getting information from them. Really, really important. So maths, materials and displays as well. Table decorations is pretty much covered as well, maximizing results. So how do you maximize results from this event, follow up, follow ups is the after part of it at the event. The most important thing as you get business cards or you've got some kind of form that they fill out or draw a card or whatever it might be, make sure that if you talk to somebody that you write on the back of their business card or you maybe have a sticky notepad with you which can write details about them. Really, really important. So when you follow up them, it's not just, hey, I saw you last night at the Graduate success event and you don't even remember who they were. You know, like let's say, what have you. Let's say it was Rish. I'll say, Rish, you came to our booth. You're wearing a blue shirt, a pair of blue jeans. Just write down some notes if you spoke to that person, any details, I told you. Because if you ask them questions, you'll learn details. If you were talking the whole time, you're not learning anything. So you want to engage them by getting them to talk about themselves. And then you can write down personal notes. And even while you're there, there's no harm if someone goes and says, thanks so much, Rish, I'll finish chatting to you. And they go on to the next table. You just make a quick few notes on that person. Some of you will say, I'll do it afterwards. When you have 20 or 30 business cards, you won't remember who's who because most people's business cards don't tell you what they do. They don't. Most people's business cards are very, very confusing for most people. So make sure you take notes. I take a stapler with you as well. So if you do have a sticky note, staple it onto the business card so you've got the notes about them. Because some people have double sided cards is what we teach as well. So you don't have space to write on the back. So make sure you have a notepad, sticky notes, whichever suits you, and a stapler to make sure you staple the note to the. And then you can fold it and throw it into your drawer. That's simple. That simple. And then Rick spoke about it afterwards. Follow up, some of you will phone me afterwards and say to me or email us at the office and say, I followed up with everyone and no one got back to me. Number one, because probably the way you left the voicemail, number two, the kind of connections you made. And number three, maybe you're just after volume and not after quality. I really mean that. You walk out. Go there with the intention of getting five amazing leads. That's all you need. When you go in there with, I'm here to collect business cards. Guess what? The universe gives you business cards, doesn't give you the clients you want. So be really very specific about what you do. Very, very specific. The follow up needs to be done on Friday, not Saturday, not Sunday, not Monday. Friday, Friday. That's when you do the follow up. And you follow up until you get a yes or no answer. And some of you will go, but I've written to them three times, great, it's your business. If that person was seriously interested. Keep the follow up going. Really, really important. Because most people give up after. Most people give up after one try or one attempt to follow up. Make sure you're not one attempt that you're actually doing it ongoing to follow up with the people to make sure you get the results that you want as well.

Michael actually made a contact with someone and I've actually, I will eventually buy their product. It's just I'm not ready to do it yet. And they actually said, well, I guess I'll. Since you say you're interested and you'll eventually do it, I guess I won't, I won't keep following up with you about the product. I said, no, bug me until I actually do it. They actually were going to stop and I had to invite them to continue to bug me because otherwise I'll never do it.

Really, really important, really important. Okay, so the most important thing is the follow up. And most people will not do the follow up. I know that. Get a whole bunch of great leads, go to the office on Friday morning, think, oh, I think I'm busy, I didn't do it. Well, then don't have a table if you're not going to do the follow up. The follow up's 50% of the reason why you do trade shows. 50% is the show and 50%, I actually think it's more. 60, 40, 60% afterwards is the follow up. Because once you've got leads, you've got a follow up on it. I think what I normally do is, especially if it was a good hot lead. Phone call. It was great to meet you yesterday. Even if you had to leave a message, phone, phone call first. And then if you do have to leave a message because they don't pick up, then make sure that you send an email to say, just get your voicemail. I want to make sure that you get the. I didn't leave you a voicemail earlier. Today, because here's the thing, some people don't get their voicemails. You may. I mean, I know some people pick up their voicemails once a week. Don't know what Canada they come from. But anyway, I can't believe that in the day and age now where voicemails are can be the heart of your business, really can be. So make sure you do the follow up. Very important. So I'll do phone call, followed up with an email right afterwards. Especially if you left a voicemail. And even if you get them on the phone, let them talk. The whole goal is not to sell, is actually to remember you have to open before you close. And this is where people get so wrong. It's like the person said they were interested. Now we go like a. Like a claw into someone's neck to grab their jugular. If they say they're interested, learn about why they're interested. It's really, really important. I mean, I've just done sales warrior, whatever, 10 days ago. It's amazing how many people teach me closing techniques. Let me teach you opening techniques first. More important than closing techniques. And that's a key thing. So your goal is, while you're there, to learn as much as you can about the people so you can really connect with them when you write to them afterwards or you get them on the phone. Really, really important. What else was there? Any questions? Any questions on Michael?

How many power spots are available?

Chevre?

I'm planning on running video and things like that, so should I just bring my own power, My own extension cord and power bar?

I'd highly recommend that. I'll highly recommend that because if you have everyone bring limited amount of space for power, so we'll end up putting a power bar against the wall. And if you want to run an extension to your table. We don't run extensions to every table. We don't have all the extensions. And most people don't need the power. And remember that people are quite close to your table. Like the space between where the chairs are and the tables is pretty much where that table is to you.

I had a discussion with somebody else about that and I described the person who's helping me edit the video. And he said, well, what about the sound?

I said, kill the sound. You won't hear it.

It's like one, you won't hear it. And two, if. If they're that close, I will never hear them.

Absolutely, absolutely. So really, the other day, it's getting that really good display of your table, getting your table displayed Nicely having the marketing materials displayed with really good targeted materials for the marker that's there. Making sure you dress well, the table's got some color to it. By bringing other. Whatever you want to call it, bringing other tablecloths, Whatever you'd like to do, however you'd like to work it. Then make sure you have a drawer that allows you to collect a really good, what I call sexy drawer. That gets people interested in putting their name in your drawer. And remember, it has to be sexy to the client, not sexy to you. Yeah. Some people are like, well, this is. This is a really cool drawer. Ask a couple of people before you come to the event. Would you put your name in a drawer for something like this? No. Why would I want that? You know, maybe for Glenn Glen, your business maybe specifically is, you know, in home inspection. Maybe people don't want a home inspection, a free home inspection, because what's the point unless they're moving or something like that? So maybe you just do something really unique. Maybe it's a one hour come in and spend time in your home and give you some key tips on maybe things that aren't working in your home.

Or what people are missing most in their homes. Yeah, people are missing smoke alarms.

Yeah. Go do like a home audit. A free home one hour audit. Yeah. This gets you to have a relationship with the people, which is really, really cool as well. But think outside the box other than just giving away your service.

I found at the last presentation there were several people giving away like $100 draws. And I found that, you know, everybody was so excited, like, I want 100 bucks. I actually won $100, which was really great. But I honestly don't even remember where. I didn't even remember actually dropping my name in. And as nice as she is, I probably. I don't even remember what her name is now, even though she gave me $100. I don't think it was. It was a great way to get people there, but I don't think it's a great way for them to remember you.

Good for you. That's why I like doing things where you can go in and see people afterwards. A lot of times we'll give away half an hour business audit or whatever because you get to sit down with the person one on one. Yeah, really cool. An hour or two hour brain bust or whatever. Absolutely, absolutely. So that's the key. So let's go to looking at the presentations from the stage because everyone's going to come up, you're going to get an Opportunity to present yourself on the stage. The most important thing on presentations, from the stage. What do you think the most important things are? Sorry. So number one. So let's go to presentations. So, presentations, most important thing. Absolutely. What's your message? The message needs to be focused. Your message needs to be very, very focused. You don't need much time. See, the problem is everyone wants much time. I'd say you need to be really effective. 30 seconds. Everyone wants. I want two minutes or whatever. The more time I give you, the more you'll screw it up. It's human nature. I don't mean that in a negative way. I really mean that in a very kind way. The more time you give people, the more they mess it up because they want to go in and want to cover the whole marketplace. You know, I do personal fitness training for ladies between 40 and 60. Let's just say that you're a personal fitness. That's who you're after. That's the market I'm offering. You get on stage and that's what you say. If you give people too long, guess what? They go, but you know what? I don't mind doing daughters, and I don't mind doing grandmothers. And then they go all over the place and eventually lose their whole clarity of their message and their focus. So be careful when you get up there. So less is more. Less is more. So when you get up there, you can do. My favorite one is how many of you. Everyone knows me on that one. Ask a question that engages everyone. Do you want to ask a question? Ask a question to engage people. Sure.

Would you ever ask a question that is kind of like addressing a white.

Elephant, you're asking the question.

So, like, in the sense of. It's almost like if you come across as negative, but you know that it. But it's a thought that a lot.

Of people might be having. That's cool. Here's the thing. Never dilute your marketing message with somebody who's not your market. In other words, if you know that that could be a key problem of business owners. Hit the nail right on the head. Do not dilute it. Be very focused. That makes sense. So always what I say is, when you're focusing on the foxes, don't listen to the yapping hounds, because there's always people tell you to dilute your message. So if you want to say, so, give me an idea what you think of.

I work with a health and wellness company, so it's network marketing.

Right.

So, you know, I disagree with you a little bit. On your idea that entrepreneurs aren't looking for another business. But I'm not going in there presenting my business. I'm going in there presenting the product because that's what Carly has suggested. Be more so. Anyways, I know that the majority of people, they tried many things and they're disillusioned and they, you know, a lot of things promise results.

Sure.

So people are very skeptical. It's just another thing.

Right.

And feel skeptical about MLM just all over. So you have the challenge there as well, which is cool.

That's okay.

I don't mind, you know, and I'm not going to address that.

No, don't. Yeah, that's what I'm saying. There's a stigma around it. And sometimes it's even good to hit the stigma on the head.

Well, yeah, because I have this. Everybody has anyways. But I'm not addressing that. So part of the thing of I thought with my presentation was addressing that, that I realized that, you know, that people are, you know, I haven't thought about how I said it, but I wasn't sure whether or not to come across with, you know, sometimes it's always positive, always be positive. But I thought, no, I know what people are thinking. I know, because everybody has the same story. I was so skeptical in the beginning. And then, you know, so that's kind of.

I think it's great.

Yeah, absolutely. Hit the nail on the head. It's attention grabbing. And that's what you want. And that's what you want. You want attention grabbing. You know, unfortunately, most of us are designed to be so nice when we do presentations, we forget to get the message across. We're so busy thinking about not offending somebody. If you offend somebody, great, they'll come talk to you. You know, marketers, like, we talk about this with Marketing Warrior. It's how many people you send out an email with a spelling error and how many people have to tell you how bad it is to have a spelling error. That's fantastic. A marketer's dream to engage you. Some of the best marketing emails in the world that got the best results financially had spelling errors in it. Why? Because so many people had to write back and tell the marketer how bad they were with their spelling, and the marketer says, guess what? I got them engaged. It's amazing. Okay, so ask a question to get them engaged. Really, really important. The most important, though, you can ask certain KS questions to get them engaged. Remember the pain of the audience for your product, if you can. This will push Some of you is you can create a, it's called a visual. If you can create a visual in their mind. So let's just say I'm just trying to think of different products that are in the room here. Stacy, what are you doing for the event? Who are you representing?

Sorry, Teach me Forex.

Teach me Forex. Okay, so what could you do from the stage?

Well, what I was thinking because I want to sort of address a couple of things. I want to address the lifestyle that Forex can create for someone and I want to address the fact that I personally don't want to go back to that. I don't want to end up, you know, having to go back to a 9 to 5 job. And I think that's a lot of things that entrepreneurs are afraid of because, you know, is my business going to be successful enough for me to continue just doing this or am I going to have to find a part time job, that kind of thing. So I want to sort of bring that pain into this field as well and let them be aware of that.

We could ask a simple question. Yeah, because in order to do Forex, you need to have spay cash.

Not necessarily. I mean, a little bit, but not as much as people think.

It's a lot. There's a great thing to go after. You know, I would get up and hit the nail right on the head. I wouldn't say about how many of you think you might have to get a job or whatever, because most entrepreneurs, it actually puts their back up when you talk about maybe having to get a part time job because that's an embarrassment for them. Yeah, it is.

One of the things that I was initially going to start out.

I was.

Just going to say that one of the things that we're promoting is that you can actually trade from anywhere. You can trade from your phone. You don't have to be stuck behind a desk. You can actually be doing a normal job and be able to trade at the same time. So I wanted to come up and first say, take out my iPhone and say, how many of you here have one of these? You'd be a cell phone, any kind of mobile device. I mean, the majority of people will say, and then I'll tell them, you know what, you can make money using this, that kind of thing.

Why don't you ask how many people's phones are making them money?

That's exactly, exactly.

You're on those lines. How many of your phones will make you money? So the same thing, I would not go down the line of Entrepreneurs getting a job.

No, no, no. I was actually going to go something along the lines of, I'm personally not prepared to go back to slaving for someone else and then having them dictate my worth. I've been there and done that.

I wouldn't go there.

You wouldn't go there?

No.

Just leave it out completely.

Right.

Because it's. You'll just. Most entrepreneurs will get their backup.

See, But I don't know how to put pain into it. Then their phone not making the money.

No, no, no. So you could look at it. Something a little bit different, too, is really going along the lines of just asking key questions, like how many of you. You might have a small amount of money sitting in a bank account? How many of you have money really working for you?

Or if you're between client meetings, how much money are you making between clients?

I think we really want to get across from your cell phone five minutes a day. That's all you need with as little as 300 bucks.

Great. So then you say that from the stage, qualify your clients. So it's a really good thing. Rish. So if you're looking for people with 300 bucks or more, for some people, 300 bucks is not a little. So be very careful how you put that out there. So just say you can get up on stage and say, we show people that have a phone like this how you can take 300 bucks and turn it into. And turn it into serious income. If you want to learn about that, come sit by my table. 10 sessions. Done.

This is the catch. You need to have five minutes a day.

No, no, don't say that. They can go down to the table.

Okay.

The thing is, that's a problem. You want to tell every, like, you want to get them so intrigued, they come and see you. Because your goal here, you want to take it across. This whole thing is this.

Intrigue.

Intrigue. You want to get them inquisitive about what you have. If you give them all the stuff, they'll make a decision while they sit there. You want to get them so intrigued that they come to your table and talk to you. Does that make sense? Yeah, really important.

Actually, I think one of the coolest ones that I saw at the last event was a gentleman that came up and he was talking about to get a better sleep. If you want a better sleep, come.

By and see me.

That's all he said.

Five seconds. Yeah, that's all you need.

And I went there, and it was an Isagenix table, and I had no idea it was isogenic. But you know what? Because I have challenges sleeping sometimes, right? So, like, that's the only reason I went and I had to find him just for that. And he was done like five, 10 seconds. And I had to, I had to seek him out.

That's all you. Because this word here is the most important. It's a creating tree for the people from the stage. If you tell them everything, they'll make a decision while they sit there. Not going to do anything really, really important. Gina. Okay.

If I stood up and you know, hi, I'm Gina with company capital. Are you looking for working capital? Did the bank say no? That is a line that we, you know, have in our brochures. But did the bank say no? Would that make everyone feel too self conscious of communicating anything?

I would get up and just say, how many of you would love some extra cash in your business? If you want to learn how to find cash and go good, solid cash for your business, come speak to me. I'm Gina. I wouldn't mention what. When did you say capital? They go, a financing company.

Well, we are.

No, I know that, but you want to get. Here's the thing. This is where this, this is where people are so happy. They're so focused on having their company name get up and just say your first name. Don't say the company name because the company name by itself gets people to judge you.

Yeah.

The minute you say, so, what's the company name again?

Company capital.

Company capital.

Yeah.

So many say, I'm Gina from company capital.

Yeah.

They go, oh, here comes the financial presentation. And many people turn off.

So I just said, are you looking for a loan alternative? Because we're loans. And so someone doesn't think I'm financing because financing has many faces.

Right?

That's. Sure it does.

We're bank loans. Or we're just alternative to the bank.

So.

What'S.

How many of you are looking for extra money in your business? Simple. And ask them to raise their hands. Get a show of hands if you want to learn how to. If you're looking for extra money in your business, I have some really clever ways that I can assist you. Come speak to me. I'm Gina. It's done.

Would you get that I'm doing bank loan.

You don't have to tell them your goals intrigue. You see that? We are so focused on letting them make a decision while they sit in their chair.

But it's funny because that VP of our marketing, sales and marketing department said, you know, like Basically said, when you're up there, make sure you, like, get our name, what we do. And kind of opposite.

That's the other way, right?

Because remember your goal, Gina. And I'm not saying you can do whatever way you want. You can do whatever he wants you to do. I can tell you won't get the results because here's the thing. If you get up and say, hi, my name's Derek and I'm a financial planner and I really can help you get your financial affairs in order. And I really do a great job for my clients. Come see me at that table over there. Like another financial plan. I have one of those already. He has to get up and say something that other people don't like. He has to say something that's so intriguing that people come to his table and talk to him. So it's really. It's not about being deceptive. I'm not bait and switching people. Not at all. It's just creating enough intrigue for people to come and see you. If you don't do that, people make their own decisions. So it really is. It's really for you. It's such a simple one for you. The thing is, as most of us, we want to say so much on the stage that. And then if you say too much, you watch your table won't have the traffic you want. I just know it. And you're saying to me, colin, you know what I should have done? I should have said it short, the way you gave to us at the training here this evening. So really, really important, your goal is to create intrigue for most of you. Don't mention your business name. I never recommend. Why? Because if your business name tells people what you do, like if Derek gets up and says, I'm Derek. Are you still with SunLife? Yeah, still with Sun Life. I never know where the guys that move and do different things. I'm Derek from SunLife Financial. Immediately people go financial planner. I'm Bob, an insurance. From an insurance. Insurance brokerage. Insurance sales guy, you know, you've got it. I would never say your company name because here's your goal. So when you're standing up front, your goal is to create intrigue. So, Gina, I wasn't being rude there. I was just being. My passion comes out of me when I get people telling me, especially other VPs of marketing or whatever that have been to university VPs, not a marketing of life. Anyway, so the key thing is really getting the marketing to work for you. So from the stage, your goal, intrigue and Then you want to point to where your table is. You want to point to where your table is. So what you would like to do is create intrigue. Pete, what product are you presenting?

I'm going to be representing the services of the financial advice that I use. So I'm coming in as a personal testimonial.

Oh, good. You're coming as a personal testimonial. Yep. Okay. For who?

For this guy's services. Contact group.

Okay. He's in Coquitlam. Okay, so he's going to be there as well. Nope, just me. Wow. That's different. Which is cool.

We didn't want to. We didn't want to pile on.

Okay.

Keep it kind of just me telling a story, keeping it real.

Right.

And instead of piling on here.

So it's very simple intrigue for him. Yeah, you could. You can.

Intrigue is how this guy helped me go cruising to fulfill my dream of going cruising next year.

Great. So really crystal clear message coming as a testimonial. A little bit different. So coming as a testimonial, just get up on stage and say, hey, my name is Pete. My life changed recently. I met one guy who changed my life. I'm now cruising the oceans in my yacht, loving life, having fun. If you want to learn how to do that, come speak to me. I have a great story to tell you. That simple, you know, and then you can teach. You can tell them how to do it. Possessed. I turn the thing off. It's waking up. Okay, so intrigue. So let's just look at. Let's get some ideas of intrigue statements from the stage. So, Marley, what do you think you're going to use?

I haven't quite decided, and I'm not sure if I maybe just focus in on what I'm going to offer as the props or like, as a. Because there's going to be of that great value to it. So I'm thinking maybe I could just zero in on that, because it's going to be pretty evident what I do. Gonna be a little flashy, so a little bit flashy.

But at the same time, remember, not everyone can see your table from the stage.

Yeah.

When you point to where you're at, you want to create some intrigue that come and see at your table. So you could actually maybe your giveaway. Maybe you've got a really nice giveaway, and you say, I'm giving away a really nice gift basket this evening. It's worth 400 bucks. Come and see me at my table. And I like to create the same thing for your clients and turn them into raving fans for your business.

Did anybody capped up.

That kind of thing? Marty. So your whole goal is really from the stage, especially for promotional products. How many of you would like to have your customers as absolute raving fans for your business? If you want raving fans and ongoing raving fans for your business and things to be working for you, so your clients refer you more business than you've ever had. Come speak to me about that table over there. And you can, if you want to mention your gift basket. I wouldn't. Unless it's going to add value. Don't mention it. They can come and see at the table your goal. Intrigue. Absolute intrigue.

Derek, I'm just thinking about lending. If you've ever not invested in your business or if there was, you know, have you ever. Have you ever not. I don't know how to word this. Maybe you can help me. But if, if you've ever not invested in the infrastructure of your business because you didn't have the money and you know, it would have made a huge impact in your sales.

Because if you look at the audience in this, the audience at this event, right? Small, Small business owners, right? I'll say the average business owner, less than 50, 50 grand a year in revenue. So be very careful. So most of them just want to make a dollar, would like to make a couple of thousand bucks a month. That's being judgmental from my side. But others know where things are at for most. So I'd say the average is probably doing 50 to 60 to $70,000 a year. So just think of. Most of them aren't even looking at structure right now. Most of them are single business owners. So just think of what business owners need. I would, I'd keep it really short and sweet, you know.

Okay.

What was the example you gave?

It was good. You want me to remember it? So it's really just looking at. For. For your side. So just asking a question. How many, how many of you know that money? How many of you know that money? If you had a little bit of extra money in your business right now, it would change where your business at. I have a very specific way of. I have some key tools that I can show you. If money is challenging your business, come speak to me. I'm Gina at that table over there with the pink balloons. So that's one of the key things on your table. Have something, and I forgot about to say this. Have something on your table that makes you stand out. So if you want to bring helium balloons, please make sure that you tie them down. The church does charge us to get them down and we do charge you to get them down. Get charged for it. But it's a great thing to do is have balloons that you can put or a nice banner. Like, I know Andre's doing a banner. Just say, that's my orange banner over there. Come see me at that orange banner. Because then you can associate. And if your banner is orange and you're pointing to orange, or if you have pink and black balloons, wear the same colors where you tell them to go to. It's really good because it keeps them in the memory. So if you wear an orange shirt, if you're going to send them to where your orange stuff is, if you're going to be wearing yellow shirts for some life. But you could just get some yellow and black or something. Like a nice faded yellow or a nice faint yellow would really be cool. You say, come and see me at those yellow and black balloons. Back the yellow and blue balloons. Come and see me at the yellow and blue balloons. It's really useful to have something to point to. Don't say the table over there. You'll go, yeah, Colin. Or here, Derek. There's 20 other tables over there. So really something can really let you stand out that you can really send them to. What would you suggest for our industry here to intrigue someone? What we're actually doing is trying to find small business owners to become delivery partners. So to become more involved in the community by delivering our safety courses directly to the families that they have as clients. I always find it a challenge. Might be my own thing of getting other business owners into other things. Most of them would just like to make what they have successful. There's a reason why they're maybe not getting the success they want in their current business. Push them into something else. They're going to do pretty much the same thing in that environment as well. So it's, you know me, I've always been. I know you had a comment on this, but I'm always the more focused you stay, the better your results are. You can do two or three businesses. I can tell you do one and do it really well, you'll be very successful. The problem is people dilute their interest in so many different businesses. So you really your goal. I would recommend targeting the parent, the parent child situation in the audience. That's what I'd go after. Like I would say, you know, and even take a specific course as your target from the stage. You know, majority of those people in the room have young kids. Majority of them. That's also a question. How many of you here have young kids? Not everyone. We say young who shit done done only have teenagers. Don't want to say. But the key thing is you want to be able to. So for your message from the stage, if you're in a target, because most of your programs are kids, aren't they, or not.

Yes.

We do have seminars for parents and educators as well. Okay. But the primary target would be children. You see, what I would do.