Table Presenter Training - video 2

I'll go after that. When they come talk to you, then you can tell them about the other. If you're interested in delivering some of our courses and assisting us, you can talk about that when they come across to your booth or to your table. So your goal for your message from the stage then would be focus on. How about we say how many parents here have peace of mind? No, they don't think you're a financial planner. I have a good one for them as a parent.

I have a good one for them because I know they also do the id. You don't do the id. You don't do the id.

No. No.

Okay.

Or you do the home alone. Focus on the home alone.

Yeah.

It'S going to change what I was actually thinking.

But.

How many of you, how, how many of you parents out there know that you can go up the street and to the store and you know your 9 year old is safe at home?

Be careful because they'll say, I haven't got a nine year old. Yeah, that gets very specific. You have to make it more general. I really mean it. I just follow from that stage. So you can make it more general. How many of your kids. If you left your kids. You've got to be careful too, because there's rules around leaving your kids at home below the age of 11. Yeah. So you gotta be very careful. There is no legal age to start babysitting or stay at home. It was 11 years old for babysitting. Urban myth, urban legend. It's 11 years old. No, it's not. Okay, let me first go back to Blair. Let me answer the question, okay. Because it's really important. I want to make sure that people get their questions answered. And I'll come back and I'll answer. Andre's is so for yours. You really want to target, like you could have fun with your one with the babysitting courses. You know, really along the lines of how many of you have kids? I'm trying to figure out which courses you could have fun with that too. You'd have fun with that. Yeah. How many, how many of you have kids that are always asking you for money? I mean, it's obvious. Most parents like, oh, drive me damn crazy. Yeah. I mean, then. Then you get into. I just go. Don't go into whatever courses you do. Just go into. I have very specific ways to assist you in training your kids on how to make money so that they no longer come to you for money all the time. Labor will come after us. No, they won't. They're not there, they're not invited, they're not invited. But that's how you can go there. You can say, if you want to learn, if you want to, some key strategies on how your kids can earn some money. I have very specific ways of doing it that you will love, that's most important, that you'll love. Come and see me at my table and over there, blah, blah, blah. Does that make sense? Yeah. So along those lines, I'd go with the real nice thing around kids. I wouldn't go too much fear. What happens if your child died in your arms or whatever. You know, it's like very careful of those ones because people are. For some people, it's really. It's got to be very careful of it. Let's go to Andre.

Sorry I'm late. It only took me two hours to get here.

Where'd you go anyway?

I should probably covered it, but one thing I'm struggling with. So if I'm doing the collecting business cards in exchange for the. For the. For the price, and I have several offerings that I want to make, I think it should be one collection of advice where the. The person who gives me the business card indicates which one he prefers or.

Just have separate ones, making it complex. You only have one prize for one thing. That's all you give away. The more complex you make it, the more you confuse everyone.

You just only have one prize.

Here's. I'm going to teach you something. We teach this at Tradeshop Brilliance is you can have one prize, main prize, but no one tells you how many second prizes you can have. You can write this down if you want to take this as a good nugget. So you could say my main prize is win a training, you know, a babysitting course for your child with whatever, $59, whatever it might be, okay? So you can have that, your main prize. Nothing stops you from all the quality leads afterwards phoning people and saying, guess what? You won one of our other prizes of half off. And you give it to everyone who's in your draw. You didn't say there was no second prize or third prize or whatever, but that you can do from your office when you get home if you make it too many, too many tiers in terms of like, you can win this prize or this prize. You can choose whatever prize you want. People be sitting there, andre, Andre, what do you want? What should I tick off? Which one?

The reason I'm asking is, for example, I was thinking about offering corporations, registration, trademarks, stuff like that. Somebody who does one in registration of a trust trademark might not be something else.

So is the value pretty much the same from one to the other?

Varies.

But one just give away. Say I'm giving away a $500 package for number one. I'm going to give you a 15 minute consultation to see what you need for your business. And thereafter is 5. And thereafter decide what you need and I'll end up giving you one item at no cost. Value 750. Simple. Really really simple. The more simple easier. Any other questions? Yes. On stage. So everyone's brought up on stage. When you say format, it varies. It varies. We don't get everyone up on stage all at the same time. Otherwise people will just sit there and be. You won't get the traffic. We typically do five people at a time and then each time we have a break, we'll do five before the networking. Off you go. So some people you do present a little bit later. That's just what it is. If we did all of you at the same time, it would be the same effect because people won't remember all the presentations. Just remember that as well. So typically within the first hour and a half we get to all the presentations. Do you start with the head tape everywhere on the side? We typically start with. Of course, the two head tables are the ones that pay more, what we call the maximum exposure tables. The ones that pay more, they do get a little bit more to say. But the thing is we train them as well. Does anyone here got a maximum exposure? You got one. Great. Okay. So the maximum exposure. Be very careful not to say too much. We do give it extra time to maximum exposure to maybe do a little bit more of what they do. The thing is, if you say too much, you might confuse people. So your goal is just to really drive them to your table. And we start with the maximum exposures. I know Kevin's the other one that does maximum exposure as well, which is cool. So then we go around the room and it's just a matter of going around sort of picking up five tables.

At a time among everybody else. How do you start out? Who gets what table?

Show up early, first come, first serve. The doors open at 4pm if you come in at 5:30, everyone has to be out by 6. If you come in at 5 30, it's what it is. We don't, we don't render the two up front tables or the two up front tables for the maximum exposure. The rest, I think Derek got there last time at 4 o'. Clock. Spot on. Or whatever. Put his table up here, one right in the front, you know, right next to the maximum exposure tables. That's just what it is. And some people say I can't get there early enough. That's just what it is. You know, it's very difficult for us to go. I think we'll put this person here, this person there, whatever. Because then they say, well you're more friends with them and you're not brought up. It's amazing the psychology that goes into it. So it's just easier to make a first come first serve. Really, really easy. So the doors do open 4pm but please remember one thing, we do ask you to leave the room at 6pm so you have to be set up by 6pm Even though the event starts at 7, number one, because we need to get everyone out so we can do all the registrations and get everyone back in again. So we pretty much ask everyone to leave at 6pm and then get you back in pretty much immediately after that. But get everyone registered and get you back into the room and what have you so you can be there when people come in. The doors open 6:15 for registration. So people. Do we have a lot of people come in? Of course, 22 quarter two seven and it gets really, really busy. Super busy.

I have a question for everybody. Would anybody be traveling from Vancouver on the, on Thursday to get there by four?

Good.

Would we not want to be at our tables when the people are coming into the room?

Yes. What happens? We get asked you to leave at 6 and then we register all of you back in. So we just ask you to leave the room at six but you have to be set up by six because whilst you leave and then we start to register you, get you back in and then the doors pretty much open immediately for registration after. It takes us about 15 minutes to get everyone out and get everything sorted and then you'll be back at your table before the people come in? Absolutely.

If that's a good dinner break or whatever then for us if we're.

Yeah. So most people come in at 4, set up at 4, even 4:30, take off, doesn't take off, you go down the hill going to. Either way you can go to Langley or you can go into Cloverdale, go grab something to eat, grab a subway or whatever you want and then come back and off you go. It's a good point. Please don't eat at your table. It just doesn't look great, you know, wrappers lying on your table, whatever. Remember it's just a representation of truly who you are, your table, the display, the way you dress, everything. So the more professional you are. And you can definitely underdress if you cannot overdress, you know, just be really well dressed, you know. Anyone just been through sales worry with me recently. You went through recently so of course wear your sales worried colors shock everyone. So say pink last time pink shirts, black suits, everyone in pink would be fun. Our staff will all be in pink. Pink and black. Everyone goes. That's not your corporate colors though. It is for trade shows. Really, really important for that. Really, really important. Okay. Does that help everyone? Okay. So really the most important thing is I will be there on, on Wednesday. Oh, I'm sorry. On Thursday. I'll be there on Thursday. We set up, we Normally get that 9 o' clock on Thursday morning. We set up the whole day like we have to set up everything in that room, all the tables, chairs, everything. So we'll be there around 9am Please don't come and set up early because we don't have everything set up. We open up at 4 just for people to come in. I come, I'm normally back there around five. So if you want a hand or any questions or whatever or you want to ask anything just around your table, I'll be there to assist you. I'm there to make sure you have a great event as well. It's not going to be, it's going to be quite different this time around in the term of we're not going to be doing a bunch, we're going to be doing a couple of sales from the stage. Not a huge amount. We've learned a few lessons from that over the time we've done this event. So it's going to be a couple of sales. Really One of the key ones, the book we're going to be doing from the stage because that's just six weeks away from actually hitting the hard copy in our hands which is fantastic. And then one other thing we're going to be doing from the stage and the rest of it's just going to be networking, joint venturing, going to do something a little bit different than we did last time to make sure people walk out with the results. And one thing I want to ask you, please do not get upset about the follow up. People will not phone you back. People don't send you emails. My goal is that they do. I put the right energy around it. Do not get upset by it and say, Colin, I'm not going to go to the event again because no one got back to me, there's three fingers pointing back at you saying, what did you do to make sure that I got back to you? It really is. If people don't get back to you or think about the messages you're leaving, how are you leaving messages? And most of all, when you leave messages after the event, that's what you want to leave in it. Intrigue. So if you do phone someone and they won your other prize, just say, hey, it's Blair. You came to the greatest success event last night. I've got some great news for you. I have a prize for you. Give me a call back. Leave your number. That's it. Now it's like, oh, there's a prize waiting. They'll phone you. If you go, I got a prize. This is what it is. Blah, blah, blah, blah, blah. Guess what they'll do. I don't really need that. Won't phone you. So make sure you create enough intrigue for them to phone you back. Less is more. Definitely. In presentations of this kind of presentation, less is more. Rick, you note on the last cable business card. Oh, I won't over it. Sort of write it on the back of them or the sticky notes or whatever. Absolutely. This was just stapling a note to your business card or a sticky note or whatever. Absolutely. Because the more you remember about them, they were wearing glasses, whatever. You know, more detail the better. So when you follow up, just. You can even mention, like I say with, I talked about Rish earlier. Are you in your blue shirt? It was great to see you. Blah, blah, blah. I know you don't want to talk badly about it because he'll box you to death. Our Canadian fighter. Okay, so that's really the key things to remember. I mean, it's very simple, but the attention to detail is what makes it special. Throwing a table in a room, putting stuff on it, Anyone can do that. How to work the table, really important. And remember that the final thing you're going to write this down is a very simple thing. When the client's talking, you're getting results. When you're doing all the talking at your table, you're not learning about them. You're not opening when you're talking, you're pretty much in the closing phase. You want to close them all the time. When you just let them talk and ask questions, you'll get amazing amount of information from them. And then it's how you use that information afterwards. Really, really important. Any questions before we sign off? So if there's any questions, what have you, you're more than welcome on Thursday evening before you're there just to. You can even say, colin can run my presentation by you. Maximize your opportunity from the stage. You know, some of you will still get up there and do long dissertations. And I will have to say to you, if you go after over a minute, I will cut you off. Not to be rude. It's just a matter of the people there for networking. And you'll hear people that go for a minute will get so lost, they'll get tongue tied. They'll be all over the place. I know it's not that easy for most people to stand on front of a stage, especially that stage, because there's lights and there's a whole bunch of stuff happening at that stage. But really, at the end of the day, be very, very clear on your message and direct your goal. Clear a message and direction, intrigue. And then give them direction to come and see you. But you want to make it so intriguing that they go, I've got to go figure out what Gina does, or, I need money, man. Go and come and talk to you. That's what you want to do. That's the kind of intrigue you want to create. It's not like, oh, that lady I know, she loans money. Maybe I should go see her. But I really, my credit's poor, so I'm not going to talk to her now. You made the decision. You want to talk to you. So you want to create that really cool intrigue. Okay.

And above all, have lots of fun.

Mostly have fun. It's a great, fun evening. How many of you this is? Is this most people's? Second time? Third time for any of you? Is this your first time? First time for a table, yeah. Oh, wow. Okay. So we'll have lots of fun then. Because the goal is to have fun. It's fun to grow your business more than anything else. So we'll have lots of fun. When I looked at the registration this afternoon, there were 195, what we call active, confirmed, and 278 or something like that, which, in other words, is about another 80 or so that haven't confirmed they're coming. That is what we call active. So Carly's busy phoning everyone as well. So I'm going to make sure we get. My goal is to have 250. That's a tight squeeze at 250. So 250 is actually not a squeeze. It's a nice size. If we hit one, if we hit over that, it'll be a squeeze. Most of all. Have fun though. Remember, do not my goal for all of you. Do not think about anything else other than how can I make maximum results for that evening if things don't work for you, if things aren't working for you with the table next to you, say, hey, can we just discuss things with people? Don't run to me and say, the person next to me, give me space and blah, blah, blah. This is not a freaking kindergarten. We're adults. Take responsibility and say, you know what? This person next to me not working out for me. Just ask them, you know what, you're encroaching on my space. Or they put a banner right in front of your table, say, excuse me, can you just move your banner back? But just do it with kindness. That's all I ask. It's funny how people have to get us involved to do all out adult stuff, you know? Really, really funny. Makes me laugh sometimes. Okay, that's cool. That's pretty much it.

Thank you very much.

You're very welcome. Very welcome. Andre, you wanted something on this?