1 Outline for Basic Presentation Guide Explanation By: Donna Abels I. Introduction a. Hello everyone. My name is Donna Abels. I am a Coordinating Manager in EcoQuest, Intl. b. I am excited to be with you today and I am honored to be a part of this Retail Training that the Creating Wealth From Home Team has put together. This new training has been designed with you and your new partners in mind. The goal was to provide proven retailing training, at a person’s fingertips – right on the CWFH website. Documents are accessible and can be downloaded. Instructions can be listened to at one’s convenience 24 hours a day. Another nice feature of this training is that it is not only convenient, but is very duplicatable. This training can help give a new person on the Creating Wealth from Home team a jump start at becoming more successful in the area of retailing. c. With any business we need to have good tools in our “toolbox” that we can use to help us be more effective. This is certainly true in EcoQuest, as well. These tools need to be strong and reliable to help us produce consistent and predictable results in our businesses. i. I have shared one of those tools with you in this retail training section, my Referral Program, that I developed and I have used for many years. That tool keeps me in supply of good retail leads on an on-going basis. ii. Another tool I have used for many years has been the Basic Presentation Guide. With the use of this tool, I have been blessed to make 100’s and 100’s of retail sales, consistently. Jon Bender has asked me if I would share this Presentation Guide tool with you and explain how to use it, in this recording. I am happy to share this with you. II. My purpose today is to explain: a. The background why I found the Presentation Guide necessary and how it came about. b. What the Presentation Guide is. c. What it has done for me. d. How to use it. e. What it can do for you. III. How the Basic Presentation Guide came about this: a. When I became a business owner in EQ, I had a background as a school teacher, not one as a salesperson. Soon afterwards, I realized that if I had a system to present the product: b. It would make presenting the product to a customer much easier because: i. I would not ever have to feel nervous, not knowing what I would say.
2 ii. I would feel as if I were better equipped and prepared for the presentation. Feeling prepared always helps anyone feel less nervous. iii. I would know the process I would always follow so it would be become familiar and I would be more confident. Any customer is more likely to purchase if the presenter is prepared and confident. iv. I would feel much more professional. v. In addition, and very importantly, people learn visually much more readily than they do just by listening. When they can see as well as hear the presentation it makes a much greater impact on them. They will find it easier to follow your points and be engaged.
c. Also, coming from a teaching background, as well, made me aware that if a person could incorporate more of their senses, (such as sight along with hearing) they would not only learn more quickly, but would also retain the information longer. The prospective customer could follow along with me, learning about the product as I go through the guide. i. As a result, the product would be better explained. d. The product would also be much better validated. The customer would more fully appreciate the product they have before them and will be able to evaluate for the next few days. The product would be more highly valued and the chance of the customer wanting to own the product is much greater. e. So with my husband’s help, I put together this Presentation Guide. I have always up-dated it as new products came available. IV. What the Presentation Guide is: a. A colorful presentation that can be printed out, laminated and spiral bound and used in the customer’s home to present the product. b. This guide can also be used as a PowerPoint presentation from a lap top, at a larger group gathering. c. The Presentation Guide follows a logical step-by-step progression explaining the problems of indoor air pollution and the solutions provided by the EcoQuest line of products. i. There also are colorful graphics. ii. The basics of how the machines do their work is included. iii. How our technology differs from filter machines is explained. iv. Outside validations are there for the customer to view. This is very important for any prospective client to see. v. Benefits are shown. vi. Features are listed. vii. Pictures of different models to choose from are shown. viii. Ends with the reassurance that the machine can provide a fresher environment.
3 V. Over the years, I have found that the consistent use of the Presentation Guide has indeed helped me and fulfilled the goal I had for it in the beginning. This tool has: a. Always helped me feel prepared and confident, never having to worry what I am going to say. b. To feel comfortable and professional during the presentation. c. Made it possible for me to know that I have clearly presented the customer with a vivid explanation of both the problems and the solutions of indoor air pollution d. And as an added benefit, it has made the presentation of the product far less stressful, more engaging and more enjoyable. e. And, last but not least, it has helped me sell many hundreds of machines! VI. I am sure this guide can serve you in the same ways. VII. Now, let’s go through how to print the Presentation Guide. a. First, download and print the guide, preferably at a professional printing shop. If you will do this, the end product will be much higher quality. b. It can be downloaded onto a jump drive, sometimes referred to as a flash drive, and then taken to Office Depot to be color printed and spiral bound. c. It is also a good idea to have it laminated. This may be an added cost up front, but you will save you money in the long run because laminating the guide will make it much more durable and long-lasting. It has the added benefit of making the guide look more colorful and professional. d. Now you have your tool in your toolbox and are ready to use it! VIII. Next, let’s cover how to use the Presentation Guide in the customer’s home. This will be enjoyable. You have something of high value to show them. And you have the opportunity to meet a new person, get to know them and serve their needs a. You have come into a person’s home for the appointment. You have spent about 5 minutes getting to know the person. Then you have asked questions about their problems. b. Sitting at the kitchen table. c. Open the box with the purifier. Set it on the table. d. Bring out the Presentation Guide. i. First, you are going to get their permission that they have enough time to go through the presentation with you. So you are going to say, “Gerri, what I would like to do is to go through a little presentation about this machine - so you will better understand it while you have it here. This will take about 10 minutes. Is that okay?” The presentation is for their benefit. They will say, “Sure”. They will appreciate that you are taking the time to do this with them. This sets the stage for a relaxed few minutes with the customer. e. Make sure the customer can see the pages properly. f. What you are going to do is to go through the guide page by page. You are going to just be relaxed and enjoy it. I am going to role play this with you so you will see how easy it is. Let’s go through it now.
4 i. Open the Presentation Guide and start going through it. It is not necessary to read every single word. Here is what I say. . ii. Really take time for validation pages. iii. End with nice graphic on the last page you will show them. End on a positive note – (read last page) and ask if there are questions. iv. The very ending page is a brief check list for you, to make sure you have gone through everything. g. I hope this has been helpful to you in seeing how easy and fun this presentation, of our awesome products, can be. Remember, you are doing that person a favor. Any money you may earn in the way of sales is worth very little in comparison to the benefit the customer will receive from this product over the years. IX. Summary – Now you are ready to go out and confidently move more machines! If you will familiarize yourself with the Presentation Guide and use it consistently, I am certain that it will help boost your sales. This tool will also help you feel more relaxed, confident and professional as you look forward to each new placement! It has been an honor and pleasure being a part of this training with you. I look so forward to your success in your EcoQuest business!