It 6710 presentation makeover magic

Talking to a Prospect…..

Relationship

Marketing

101

Relationship Marketing

Don’t make a presentation…..

.….have a

conversation!

YOU have the products and the

business opportunity…..

…..to solve a problem or

need

that your

prospect has.

How do you get them to listen?

Here’s the key to being

successful in relationship

marketing.

You are a solutions provider…..

.….NOT a sales

person.

People don’t need another sales

pitch!

People don’t need more “things”…..

they need real solutions.

Find people that might be interested

in your solution.

How do you do

that?

Connect to your prospects

personality…

Yellow

35% of the

population

Blue

15% of the

populatio

n

Green

35% of the

populatio

n

Red

15% of the

populati

on

People fall into four Personality Colors

(Types)

Yellow

People with Yellow personality types like

to help, nurture and care.

love to help

kind and

pleasant

professional

huggers

great leaders

Integrity

team players

Blue

People with Blue personality types like to

have fun, party and talk to people!

Let’s Party!

Action people…Big

Picture

Love to talk

Adventurous

Green

People with Green personality types need

information and data and take time to make

decisions.

Introspective

Great leaders

Analytical

Detail oriented

Red

Competitive

Bottom-line

Recognition

Driven

People with Red personality types like to be

in charge, and love competition!

When inviting a prospect to a meeting or

presentation…..

….consider their personality type.

For the yellow you would emphasize

…….

Caring for

others

For the blue you would emphasize…..

For the green you need to provide........

Internet

Access

Data and

information

A one-on-one

presentation

For the red you would emphasize…..

Financial gain

Business

opportunityBe your own

boss

Competition

with others

Leadership

role

How do you

determine a

persons

personality type?

When you meet a

yellow….

When you meet a blue….

When you meet a green….

When you meet a red….

What’s the next

step?

Prepare….be flexible….

and….

Keep it simple…..

With practice you will be able to

pinpoint the personality type of

the person…..

…..who sent you an email…..

…..the person you are

speaking with on the phone…..

…..or the complete

stranger walking through the

mall ahead of you.

When you know the likes and

dislikes of the four personality

types, it gives you a slight edge.

How to

Relate…..

How to

Interact…..

You can quickly grab and hold a

person's complete attention…

An instant bond develops.

Remember...people join people,

they do NOT join companies!

When talking to a yellow

personality remember…..

To talk to a yellow, be a

yellow….slow down…. Don’t “hype”.

Example of a way to approach

the Yellow personality type:

Example

“Mary and Sue, as you know, in this

economy everyone is struggling and seems

to be looking for ways to secure their

financial future. I have been looking for

something to do on the side that won’t take

me away from my

family like an office job.

I need to make more

money....and I found

a way!”

When talking to a blue

personality remember…..

Get excited, talk about the fun

stuff….don’t bore them.

Example of a way to approach

the

Blue personality type:

Example

“Susie, I have just discovered a new

business with great products that I believe

is going to give me the opportunity to meet

a lot of fun people, and be financially

rewarding....and I am really excited about

it!”

When talking to a green

personality remember…..

Give them all the information,

…..answer all their questions,

…..be upfront and

…….give them more web-sites

to visit.

Never push or rush a green, let them

figure it all out at their own pace and

they'll call you.

Example of a way to approach

the Green personality type:

Example

“Dave, every 5 to 7 years a new company

brings the right success formula to the

market place and breaks all previous

records in their industry. Our company is

doing that right now because of the

convergence of so many unique trends

that you can capitalize on. Would you be

willing to take a look at my website, send

me an email or give me a call and let me

know what you think.”

When talking to a red

personality, remember…..

Reds are focused and goal-oriented,

very intense and will go after the

money no matter what it takes!

When you meet with a red they’ll be

asking you the questions and

controlling the conversation.

Emphasize team building and how they

could build their own team.

Example of a way to approach

the

Red personality type:

Example

“Jennifer, we have an organization of

seasoned entrepreneurs who know how to

build successful businesses. We are looking

for individuals who can take a company

national and then international. Would you

be interested in a key leadership position?”

Now it’s YOUR turn……

See if you can identify the different

personality types on the following

pages

just by how they look or what

they are doing…..

See if you guessed right….

Green

Yellow

Red

Blue

Now see if you can identify the

personality type of the

prospect…..

by what the

Qivana IBO is saying…..

“I have decided to leverage my time with an

innovative young company that is positioned

to take full advantage of the shift in the

economy and the power of social marketing

and the Internet.

Jay, if you could make some serious

additional income from home a few

hours a week without jeopardizing

your current job would you be willing

to take a look?

Here is my business card with my

website.”

This prospect is a green personality

type….

Introspective

Great leaders

Analytical

Detail oriented

my current work or take me away from

my family, but would provide me with a

strong income potential, and I have found

it! Now I need some help. If I could show

you a way to make extra money too, would

you be willing to learn more and possibly

join me as a business partner?”

“Jill, I decided that I

need to diversify my

income, I have been

looking for something

that has flexible

hours, that would not

interfere with

This prospect is a yellow

personality type….

love to help

kind and pleasant

great leaders

Integrity

team players

“Joe, have you been following the trends in

Direct Sales or Network Marketing?

Donald Trump just started a network

marketing business. The experts say the

best time to get involved with a good

company is within the first 5 years. Guess

what I have come across?”

This prospect is a red personality

type….

Competitive

Bottom-line

Recognition

Driven

“Tom, I heard you took the family to

Florida on vacation this year! I bet

that was a blast. We have not been

able to take a family vacation in

over 2 years….but that is about to

change. I just got into a business

with some real savvy business people

that are going to take the health and

wellness sector to another level. Can you

come to a meeting this Thursday night and

meet some great, really fun people who

have also taken advantage of this

opportunity?”

This prospect is a blue personality

type….

Very social

Action people

Big Picture

Love to talk

Adventurous

“Amy, are you looking to make more

money and develop better financial

security for your family without

leaving for an office every day? I have

something I would like to show you that

could work for both

of us….I would love

show it to you.”

This prospect is a yellow

personality type….

love to help

kind and pleasant

great leaders

Integrity

team players

“John, I have started to work with an

innovative young company that is positioned

to take full advantage of the growing

Internet and wellness market. If you could

make some serious additional income

working from home setting your own hours,

would you be at least willing to take a

look? I have the URL to the business

where you can find information on the

company founders and the potential

of this company. Please call me after

you have done your research….I would

love to hear what you think.”

This prospect is a green personality

type….

Introspective

Great leaders

Analytical

Detail oriented

“I wanted to ask both of you if the timing

is right for you to learn about an

expanding business that you can capitalize

on. If I can show you a way to diversify

your income without side stepping your

current job, would you be interested in

learning more?”

This prospect is a red personality

type….

Competitive

Bottom-line

Recognition

Driven

“Janie, I just got into a business with

some real movers and shakers that are

going to take the health and wellness

sector to another level. You have a

great sense for business and people so

could I get you to listen to a friend of

mine who I am working with to see if

you see the potential that I see in this

thing?”

This prospect is a blue personality

type….

Very social

Action people

Big Picture

Love to talk

Adventurous

Now you know the basics of

relationship marketing, how to

recognize the four different

personality types and the best way to

approach each type of prospect with

the Qivana business opportunity.

Now you can identify their

personality color……

…..speak their language…….

….be relatable…..

…..interact……and…..

…build your

business!

Now that you can recognize personality

types, you can tailor your approach to

finding a solution to their problem or

need. It is all about being relatable.

You want to get them to at least take a

look at either the product or the

opportunity or both.