The Exposure Process:
Taken from my Book:
Recruiting Mania (Updated Copy)
- Exposure in our business means, showing the information to the prospect, in order for them to make a decision.
- It come in various ways:
- Either by sending him to a website, video or voice message
- Doing a presentation either, in-person or in group, showing the information to them, using tools (powerpoint presentation, Vidoes, catalogs, etc)
- sending them printed or digital materials to look at.
- Nobody signs up or buys anything until they first see some information, unless you are enrolling some people within your circle of influence that they join you unconditionally.
- But that’s not what I am going to talk about in this training. I am going to discuss a method that is easier to be implemented by any person, even if he doesn’t have a circle of influence.
- Showing that information is an exposure.
Note the word “show”. As previously discussed, that means using tools and events. It’s “showing” not “telling”. It’s taking someone from not knowing to knowing about your business opportunity and products, and letting the tools or someone else do most of the talking.
An exposure can be done in person, through the mail, over the phone, or over the Internet. You can lead with your business opportunity. You can use a direct or an indirect approach. The most important thing is that the prospect sees enough information to decide whether or not they want to see more.
- It’s true that you can’t make the right exposure to the wrong person. There are people who just aren’t cut out for your business. There are people who won’t be interested in your business no matter what you show them. They are wrong for your business and you can’t show them anything that’s going to change that.
- However, the other half of that statement isn’t true. You CAN make the wrong exposure to the right person. I’ve signed up a lot of people who told me they had been approached before, sometimes many times. They were the right person. But they didn’t have the right exposure.
- The right exposure is a combination of the right approach, the right tools, and the right timing. If the prospect isn’t “open” to an opportunity at the time you approach them [bad timing], they aren’t going to be interested, no matter what you [try to] show them. If you use the wrong approach, they may not look at the information with an open mind.
- And, if you show them the wrong information, or too much information too soon ;(As most of us been taught to do long time),they may not be Interested enough to see more.
- You can’t do anything about the timing, except to recognize that it’s either right or it isn’t. If it isn’t, you must accept this and move on.
As you gain experience, you will get better at choosing the right approach for a given prospect, and get better at executing it. As your confidence and posture grows, you’ll find more people agreeing to look at the information. When they look, they will be more open minded and more likely to see something they like. The one thing you can control is the tools and events you use to deliver the information.
- In my opinion, a first exposure usually should not be a full presentation. For one thing, you don’t want to spend 45 minutes to more than an hour with someone, only to find out he’s not interested. Invest a few minutes letting him look at the information without you, and if he’s interested, show him more.
- You also don’t want to overwhelm prospects with too much information too soon in the process. In the beginning, prospects want to know just a few things: what the business is about?How much money they can earn? and what they have to do to earn it? If they like this and see some potential, not only will they be willing to see more, they will want to be in.
- Prospects want to know what’s in it for them before they look at the details. If you ask them to come to see a full presentation as the first step, they may not do it, or if they do, they may not process all of the information. Think about how you choose a movie to see. You don’t Simply go; you want to know something about it first. You want to see a trailer before you buy the ticket to watch the full movie .It works the same way with recruiting.
- Recruiting is a process, generally requiring a series of exposures before most people are ready to sign up. Don’t throw everything at them all at once and hope for the best, allow the process to happen naturally.
TOOLS FOR THE FIRST EXPOSURE :
Please find Attached prospecting videos used as tools with this post as example :
- I almost always start the exposure process with an online video. I prefer something under 10 ten minutes. But I’m willing to go 15 or 20 minutes if I they tell me they’re interested.
- If there is initial interest, I follow this with a progression of longer videos, conference calls(video or audio), and websites. If they are still interested, but have not yet signed up, I invite them to a live event.
- Short prospecting videos are a great way to quickly sort through a large number of prospects. In less than ten minutes, you know if they are or aren’t interested.
- Some people want to see the entire presentation before they can make an informed decision. But I’ve found that with most people, if they aren’t interested after hearing a well-done short video, the odds are they won’t be interested in joining.
- Besides, it’s more difficult to get someone to come to a one hour presentation. People are busy.
Most of prospect don’t feel comfortable going to strange meetings, in strange places with strangers.
The way to deal with that, is through a short video which is less than 10 minutes. Earlier in my networking stages, I use to book them for a one on one meeting over a cup of coffee usually lasts for 45 minutes to an hour to give them a quick overview about the business before inviting them to a group meeting.
I have to get their excitement level to be high enough to overcome their discomfort level to go to strange meetings and meet with strangers.
- A short video presents a condensed version of the big benefits. It’s like a short trailer to attend the full movie (Presentation). In less than 10 minutes, the prospect can see what’s in it for them. If they like it, they will watch the full presentation and listen to all of the details, not because you asked them to but because they want to.
- Edify your upline leader, while inviting them, after sending the video and getting their feedback, so they will feel more comfortable to show up to group meetings or to meet your leader one on one.
SORTING, NOT CONVINCING
At some point in the exposure process, prospects will either have enough information and be ready to get started, or lose interest and tell you no, make it obvious that they aren’t going to sign up. Your job is to take them from exposure to exposure until one of those two things occurs.
At no point in the process should you try to convince anyone to join your business. Here’s why:
 If you have to convince them to join your business, you’ll have to convince them to work the business. It’s easier and more productive to work with people who want to do it, instead of using people who don’t.
 You want to be able to go back to your prospects at a later date, when they may be ready to sign up. If you push them, you may push them away. If they are in your warm market, where you will see them again, this will make things uncomfortable for both of you, possibly damaging your relationship. They probably know people you know and if you push them, they may “warn” people you know to stay away from you.
 Most of your business associates don’t want to do anything pushy. They don’t want to convince anybody, and if you push them to get started, they’ll think this is what they will have to do to be successful, and they either won’t sign up, or they won’t last long. So don’t try to convince anyone.
- In network marketing, it is often said that “amateurs convince and professionals sort”. Sorting means moving through a list of people and eliminating the ones who aren’t interested as quickly as possible.
- The amateur who is told no tries different approaches and tools, or tries to reason with the prospect and get them to change their decision. That’s a great way to annoy people, and waste time.
- Sorting means not caring who is or is not interested. it’s a numbers game. Get rid of the ones who aren’t interested and find the ones who are.
- Professional network marketers know that certain prospects won’t interested and they want to find this out as quickly as possible.
- Many people approach prospects “needing” them to say yes. They want their friends or family to see what they see. They want them to sign up, or at least offer their approval. Because they want this, they become fearful as they approach people.
“What if she doesn’t like it?” they think.”What if he says no?”
Unfortunately, prospects can feel your fear. It pushes them away.
The best thing to do is to emotionally detach from the result. Don’t focus on the results, focus on the activity. share information, not to get people to sign up. If you get enough people looking at information, you will get people signing up.
Learn to love the word no. Each no puts you a step closer to ayes. Be glad when someone says no. They just saved you a lot of time.
We’re not in the convincing business. We’re not in the, “try to get them to change their mind,” business.
We’re in the “show them some information and see if it’s right for them”
Professionals sort; Amateurs Convince
HOW MANY EXPOSURES PER DAY?
The more exposures you do, the more sign ups you get.
I can’t tell you how many exposures you should do. This will depend on your goals, how much time and energy you have, and the size of your list. But I can offer you some guidelines.
Consistency is important. It’s better to do exposures every day, instead of a large number today and nothing for two weeks. You want to get in the habit of doing daily exposures, and you want to duplicate this habit throughout your organization.
I my case, I prefer to set the standards for everyone to do two exposures a day. Why two? Because it’s something everyone can do, no matter how busy they are.
If you want to do more than two exposures a day, don’t take on more than you can handle. A good rule of thumb is to do only as many exposures as you will have time to follow-up on. Don’t do ten exposures today, for example, if tomorrow you will only have time to follow-up on five.
And if you do ten exposures today, you should still do your two exposures tomorrow. Maintain the habit.
Also, if you do more than two a day , don’t announce this to your team. You may think you will inspire them to do more exposures, but the opposite is often true.
If you do twenty exposures a day and your organization thinks they need to do the same to be successful, and they can’t, they may get discouraged and give up.
Two exposures a day is something you can do today, and two years from now. And it’s something you can duplicate throughout your team.
In my case, my rule was a minimum of 2 presentations a day, either one on one or with my upline or downline to a prospect, before we didn’t enjoy the privilege of utilising technology to save time.
If you’re new, don’t hold back. Do as many exposures as you can, as fast as you can. You don’t have a team to work with yet, so spend your time doing exposures and follow-ups and getting some new business associates started.
CONTROLLING THE EXPOSURE PROCESS
The hardest part of the exposure process is getting people to look at the information. You can be speaking to someone who is open, do a great approach, and get them to agree to watch a video about the business, but it can still be a challenge to get prospects to do what they said they would do.
The truth is that when you send someone a video or a link or invite them to a call, eight out of ten who say they will watch don’t.
Some never intend to do it. They agreed because they didn’t want to be nice to you. Others mean well, but get busy and forget. Or they are tired and intend to do it “later”. Unfortunately, later never comes.
It’s frustrating to follow-up with ten people and find that eight didn’t watch the video. But that’s just the way it is.
Step 1: FIND OUT WHEN THEY WILL WATCH
If you’re on the phone, and you’ve told them you’re going to send them a link to your video, find out when they can watch the video. Don’t hang up until they give you day and time. Don’t send them the link until they’ve given you the day and time when they will watch it.
Often, the prospect will say that they will look and get back to you. You don’t want that. You don’t want to leave your business in the hands of someone else. You want to take responsibility for the follow-up.
If you leave it to them, they might forget to watch and you probably won’t hear from them again.
Step2: Schedule the follow-up.
My rule of thumb is to never finish a conversation or do an exposure without scheduling the next one.
Once someone agrees to watch, and tells me when, I will be following up with them and I schedule the date and time for that, too. You can’t leave it up in the air.
STEP 3: CONFIRM EVERYTHING So, example:
They said they would watch the vidoe around 7 pm tonight after their work, and you’ve scheduled the follow-up for 10 am the following morning. Now, all you have to do is confirm this.
Wait for them to say “okay”. Let them acknowledge that they know you will be calling.
Don’t “expose and run.” Take another minute to confirm everything. Make sure they know what they have agreed to.
POINTS TO REMEMBER
- Exposure is everything; the more exposures you do, the more distributors you will recruit.
- Don’t use the full presentation on a first exposure. Most Prospects won’t watch it. Start with something short and sweet. if they like it and tell you they are interested, show them more.
- Sort, don’t Convince. You don’t want to sign up downlines (business associates), who have to be pushed to do the business.
- An exposure means you talked to a new prospect either over the phone or texted them, and invited them to look at some information. If they agree, and you deliver the information, it counts as an exposure.
- Be consistent. Do exposures every day. Make it a habit and duplicate this throughout your organization.
- As you have time to follow-up on. Get more prospects to look at the information with these four steps:
 Find out when they will look or listen;
 Schedule the follow-up day and time when you do the exposure;
 Confirm everything
IN the next training Article I will go through a practical example on how to use 3rd Party tools
To your success,