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Gold Medal Software - Volume 5 (Gold Medal) (1995).iso
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1994-10-26
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Making The Most Of Meetings
If you decide to try small recruiting meetings,
there are a few basic rules to follow. Start on time.
If you call a meeting for 7:30, and a few people show
up on time, but you don't start the meeting until
latecomers show up at 8:00, that tells your prospects
that you're not very businesslike. And you'll alienate
the people who got there on time.
Put out a few chairs but not too many. It's
better to add chairs later, creating the impression of
unexpected demand, rather than have a bunch of empty
chairs out, giving the impression that attendance was
disappointing.
Don't serve much in the way of refreshments. This
is a business meeting, not a party. You can offer
coffee or soft drinks, to be hospitable, and perhaps
some packaged cookies, but hold down the extravagance.
You don't want to scare people off by having them fear
they'll be called upon for lavish entertaining if they
become distributors. Don't serve any alcoholic drinks,
even beer or wine.
Go into a brief presentation, focusing on the
company, its products, and the income opportunities.
Show the video your company provides, if there is one.
If you company's product lends itself to sampling, give
everyone a chance to see it, taste it, or try it on.
Nothing sells like a good product.
Then, open up the meeting to questions. Answer
every question right away, briefly, looking each
questioner in the eye. If you don't know the answer,
say so. (But find it out so you can answer that
question if it's asked again, at a meeting or one-on-
one.)
After the questions are asked, pass out the
applications. go for the close, but don't pressure
people. After the meeting, you can call prospects and
try to sign them up while the excitement of the meeting
is fresh in their minds. Give prospects an
audiocassette or video recording to help reinforce your
message after the meeting.