64: WHY Your Pitch Feels Awkward...

Steve Larsen: What's going on, everyone? This is Steve Larsen, and you're listening to Secret MLM Hacks Radio. So here's the real mystery. How do real MLMers like us, who didn't cheat and only bug family members and friends? Wanna grow a profitable home business, how do we recruit A-players into our down lines and create extra incomes? Yet still have plenty of time for the rest of our lives? That's the blaring question, and this podcast will give you the answer. My name is Steve Larsen, and welcome to Secret MLM Hacks Radio. What's up guys? Hope you're doing well. I know I've been a little bit sparse, as far as publishing here lately, but anyway hopefully it's been a great week so far. Funny enough, I say that, and it's literally Monday morning. Monday mornings are my favorite time of the week, which is weird, I know, but it's true. I'm so excited about what I get to do every day. I wake up just smiling. Funny enough, most people wake up and luckily those of you guys, you know, you're in this game, you enjoy it. If you're still in the 9 to 5, I've totally been there before, I understand where you are and if you're like, "Man, I really wanna get outta here." I got a message, I think it was yesterday from somebody reaching out saying, "Hey, Steve I listen to all your shows and just so appreciate it, it's awesome, do you really think that I can make it though." I was like, "Yeah." And he's like, "Is it weird for me to just know that things are just gonna get better and I can just" ... yeah it's not weird at all for you to just know it's gonna get better. First of all and have some gumption about it and that's okay. Number two, if you don't feel like it's gonna get better, that's an issue. But, the biggest thing is that you can't just feel like it's gonna get better, you have to force it to get better. You know what I mean? Anyway, so I was gonna tell him that a little bit. Hey, I got something cool for you guys today, I wanna share with you something I noticed. I've been at a lot of event recently and so I got a piece of feedback about the event that I ... one of the events that I was at, I'm about to go to a fourth one in the last month. I've just been traveling like crazy. Speaking, traveling, more speaking, more talking, more selling, it's been fun and I've really enjoyed it. Great to have those guys who are in the Secret MLX program. We've had some great, great, experiences there so far, it's been a lot of fun. Anyway, hey guys, I wanted to tell you guys some feedback from one of these events and one of the reasons I'm telling you that I've been to so many events lately, it's because I don't want you to guess, which event I'm talking about. Because it's not necessarily negative, but I can see how the person would be a little bit embarrassed, and I'm not doing this to poke fingers at somebody, I'm not doing this to put anyone down. I'm trying to make this a learning opportunity. So, what I wanna do real quick, is I wanted to walk through a pitch that I recently saw from stage. I've watched a lot of people pitch in the last month. So again, please don't try and guess, I'm not trying to shame the individual, I just ... this is a very powerful learning experience and I hope ... what I hope helps you guys understand is ultimately, why people feel weird when you start pitching your product to them, okay. I'm gonna tell you why, and I wanna walk through and I wanna teach you the ... I wanna teach you the reason ... how should I say this, I wanna teach you how to get around that, so that it's not weird when you pitch people your product, okay. You know that awkward feeling? There's a reason it happens. I was at an event and it totally happened. This guy got up and he was talking, then all of a sudden he started talking about prices and these different things, and I was like, "He's pitching? Weird." I was like, I turned to my friend and I was like, "Is this guy pitching right now? I would had been none the wiser, I had no idea he was pitching, huh." That right there, is one of the major reasons why people feel weird when you start pitching your MLM, right, or we start pitching our MLMs product. They don't even know, it's completely from left field. They have no idea, so how do you get people to accept and be okay with you pitching? And know that you're pitching? Right, you know what I mean? How do you do that? There's very, very interesting, clever ways to do it. So what I did, is I started talking with a whole bunch of people and I was like, "Hey, watch what this individual is doing right now. Watch what they're doing, because learn about what this person is ... you guys wanna know why he's not nailing this, and this is why." And I wrote out a big list. I just wanted to say this here on this podcast, but please again understand that I'm not pointing fingers at any individual person, I'm not pointing at any individual company, I've been in a lot lately and it's straight out of a learning thing that I'm trying to do in this case. So I'm not gonna say any names, I'm keeping this completely anonymous, and please do not come to me asking because I would tell you, okay. So, number one thing I noticed from this person as they started pitching is that first off, we didn't know that he was pitching. It was really, really awkward. Really, really weird. I'm sure you guys have been in those scenarios before, when you're in a home meeting or you've been to those kinds of things and someone's doing a great job talking about their MLM, they're doing a great job talking and telling some stories about it, which is very, very powerful as well. Then they get to this pitch, I love being pitched, I am a sucker for being pitched. I don't even care if the pitch is bad, I like buying stuff. Usually good entrepreneurs are good at buying stuff and it's one of the reasons they know how to sell, it's because they buy so much stuff themselves. There's some major truth to what I just said there. There could be a whole episode. Anyway, get good at taking your wallet out and buying some stuff to see and how they're selling people, you know what I mean. That's why you buy stuff frequently. Anyway, I was watching this guy and first of all, I did not realize that he was even pitching. Second of all, there were ... the entire thing happened and I'm watching them sitting there on stage and ... or I'm sitting there and I'm watching this guy on stage and there was literally no testimonials, literally no testimonials. Again, you ever been to those awkward home environments where you ... you get to suddenly the spot where you're gonna start pitching and talking about prices and things like that, you get all awkward, red face, your blood starts to boil, you start talking fast, your throat starts seizing up, you can't stay relaxed, you know that everyone can see that you're not staying relaxed, you talk real fast, you'd be like, "If you want [inaudible 00:06:33]" and you kind of just get off talking about it. I'm sure you guys have done that before, I have. I had to learn how to pitch, I had to learn how to do this in a way where it wasn't awkward for people to listen to me, and I had to do it in a way where I didn't feel weird about it either. So first thing I notice right, is that first of all, I didn't realize he was pitching, and he totally did that. He started to get all nervous and start talking fast and he was hard to follow, he was jumping around all over the place, "What's going on?" "Oh my gosh, this guy's pitching and he's slightly train wrecking it." "Oh interesting." And found out he closed like not even 5% of the room. Anyway, there was a lot of people in there, he should have made a crap ton of money, he did not. I know because I walked up to the back and I bought because I wanted to see what they were selling, figured out I kind of coaxed it out of the person, I was like "So, how many people bough...