10 Steps of a Powerful Presentation
EFFECTIVELY SHARING THE USANA MESSAGE
It is very important that all Distributors follow
these 10 steps when giving presentations. This
allows us to share the same message and maximize
our sponsoring efforts with an outline that is proven
to be highly effective. Remember, this business is
about duplication.
1. Introduction (3 min.) – This business
is about enthusiasm, passion, and heart,
not mechanics. It’s important to open the
presentation with a short but compelling story.
Give a quick biography about yourself and
your background. Explain your purpose for
joining USANA and your USANA experience.
Ideally, your story should be a balance of
product and business. Use “me-too’s” to relate
with the audience. For example, “I was living
paycheck to paycheck with no time freedom,
can anyone relate?”
2. Wake-up Call (3 min.) – Create a focal point
of attention for the prospects to wake up and
listen. This is accomplished by using statistics
and stories of downsizing, failing social
security, poor retirement, no time freedom,
increased stress, etc. You may want to explain
linear income vs. leveraged income.
3. The Network Marketing Industry
(3 min.) – Explain the difference between the
traditional distribution system and network
marketing. Include exciting statistics about
the industry. Share the benefits of network
marketing.
4. The Wellness and Anti-aging Industry (2
min.) – Explain why the Baby Boomers are
driving wellness. Use quotes from Paul Zane
Pilzer regarding his projection of the wellness
industry being the next trillion-dollar industry
by 2010.
5. Company (2 min.) – Tell the Dr. Wentz
story and the history of USANA. Cover why
USANA is different.
6. Products (3 min.) – Focus on the core
Nutritionals. What are their benefits and what
makes them unique?
7. Compensation Plan (10 min.) – Cover the
basics of the USANA compensation plan. Use
visual aids such as a white board, video, or
presentation booklet.
8. Four Steps to Get Started (5 min.)
Step One: Explain company Business
Development System and cost.
This is the only required purchase.
Step Two: Place an additional order of
products that you can use and sell
to end customers.
Step Three: Who do you know? Get them
thinking of who to approach. For
example, who do you know who
wants to work from home, fire
their boss, retire early, make more
money, pay lower taxes, or benefit
from these products?
Step Four: Be teachable. Discuss how anyone
can do this business following
the proven success principles
outlined in the Business
Development System.
9. Timing (1 min.) – Briefly explain how the
timing couldn’t be better with USANA. Discuss
the opportunity for worldwide expansion.
Be creative with other aspects of timing to
promote.
10. Closing (3 min.) – Paint the picture. Close by
explaining the three types of people:
1: “I’m ready to get started. Let’s go to work!”
2: “I need more information,” or “I have
questions.”
3: “Thanks, but no thanks.”
At this point, encourage the type 3s to at least try
USANA products, then excuse them. Have the type
1s and 2s stay so that you can answer questions and
complete Distributor enrollment paperwork.
Have Fun. Remember that, “The height of your
enthusiasm is more important than the depth
of your knowledge.” Just be yourself and have a
good time.
Approximate time: 35 min.
STARTING OUT 13
 Guidelines to a Powerful Presentation

Preparing for the Presentation

• Call your meeting a “business presentation” or a “business briefing.” Many people don’t like meetings,
especially those who go to meetings all day at work. The last thing they want to do is go to another meeting.
• If you use a facility where you incurred a cost, such as a hotel conference room, then it is okay to charge
current Distributors a modest fee (P100 - P200 per Distributor). This helps to offset your expenses. Guests
should always be free.
• Set up the entire room one hour prior to start time. This includes the chairs, equipment, music, drinking
water, and any displays. Set up only half the amount of chairs for the total number of people you plan to
attend. Then fill in the back rows with chairs, as you need them. It is better to have a small room packed than
a large room only half full.
• Ensure a cool room temperature. Pre-cool the room because as the room fills up, it heats up. A warm room
will make people drowsy.
• Have plenty of drinking water available. No coffee or snacks.
• Ensure good lighting.
• Use only blue, green, or purple markers on a clean whiteboard, if applicable.
• Play upbeat, slightly loud music before and after the presentation to increase the energy in the room.
• Display products in a neat, clean, professional manner. The display should be high enough for everyone in the
room to see.
• Give presentations in a controlled environment whenever possible. Home presentations are much more
effective when given in your home because it is difficult to control the environment at your prospect’s home.
Be sure to turn off the phone ringers, TV, radio, etc. before the presentation. Be aware that your children, the
pets, or other people can cause disturbances.
• Dress appropriately. Where and whom you are meeting should determine whether you wear casual or business
attire. When conducting a home video presentation, smart casual attire is recommended. Any time you attend
a “live group presentation,” business attire would be appropriate. Just use common sense and when in doubt,
it is better to be a little overdressed than underdressed.
• Try to get commitments from twice the number of people that you expect to attend. This is called “over-
inviting” and should be done for each presentation.
• Minimize “no shows” by picking up as many of your prospects as possible and driving them to the presentation
yourself. This is the best way to ensure that they will be there and on time.

At the Presentation
• Be early.
• Confirm and keep all appointments.
• Distributors should speak highly of (edify) the presenter to their prospects. Prospects will gain respect for the
speaker and will be more likely to pay attention with an open mind.
• Start on time by requesting that all Distributors and prospects arrive 15 minutes early. The first few minutes of
a presentation are designed to relate to the crowd and to open their minds. If people are even 5 minutes late, it
could make a big difference in what they think of the rest of the presentation. It also distracts the entire audience,
including the speaker. Use the 15 minutes before the presentation to find your upline and other Distributors to
introduce your guest(s) to. Let them meet the great group of people in USANA.
• Avoid interruptions. It is the responsibility of any Distributor with a guest in attendance, causing any type of
disturbance, to either stop the disturbance or escort them out of the room. These disturbances include talking
to others, mobile phones or pagers ringing, and small children crying. An opening notice to the audience
regarding turning mobile phones and pagers off is encouraged. If you are holding a presentation in your home,
put a “Do Not Disturb” sign on your front door during your presentation.
• Keep your presentation to a maximum of 1 hour. (Your target should be 45 minutes.)
• Ensure that all current Distributors in attendance participate in a positive, professional, and enthusiastic
manner. The actions and words of those in attendance may actually have more of an impact on the prospects
than those of the presenter.

14 www.usana.com