It's not about you: telling your story smart and short
Many direct sales demonstrators make the mistake of attempting to recruit by talking about themselves--their goals, their needs, their success.
We're told "share your story" over and over again. But what we never quite fully absorb is the simple truth that people aren't interested in OUR story--they're interested ultimately only in their own.
Your background and your reasons for joining, while similar to what others may experience, are unique to you. They're interested in your story only as long as it lines up with theirs. Once your path diverges from what they're thinking or feeling, a disconnect begins.
When someone shares their story, subconsciously, we make a list in our minds. Every statement the speaker makes goes in one of two categories. That lines up with what I've know; or I can't relate to that. This fits what I think; or I don't believe that's true. That happens to me, too; or that's not how I did/would have handled it.
We don't even know we're doing it, but at the end of the speech, how convinced we are that the person spoke the truth is a direct result of that subconscious categorizing. If there were too many checkmarks in the "can't relate" category, we're going to come away with a negative or disbelieving mindset about whatever it was they were saying.
I'm not going to tell you to make up a story. Your story is just that--yours. And it is a powerful thing. But there are different aspects of the story that you can play up and emphasize that will go over better with different groups. It's still the truth--it's just focusing in on the parts of the truth that are going to resonate with your customers, while still sharing the whole truth.
Emphasize the commonality of our human experiences as you share your story, tailored to your audience. When we tell our story only one way, it loses the power to become anyone else's story, because it can't transform into general feelings and emotions common to us all.
Keep telling your story--but tell it smart, and tell it short.
Can you tell your story in three sentences or less? It takes practice not to ramble!
Talk about yourself, and you've got a minute or two before they're lost. Talk about them, and you've got their attention for as long as you are speaking.