28  April 2015  |   Posted by Lisa Sasevich
 

What-to-Sell April 23, 2015.pngA lot of people ask me what they should sell in various speaking environments—or what they should do if they’re told they can’t sell at all.

I’m going to make this decision super easy for you, so that you can start getting the right tools together and be ready for any situation.

Directly from our “Leveraged Progression Plan for Speakers” is what to offer in three different speaking scenarios:

When You Can’t Sell, Give, Give, Give
If you only have 30 minutes or less to speak, that’s generally not enough time to develop and deliver an effective Irresistible Offer. So if you don’t have enough time to give a solid talk, or if you’ve been told that you can’t sell at all, what you want to do, instead, is give, give, give, and collect leads to connect with later.

What do you give? You can give a free gift or a strategy session or a complimentary office appointment. You can do a raffle or a drawing for one of your products or services. That gives you the opportunity to unabashedly promote the prize, because you have to let them know what they could win. You can also invite people to sign up for a free teleseminar or webinar that takes your talk a lot deeper and gets them into your own selling zone.

When you can’t sell, give, give give. More here.

When to Get ‘Em Going 
When you’re speaking for 60-90 minutes at a live event or teleseminar or webinar, and the audience is not highly invested—meaning they might be there for free or they didn’t have to travel or invest much of their time—or if they’re not totally your tribe, you want to make an entry-level or low-ticket offer up to $2,000.

This is the category for most Speak-to-Sell events, where you’re looking to serve more people through a larger quantity of sales, rather than serving only a few at the high-ticket level. This approach is also great for testing new concepts.

When to Go For It! 
When you’re speaking live before an audience, and you have 75-90 minutes to go through your entire Signature Talk and Irresistible Offer, and your audience is your tribe, and they’re highly invested with money, travel, and time, that’s when you want to consider going for it. Make that high-ticket offer of $2,000 or more!

If you’ve assessed your audience well, you can make big money and get awesome action-taking clients. However, since it’s all or nothing, if it doesn’t go well, the results can be disappointing. For instance, I once spoke at a speaking bootcamp that I thought was my tribe, but they weren’t, and I only sold three tickets at $4,000. Now who can complain about a $12,000 day? But if my offer had been a version with less private coaching for only $997, I would have gained a lot more clients, who would likely have gone on to invest in our higher-level trainings.

If you want to start getting the right tools together so that you can be ready for any speaking situation, come join us in Palm Springs, California, in May or Tampa, Florida, in October for Speak-to-Sell Bootcamp LIVE!

16  April 2015  |   Posted by Lisa Sasevich
 

Has this happened to you?

You’re about to make an offer during a presentation, when hesitation or doubt crops up?

You feel discomfort or an internal voice says, Don’t make an offer. They’ll find you if they’re interested. Just let them think about it.

The next time that happens, I suggest that you tap into the mindset that it’s actually a disservice not to make an Irresistible Offer.

That’s right. It’s a disservice to your potential clients, and it’s a disservice to yourself.

Here’s why:

Disservice to your potential clients. Your potential clients value your expertise or they wouldn’t have shown up for your presentation. If you don’t make them an offer, you don’t give them the opportunity to take their learning further with you. It stops right there.

Disservice to you. When you don’t complete a presentation by making an Irresistible

Offer to your ideal clients, you do all the heavy lifting for your competition. You work hard to create and educate the market, and then walk away with the false assumption that they’ll call you one day when they’re ready.

The truth is they won’t. Their greatest moment of inspiration is when they’re with you.

They don’t walk away and get more inspired.

So if you don’t make an Irresistible Offer, the next person who does will get those clients.

They’ll get your clients. The clients who came to buy from you, but you didn’t give them the opportunity.

So the next time you have that opportunity, make an offer, and make it Irresistible.

If you’d like to learn how to craft an Irresistible Offer, as well as a Signature Talk that you’ll LOVE, check out our LIVE Speak-to-Sell Bootcamp.

9  April 2015  |   Posted by Lisa Sasevich
 

As heart-centered entrepreneurs, our natural tendency is to give and give. And that’s great. That’s what we’re here for.

deep-dishBut sometimes during presentations we can saturate our audience with so much information that, by the time we start to tell them about our offer, they’re full. They can’t take in anything else.

It’s like giving them Thanksgiving dinner, and then asking them if they want to buy dinner. They can’t. They just want to go home and go to bed.

So how do you strike that perfect balance so that you’re not short changing people, who gave their valuable time to learn from you, but you’re also not giving away the store?

The answer is to go deep dish.

Choose an aspect of your offer that’s hot. People keep coming back for this information because they get so much value from it. And, you also love to teach it.

During your presentation go deep with that information, give them what they need to apply it and get great value from it right away.

This will leave them hungry for more of what you have to offer.

Then just sample through the rest of your system, giving them little tastes of what they’ll get if they invest.

If you go deep dish before making your Irresistible Offer, everybody leaves feeling great.

Those who didn’t invest have a great new tool or strategy. Those who did invest are eager to see what else they will learn.

And you’ll also feel great, knowing that you served everyone in the room, including yourself and your purpose.

If you’d like to learn more about creating hunger for your work with a Signature Talk that you love and Irresistible Offers that sell, check out our LIVE Speak-to-Sell Bootcamp.

2  April 2015  |   Posted by Lisa Sasevich
 

Speakers, including some big names, have asked me to watch the last 15 minutes of their talk to see what they’re doing wrong with their “close.”

reverse engineer your talkBut I don’t even have to look at their tape to give them the most crucial advice.

If they think the close only happens in the last 15 minutes, then that’s where they’ve gone wrong.

In our Speak-to-Sell Signature Talk formula, the sales job actually gets done a lot earlier than that, and it’s holistic, so it doesn’t feel salesy.

How do you accomplish that?

You “reverse engineer” your talk.

That means, you start with the offer that you’re going to make, and then go back to the beginning and create the rest of your talk — the intro, the body, and the transition — so that everything you say and do leads right to making that offer so smoothly that it feels like the obvious solution to everything you’ve been saying in your talk.

Not only that, but if you follow our simple formula, they’re hungry for the offer and feel served when you finally show them how they can get their hands on it.

If that sounds great to you, and you want to learn how to create that kind of hunger in your audience for your offer, all without being salesy, check out Speak-to-Sell Bootcamp.

26  March 2015  |   Posted by Lisa Sasevich
 

When I first started to speak on large stages, I was often the only woman. (This has changed somewhat, but there still aren’t enough of us ladies on stage.)

magnetic-marketingAs I’d watch some of my fellow speakers jump up on chairs in the middle of their presentation, throw things at the audience and pound walls, I was concerned that I wouldn’t make enough of a splash with my authentic, grounded style.

Then a colleague of mine gave me a lot of peace, when she said, “Lisa, you have a magnetic style, and they have an explosive style.”

Here are some key differences between the two:

1. Connection. The magnetic Speak-to-Sell presentation starts with connecting with the audience and moves forward from a like-minded place, whereas the explosive style is more of a show and can sometimes feel that something is being “done to” the audience.

2. The Body of the Talk. The magnetic Speak-to-Sell talk is generally loaded with immediately useful content, while the explosive style tends to have a lot of stories and anecdotes and reasons to move forward, but not a lot that you can get started with right away.

3. The Offer. Both styles are designed to move people into immediate action, but the magnetic style feels more like an invitation. The making of the offer is very transparent, and is focused on the main dish offer with a couple of relevant bonuses and a special limited-time offer. Meanwhile, an explosive style has a lot of gimmicks, price slashing and many bonuses.

4. They feel different. The magnetic style tends to leave the audience feeling great and contributed to, whether they buy or not. Sometimes the explosive style can leave people feeling great if they buy, but not so great if they don’t.

If you want to learn how to make a magnetic Speak-to-Sell presentation that gives great content and sells while leaving you and your audience feeling good, come join me for Speak-to-Sell Bootcamp Live.

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