When a host tells you that you can’t sell at an upcoming speaking event, you want to reframe the question to be certain that’s truly the case.
You want to say, respectfully, “Okay. How about if I created a special offer for your people only?”
If they start thinking about it, give them the details.
For instance, “I want to offer members of your association, 50% off today if they want to take the program. This is so that all of your people can be more successful.”
If they respond enthusiastically, great. You have their permission to make an Irresistible Offer.
If they say no, all is not lost. Just use the event to collect leads to connect with later.
If you don’t know whether or not you can sell, try asking your host something like this, “I’m so excited to talk to your people. How about if I make a special offer just for your people who want to take it further? A special offer just for them.”
You’d be amazed at how many opportunities you can turn into Speak-to-Sell just by reframing the question.
If you’d like to learn more tips for maximizing every speaking opportunity, as well as how to create a Signature Talk that you love and Irresistible Offers that sell, join us in Tampa, Florida, in October for Speak-to-Sell Bootcamp LIVE!
Research shows that we spend most of our day picking off easy or quick details, and not accomplishing the high-priority tasks or working on the bigger vision that’s going to move our business forward.
That’s why I came up with the Sassy Power Hour. This is a focusing tool to support my Sassy Mastermind members in having three different hour-long blocks during the week, where they are specifically focused on creating the business structure we teach.
While I provide them with a customized online tool, you can still apply the powerful principles in your own business.
1. Choose your goal.
What is the big vision you’re moving toward?
2. Reverse engineer from your goal.
Break down the steps toward your goal. What pieces do you need to put into place? For example, in our mastermind, we provide what we call a Sassy Path Checklist, which includes elements such as getting your Signature Talk and Irresistible Offer ready, and having a super-hot free gift so that if Oprah calls, you’re not only ready to appear and contribute, but to capture hot interested leads as well.
3. Now, break down those steps into tasks and decide how much time each task needs.
Break down projects into pieces that can be accomplished in 10-30 minutes, so that you can accomplish three tasks per power hour. So rather than trying to create a whole project in one hour, such as a free downloadable gift, instead you’d break it down into the first element, which might be to brainstorm three options for a great free gift with a fellow mastermind member or colleague.
Three hours a week may not sound like much time, but you’d be amazed at how much you can transform your business when you spend structured, focused time on moving it forward.
When it comes to presentations, be they in front of live audiences or virtually via powerful tools like teleseminars or webinars, people often worry the most about the last 15 minutes, when it’s time to make an Irresistible Offer or invitation to work with you or come in for a consult. But if you ignore the beginning of your presentation, your audience might never even hear the end …so maybe it’s best we focus on that for a moment.
The key to keeping your audience on the line or in the room is to create a strong first impression by employing what I call “positioning” in the first 15 minutes or so of your live group presentation, preview call or webinar.
Positioning means that you put yourself and your work in the most advantageous view, and you want to do that in the following 5 areas.
Here are those 5 P’s for Powerful Positioning:
- Position yourself.
Right off the bat, you want to position yourself for credibility. You want your audience to see you as someone who is well worth their time. For instance, in my teleseminar preview calls, I might talk about the $25 million in sales we’ve done in the past five years, and the thousands of clients whose lives we’ve transformed in 134 countries. If you’re just getting started in a new field, you can share your accomplishments in other work or borrow credibility from the category you’re in. For instance, if you’re a new life coach, you can talk about the difference that having a coach has made for well-known people that your ideal clients admire.
Equally important is to position yourself for vulnerability, so that people not only respect you, but connect with you too, and see you as someone who can help them personally. To position for vulnerability, share what got you to where you are. If you don’t have a dramatic story of hardship, you can still share about the drive, pain, or angst of knowing there was something more for you to do.
- Position your audience.
You want your audience to know that they’re in the right place. You can do this simply by tapping into their pain, making sure to use their own words, so that they feel understood. For instance, if you’re in the nutrition or fitness areas, you might say, “This is for you if you’re tired of yo-yo diets, where you lose a lot of weight, only to gain it all back again.”
- Position your topic.
Position your topic by showing the transformation that’s possible from doing your work. For instance, during preview calls for my 6-Figure Teleseminar and Webinar Sales System, I position the topic by saying, “Teleseminars and webinars enable you to create personal freedom and have a life that you will love. You can touch people all over the world, make the difference you were meant to make, and make great money doing it.”
- Position your talk.
Positioning your talk is similar to that essay format you might have learned in school, where you outline the main points that you’re going to cover. When you position your talk, I recommend covering four points: the first describes what you’re talking about, the second states why it matters, the third point teaches them something they can use right away, and the fourth point is the transition to your offer.
- Position your offer.
The goal of the fifth P is to create trust with your audience. In fact, I call it creating “partnership from the start.” You do this by letting them know that you’re going to teach them as much as you can in the time that you have, and you truly are. But you do have a limited amount of time together, so you promise that, before you conclude, you’re going show them how they can get more. That way, when you make your offer, they’re ready for it. They won’t feel as though it came out of nowhere. And you’ll also feel good, knowing that you’re keeping a promise to show them how to take your work deeper.
I know…I’ve given you a lot, but still have only scratched the surface about how you can position yourself powerfully and craft a profitable preview call. To learn everything you need to know to get your work online and into the hands of the people who have been waiting for your expertise, download my no-cost, brand-new book, Position Yourself for Online Sales Success: How to Use Your Phone and Computer to Finally Set Yourself Free!
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I love teaching heart-centered experts how to get out there and make big money doing what they love.
To help you accomplish that on a consistent basis, I came up with this 5-step formula:
S stands for speak. You’ve got to learn to speak in a clear and concise way the unique value that only you provide. For example, I help entrepreneurs sell without being salesy. Pretty clear, right?
P stands for position yourself as the expert. To be the expert all you need is to know more in your subject matter than the person you’re talking to. So, just own that. You are the expert in your category.
E stands for expect resistance from the outside as well as the inside. When you’re moving forward, you are going to experience resistance, right? That’s a good thing, but so often we interpret that as a reason to stop or slow down. Instead, lean into it.
A stands for assume the throne. When I was fired from my dream job on Christmas Eve, I realized that no one was going to knock on my door and say, “Hey Lisa, here’s the crown. You’re The Queen of Sales Conversion.” I had to figure that out on my own, and then crown myself.
K stands for knowing. Your intuition is strong and accurate. Stop second guessing yourself. You know what to do at any given moment.
If you want people to stay to the end of your preview call, so that they hear all about your offer, you want to be sure to set the “hook.”
The hook is an incentive that richly rewards their staying on the line.
It also leaves your preview call on a high note, as it gives the audience something that they can really use and love, while also displaying how awesome and simple your work is to apply.
Your hook can be:
1. A short training of, say, three hot, useful tidbits.
2. A free gift. You can say, “If you stay to the end I’m going to email you my XYZ.”
3. A raffle. If you use a system where you can see who’s still on the line, you can say that one of the listeners who stays till the end is going to win something, such as a $100 Amazon gift card.
A gift is fun, a drawing is great, but, personally, I like to give something that’s going to serve you for the rest of your life.
And that’s why, when I give a preview call for my 6-Figure Teleseminar and Webinar Sales System, my hook is teaching you all about the hook!
For much more on how you can finally get your work online, check out my 6-Figure Teleseminar and Webinar Sales System now.