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I watch a lot of presentations, and I notice that people rarely give this important step the time and attention it needs.... After you’ve walked your audience through the order form, you need to clearly invite them to step up. To invest in your product or program. To do that, slow down, take a deep breath, get present, and then say something inspiring from your heart. In your own words, invite them to come on this journey, to give this gift to themselves, to follow the knowing that they have. I teach heart-centered entrepreneurs how to have people say yes on the spot, so I often feel the pain of their own stuckness, and am often inspired to say something like this: “You’re here because you want to learn how to have people move on inspiration and say yes to transformation. You’ve done a lot of training, a lot of work to gain your expertise; you’ve done 90% of the work. Having a Signature Talk is that 10% nuance that can ... More
I have a special treat, as I’m pulling today’s article directly out of my 12-point Speak-to-Sell Signature Talk Formula. This is #10, which is addressing the top three objections your ideal clients are likely to have to investing in your product, program or service. You can also call these barriers to buying. The beauty of the Speak-to-Sell Signature Talk Formula is that it applies in any speaking or selling situation -- whether you’re on stage, face to face with a prospective client or doing a teleseminar or webinar preview call. After you’ve walked your audience or prospect through your invitation, you want to say, “Let me now answer the top three questions I always get, and if you have further questions, I'll stick around a few minutes.” That way, instead of a long line of people in the back of the room, or a flurry of emails, all asking the same question, you can handle those questions all at once, right from the stage or during the call, video or preview call. In order to do that, of ... More
If you’re a woman who wants to make more money, there are three things you should immediately erase from your vocabulary. Men, this will work for you as well. 1. “Let me think about it.” When we ask to think about it, we appear indecisive, and we’re also costing ourselves in time by having to get back to people. You know if an opportunity is right for you or not. Go with your powerful intuition, and say yes or no on the spot. 2. “Why don’t you think about it and let me know.” In this case, you’re the one who’s courting indecision in others, and, contrary to what many people think, it doesn’t serve your clients. “Thinking about it” creates an open loop, where they have to get back to you or you have to get back to them. It’s far better to give your ideal clients an Irresistible Offer, so that if your program is right for them, it will be easy for them to commit on the spot. 3. “Should ... More
Have you ever felt uncomfortable “closing” a sale, because it just sounds and feels too salesy? I agree! And that’s why I reframed the whole process. You’re not “closing a sale”; you’re “making an Irresistible Offer.” Your Irresistible Offer is an invitation to your ideal clients to invest in themselves through a deeper learning with you, whether that’s in a class, program, product, mentorship, etc. So, you’re not pursuing prospects. You’re inviting them to pursue you. You’re putting out an offer that is so attractive to your ideal clients that they come toward you. They close themselves. You’re also not being pushy. You’re not dragging anyone over the line to work with you. The desire to invest comes from within them. As a result, they feel great and you feel great, and they show up ready and excited to work with you. If you’d like to learn much more about how to make an Irresistible Offer without being salesy, as well as how to create a Signature Talk that you love, join us in Tampa, Florida, in October for Speak-to-Sell Bootcamp LIVE!
A lot of coaches have been talking to me about people not having the money for coaching. Have you heard these things from prospective clients: "I can't afford it" or "I don't have the money for coaching." Even though many people say they can't afford coaching, often it's not true. What is truer is they may not be able to see how coaching will be worth the investment. I'll tell you how to help them see that it's worth it so you won't hear about money issues any more, and you'll get a lot more clients. First... I'm going to tell you a story about a client of mine from many years ago. His name was James, and he owned a private investigations company. His company had eight employees and was on the brink of going bankrupt. He was behind on several bills. His company cell phones kept getting shut off. He was worried about the company cars being repossessed, etc. He was in BAD financial shape! Do you think a guy like this can afford coaching? Do you think a guy ... More