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Why You Need to Make an Offer

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 ... More


Go Deep Dish

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 ... More


The Close Doesn’t Happen at the End

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, ... More


Explosive vs. Magnetic. Which Feels Right to You?

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 ... More


Take Your Act on the Road

In my last blog, I told you about my turning point. How, years ago, because I was ready with my Signature Talk and Irresistible Offer, I was able to fill in for a main stage speaker at a moment’s notice, and, in 90 minutes, made $10,000 -- a figure I’d been struggling to make in a month. That night, as I lay in my squeaky cot at the retreat center, my thoughts drifted to my father, Eddie Garson, who spent his life on stage. He was a famous ventriloquist, who traveled the world with his dummy Chico-Chico. He played the Ed Sullivan Show twice, Radio City Music Hall, opened for Xavier Cugat, and so on. I remembered that he used to say to me, “Lisa, don’t change your act, change your audience.” Lying in that cot, the implication of those words fully sunk in. He made a living by taking his one act all over the world. What if I could do the same with my talk? And if I could make $10,000 with ... More