Friday, April 08, 2005
How To Sell Your Services With Speeches and Seminars
Hi, Renee Stephens (www.mindforbody.com) and I are giving an
introductory workshop to our work. We will do four processes
to help people get rid of a compulsion for a single type of
food (that has been causing them problems), and then we will
do an NLP six step reframe to install something healthy.
Anyway, the reason for this post is to ask you how we can
incorporate sales into our presentation. We want to get
people to sign up and book sessions on the spot! How do we
do that?
There are a number of elements you need to include to make this happen.
First and foremost... what is your offer? Or actually a better way to
put it is, what is your irresistable offer? What do you have to offer,
that when put in front of the correct audience, they will want to buy
because it adds so much VALUE to their life?
As Stephen Covey says in the 7 Habits of Highly Effective People
"Begin with the end in mind."
In the talk itself you must clearly demonstrate the benefits to the audience of
what you are offering. Keep in mind there is a big difference between
a feature and a benefit.
You must build rapport with your audience. There are a variety of
techniques to do this, books on it, and also NLP trainings on how to
be a very effective public speaker (I highly recommend Jonathan Altfeld for this type of training).
You must use all the channels (see, feel, hear) repeatedly.
You must provide proof
You must address the natural nature of people in modern America to be
cynical. After 40 years of events such as the Vietnam War, Watergate,
the Lewinsky Scandal, Enron, Savings & Loan Scandal, etc. Americans
are very skeptical of anything put in front of us. Ignore this at your
peril.
The most important element if you wish to make money from this event
it...
You must build a strong close!
which must include the irresistible offer.
Your close should take at least 10 minutes and should have a sense of
urgency built in.
There are strategies and methods for building a close, creating
irresistable offers, the flow of the speech, and creating a sense of
urgency, but each of these could take a chapter in a book on speaking &
selling so I won't go into it hear.
Hope this helps get you started...
Cheers,
Craig
introductory workshop to our work. We will do four processes
to help people get rid of a compulsion for a single type of
food (that has been causing them problems), and then we will
do an NLP six step reframe to install something healthy.
Anyway, the reason for this post is to ask you how we can
incorporate sales into our presentation. We want to get
people to sign up and book sessions on the spot! How do we
do that?
There are a number of elements you need to include to make this happen.
First and foremost... what is your offer? Or actually a better way to
put it is, what is your irresistable offer? What do you have to offer,
that when put in front of the correct audience, they will want to buy
because it adds so much VALUE to their life?
As Stephen Covey says in the 7 Habits of Highly Effective People
"Begin with the end in mind."
In the talk itself you must clearly demonstrate the benefits to the audience of
what you are offering. Keep in mind there is a big difference between
a feature and a benefit.
You must build rapport with your audience. There are a variety of
techniques to do this, books on it, and also NLP trainings on how to
be a very effective public speaker (I highly recommend Jonathan Altfeld for this type of training).
You must use all the channels (see, feel, hear) repeatedly.
You must provide proof
You must address the natural nature of people in modern America to be
cynical. After 40 years of events such as the Vietnam War, Watergate,
the Lewinsky Scandal, Enron, Savings & Loan Scandal, etc. Americans
are very skeptical of anything put in front of us. Ignore this at your
peril.
The most important element if you wish to make money from this event
it...
You must build a strong close!
which must include the irresistible offer.
Your close should take at least 10 minutes and should have a sense of
urgency built in.
There are strategies and methods for building a close, creating
irresistable offers, the flow of the speech, and creating a sense of
urgency, but each of these could take a chapter in a book on speaking &
selling so I won't go into it hear.
Hope this helps get you started...
Cheers,
Craig
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