Archive
8 July, 2009
The Secrets of Selling From Stage
Official Newsletter with Dr Joanna Martin
IN THIS WEEK'S NEWSLETTER
- The Big Day: July the 22nd.
- Newsflash: Come cruisin'
- Video: The profit making attitude you need.
- Article: Making a Sales Presentation- The Art of Closing from Stage
- Survey: Tell me what you want
- Joanna recommends: Free Training Videos and Articles on the Shift Speaker Training Blog
- We support: Opportunity International
MESSAGE FROM JOANNA
Right now is probably on the of the most exciting times I have had for a while. I am to be seen roaming around London with a big smile on my face. Thanks for all the words of support for mu Kung Fu grading! I had it on Sunday and I think it went well. I’ll let you know if I passed as soon as I know I promise!
But that’s not the main reason I’m so chuffed. It’s the thrill that comes with learning new stuff! You see, I am working with my blogging mentors, Gideon Shalwick and Yaro Starak, to conduct my first online product launch. You see we’re rebranding everything and so to celebrate we’re having the hugest event the public speaking field has ever seen online! I can’t tell you too much about exactly what is happening on the Big Day- the 22nd of July- but trust me- you want to have your computer on that day! My speaking colleagues are going to be WILD when they see what I’m up to! Heeheee! :)
One thing I can tell you about though is that right now (well not right now coz I’m writing this)- but today I’m busily extracting every scrap of knowledge I have about taking a business from startup or solid to wild speaking success and putting it into the soon to be released “Presentation Profits Blueprint”. This blueprint is going to be a must have, must own, must read for anyone who routinely speaks or is thinking about becoming a speaker. For a limited time only, it will be available for free download from Wednesday the 15th of July- so watch out for that!
What’s more many of our subscribers and friends have already gone and checked out the new blog we launched just yesterday- so thanks so much for all your comments and feedback. Please keep coming back, as we’re loading up new, ground-breaking content almost daily at the moment- and tell all your friends.
Check it out here: www.ShiftSpeakerTraining.com/blog
I have to admit, I am having soooo much fun at the moment learning loads of new stuff about video, youtube, pinging, blogging and all sorts of weird and wonderful words I didn’t know existed. One of the godsends during this time are our new team members: Anya and Larisa. These girls are our very own Russian Secret Weapons who are managing our customer service and supporting our internet efforts. So when you call the office, don’t be surprised to hear from the lovely Russian gals!
Well- that’s all for now. Enjoy this weeks video tip- a special request from the survey we ran this week; and the article- again by request. Let me know your thoughts!
Have a great week, and remember- sign up to the blog and receive automatic updates!
Cheers,
"Your Mindset When Selling From Stage "
In a survey of our subscribers, we found that one big thing that came up is being able to have the right mindset or belief when it comes to asking for money at the end of your presentation.
It is something that people can really tie themselves up in a knot about.
Let me share with you what goes on in my mind during the sale, and how you too can deliver your close with grace and ease. You want the audience to not only permit the sale but to actively want it.
Think about it this way. If you've delivered an exquisite presentation (as you would have!) then anything less than offering the audience an opportunity to do further business with you is letting them down.
If you've done a good job they will be sitting there wanting to know how they can do more with you.
Secondly, you do people a disservice if you make them think that after 1-2 hours with you, they know everything there is to know about your topic or what you have to teach. Any new skill set takes more than a couple of hours to learn.
As you go into your presentation you need to recognise that not only do you need to educate them, you also need to give them the opportunity to take action and buy the next installment with you.
Many people have trouble asking for money for their service or products and it usually comes down to how they value themselves. The thing is that your audience will always value you more than you do, based on their perceived value of what you are showing them. If you see yourself as more valuable than your audience does then your ego has become too big!
Your knowledge is valuable! Know that there is someone somewhere waking up today wanting to know what you already know how to do.
So get out there, feel the fear and do it anyway!
Making A Sales Presentation: The Art of Closing From Stage
One of the most common questions I get asked from my members and subscribers is how do I make the transition from doing my talk to making my sales presentation? So in this article I want to give you a few tips so that next time you are making an offer at the end of your talk, you feel confident to ask for the sale.
1. Make sure your mindset is in the right place. 
The biggest reason most people get tied up in knots when it comes to moving into their offer is that they actually think about it as a separate part of their presentation.
I hear this all the time: “I’m fine delivering the information, but when it comes to asking them for money I go to pieces”. The assumption is that the sales presentation is somehow different to the educational presentation. Not so.
Think of your presentation as a whole and that the part we refer to as the “close” or the “offer” is just the last chapter of a book. Like a book the final chapter makes no sense in isolation and the whole book would make no sense without the last chapter.
For more insight into the mindset watch this video.
2. Have a good segue.
That said, you do need to have a segue: a graceful way of moving from the content to the offer. This should only be a few seconds long, and exists just to get permission from the audience to reveal your product.
It could be as simple as
- “As you can see the process I’m sharing with you is a simple one, but there is an even simpler and easier way to get started. Can I share that with you now?”
- “In summary, the key is to take action. Can I now show you what I believe is the smartest action you could take as you leave here today?”
- “During the break I had some questions about the next steps, can I share the next step with you now?”
See what I mean? It does not have to be a big deal. Just some way of linking what you’re saying with the offer that you’re about to make.
3. Don’t change your energy.
The biggest mistake I see newbies and seasoned professionals alike make during this process is changing the style of their presentation between content and offer. They may have been fun and relaxed and humorous during the content of their talk, and as soon as they get into the offer they get all weird and loud and pushy. Why?!
Your energy and style should stay consistent from the moment you step on the stage to the moment you leave. There should be variation throughout the whole presentation from moment to moment- but not a big shift between content and offer. If anything the only slight change should be to go a touch faster during the close, as speaking faster is a quick and easy way to build excitement.
That said…
4. Don’t rush.
Hang on- I’ve just said speed up, now I’m saying don’t rush!? What I mean is yes, you can speak a little faster, but that does not mean you want to leave out crucial descriptions and draw out key points in your offer.
The close is the most important part of your presentation. If you have done a good job of your content people will want to hear what you have to say about your products, so do them the favour of taking them through it sanely, step by step and giving them the full picture of what they are about to invest in.
One of the main reasons people don’t buy is because they are confused. So take your time to outline things exactly- you can speak quickly- but don’t jump all over the place and do a rush job.
5. Focus on the benefits.
As you describe your product make sure you don’t focus only on the features of your product. So the car might have ABS brakes (feature). But what does that mean for me? Well, the benefit is “so you can rest easy knowing you and your children are safe, even in the wet” (benefit).
You get the idea?
To turn a feature into a benefit, ask: “what does this mean for my client?” Then spell it out in terms of emotions.
6. Don’t apologise.
Don’t ever, ever, ever, ever, ever, eeeeeever apologise for your sale. Never assume they don’t have the money, or they don’t want to take action today. That’s your mindset, not theirs!
You delivered great content, you did a good job- your audience WANT to hear about the next step. Confidently and with your normal style outline the offer, and confidently ask them to take action. Then let them decide the best course of action for them.
The main way to get good at this is practice practice practice! So get out there and deliver as many presentations as you can.
Would you like to use this article on your website or in your ezine? You can, as long as the information below stays intact.
About the author:
Dr Joanna Martin
Dr Joanna Martin is an internationally acclaimed speaker and sought-after educator who has taught over 40,000 people on three continents.
Today, she trains entrepreneurs and professionals alike in key communication, leadership, and presentation skills. With her partner Greg, through their business, Shift Lifestyle they provide strategy and support for business owners who want a lifestyle, not just a living.
For more information go to: www.SecretsOfSellingFromStage.com
As you may know, I have recently launched my new speaker training blog which will be full of free speaker training resources, so now is the opportunity to tell me exactly what you want to know. I'll then make free training videos for you and put it on my blog. How cool is that?
All it takes if 4 minutes (or less) of your time to let me know in as much detail as you have time for what you want to know about speaking, consulting, information products, software, seminars- you name it. I've put togther this quick 9 question survey you can speed through to bring me up to speed with your innermost desires!
To take the survey, just go to this site:
Free Training Videos and Articles on the
Shift Speaker Training Blog
We are celebrating the launch of our new blog yesterday with a HUGE information packed video which was just uploaded. And
even I am shocked at the level of detail I go into.
Absolutely no cost, with no upsells, no nothing- just 40 minutes of solid public speaking training for anyone who wants to accelerate their business growth through speaking or make money from their passion. Get over there now, have a look around and make some time to watch the video.
http://www.shiftspeakertraining.com/blog
In this tell all little piece I go into detail about:
- The 5 Advantages Speaking has over any type of marketing and how to apply them
- The 3 big mistakes people make when speaking
- The 3 phases of growth of a speaking, coaching or consulting business and why you MUST go through them in the RIGHT order or risk being broke and unhappy; or even embarrassed.
I'm telling ya- you're going to love this blog.
http://www.shiftspeakertraining.com/blog
Make sure you subscribe to the rss feed so you get updates when we post!
Please leave your comments. I can't wait to hear what you think of it all!
Oh and pass on the link to any of your friends who you think might like to know about speaking.
Have fun!
Opportunity International Australia provides people living in poverty with access to basic financial services – including small loans, savings accounts, insurance and business training. These services are know as microfinance, and they assist people who wouldn’t usually qualify for regular banking services because they have no form of collateral or formal identification.
Here’s how it works…
By helping a mother to buy a sewing machine to start a tailoring business or a father to buy seeds to plant a vegatable garden, small loans enable people in poverty to earn an income and provide for their families. 97% of loans are paid back, so the cycle can continue for years! Each successful business feeds a family, employs more people and eventually helps to empower a whole community.
Did you know that for only a $200 donation you can help one family start a business and employ one other person? This one loan once paid back can be used again and again. Many of us spend more than that on a night out with friends and once that money is gone, it’s gone!
Find out more about Opportunity International and how you can make a difference by visiting their website:
