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You can listen to this episode and download its mp3 from my podcast for free: Three Massive Mistakes To Avoid When Making An Offer From the Stage
I want to talk to you about the three massive mistakes to avoid when making an offer from the stage.
Whether you’re brand new or you’ve been a speaker for a while, you can probably imagine that being a speaker and making an offer takes some skillset.
Here’s the number one mistake that I see: not making three calls to action.
You can be up on stage, give a great presentation, speak well, get to the offer, and you only make one call to action. It’s not enough.
What most people don’t realize is that even if you don’t know exactly what to say, even if you feel like you’re not confident, if you make your call to action three times, your conversion rate among your audience would go up dramatically just because you made three calls to action.
(There is a specific way to make those three calls to actions – click here to learn how to make an effective call to action from the stage.)
The second biggest mistake I see is rushing the offer.
I often see people delivering content and nailing it, and then they get into the offer and because it has to do with money, all of a sudden they back off or rush through it.
When that happens, you’re doomed to fail.
The way you deliver your content, and the emotion and the inspiration that you bring to your content, you should automatically bring that same enthusiasm into the sale.
Let’s say you’re doing a 90-minute presentation and you’ll make your offer in the final 30 minutes of that presentation. During those 30 minutes, you’re not just selling – you’re still teaching too, as you’re telling your audience about your program. Why would you rush through your sale when they’re still learning and you’re teaching them?
Yes, you’re making an offer, but you’re also teaching. Don’t rush through it, don’t back off it, and keep your enthusiasm through the offer by still teaching throughout the offer.
The final mistake to avoid is thinking of the sale or the offer as only happening during the final 30 minutes of a 90 minute presentation.
The sale actually happens all throughout the presentation. If you put the pressure on yourself to make it all happen in the last 30 minutes, you’re not going to experience the level of success you want.
Through the first 60 minutes of the presentation, you’re using a process of seeding where you’re talking about the offer that’s about to come up. Why? People doesn’t like surprises when it has to do with being sold to.
Seed your program throughout your presentation. It’s as simple as saying:
“I hope you enjoy this point that I’m sharing with you right now on how to make a call to action. In my seminars, I spend an entire afternoon talking about how to make an offer from the stage. I’m going to be sharing with you at the end of today’s presentation how you can continue your education with me and join me for Superstar Speaker Training. So, back to talking about the calls to action.”
That’s seeding. Aim to mention the program you will offer up 3-5 times throughout the 60 minutes of the presentation before you get into the 30-minute offer.
I hope these tips serve you. If you like this, please leave a comment, share it with somebody today. If you want more of this, you can see below for some extra free training.
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