A lot of my clients are successful in their programs because they try to keep in mind the top mistakes to avoid when making an offer. The information you’re about to read is some I normally only share in my group coaching program, but I understand your passion to share your message and dedication to win. That’s why I’m here to help you out.
Mistakes to Avoid When Making an Offer | Win a Sale
Why is it important to talk about the mistakes to avoid when making an offer? Because otherwise you’ll make them! For instance, when you’re onstage doing your seminars, you need to have a call to action. Not having one is a waste of energy and time for both you and your audience. Without a call to action, they don’t know what to do with the information you give them. It’s like they’re saying, “Okay, I hear you. So what’s next?”
Before we get into the details of mistakes to avoid when making an offer, let’s talk about the call to action. What is it? You see them on websites (even on this blog), in magazines, on TV, etc.
They are basically words, phrases, or sentences that compel your audience to do something like “Click the button below” or “Download the worksheet.” They are very short, but they are also very specific since they are instructions.
Sounds easy, right? But you’ll make yours more effective if you avoid these errors:
1. Not Making Three Calls to Action
One of the biggest mistakes to avoid when making an offer is not making your three calls.
Here’s the formula: you’re onstage, you give a great presentation, speak well, get to the offer, and you only make one call to action. Then it’s the end.
However, you can’t get everyone to say yes on your first call. In fact, it’s not uncommon to get zero clients on your first call to action! Dream clients don’t necessarily immediately think, “Oh yeah, this is what I need.”
Many clients are harder to convince. They will go, “It sounds great, but I’m not sure if I need it.” Others may say, “He looks trustworthy, but does his program really work?” There will be doubts – lots of them.
By making at least three calls to action, you give your audience the opportunity to join your program at any point of your presentation.
There are many reasons why your clients will say no the first or even the second time but don’t give up. Making three calls can dramatically increase your conversion.
2. Rushing the Offer
Another one of the mistakes to avoid when making an offer is rushing the entire process. I often see people delivering content and nailing it. However, when they get to the offer — 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.
With the way you’re delivering your content, and the emotion and the inspiration that you bring to your content, you should automatically bring that same enthusiasm to 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 also teaching as you’re telling your audience about your program. Why would you rush through your sale when they’re still learning from you?
Remember, don’t rush through it and don’t back off of it. Keep your enthusiasm through the offer by still teaching throughout the offer.
3. Offering Only During the Last Stretch
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 may not experience the level of success you want.
— Ted McGrath (@ted_mcgrath) June 17, 2017
Through the first 60 minutes of the presentation, you’re using a process of seeding. This means you’re talking about the offer that’s about to come up. Why? People don’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 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. Anyway, back to talking about the calls to action…”
That’s seeding. Aim to mention the program you will offer three to five times throughout the 60 minutes of the presentation before you get into the 30-minute offer.
Keeping in mind these mistakes to avoid when making an offer is just half the process. The other half is not doing them at all! However, I understand calls to action can become very boring. Additionally, at some point, they tend to stop working. If you’re struggling at this stage, check out these call-to-action examples to give you some inspiration.
Are there more mistakes to avoid when making an offer? Let’s hear them in the comments below!