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This is the info from the rest of the Seven Steps To A Successful Presentation video from a truly amazing speaker, Joanna Martin. I have summarized the rest of the video here for you. If you are interested in further information on the training she provides, go to Her Site
Seven Steps To A Successful Presentation Part 2
by Jim Green
The seven steps to making a successful presentation are deceptively simple and straightforward, but are more complex in the execution than you might believe. Here is the simple list again.
- Make a connection with your audience.
- Get permission to do your thing.
- Engaging content.
- Establish an emotional need for your product.
- Reveal your product.
- Make your no-brainer offer.
- Invite action.
Okay, let's move on and cover the second half of the rules for a successful presentation.
- Establish an emotional need for your product. If the audience doesn't feel a need for your product, they're not going to buy no matter how many bonuses you throw in. You can either make them so dissatisfied with their present situation that they want to take action to change it, or, your can enlighten them about a better place that you make them desperately aspire to. You will certainly want to maximize either the perception of pain or pleasure depending on your tack. You will probably want to start out by aggravating your audience’s pain, as it is much easier to do than making them pant after a pleasant place. Leave the pleasure thing until you are well seasoned as a presenter.
Do not describe, or even refer to your product at this stage. You are merely trying to build that emotional need that your product can fill.
- Once the audience feels an emotional need for your product or offer, ask their permission to reveal it to them. Don't just describe it, reveal it. Don't rush your close. You have been building all day to this spot. Let them know what your product will do for them. You can give a very brief description of the physical product or service, but spend most of your time on the benefits. Follow the same rules that you would use for a sales page. Be very clear. Speak confidently. Don't waffle and make them feel that it is okay not to buy. It’s not!
- Make your no-brainer offer. Build the value. Tell them what’s in it for them. Your audience should not need to think about your offer, they should jump at the chance to take action on your offer.
Include a bonus or bonuses. Do not give them junk you have lying around. Ask yourself what they want, then include that as a bonus. Make the bonus so attractive that some folks will take your offer just to get the bonus. Since people are highly unlikely to buy once they leave the room, you should always, always, always include a guarantee. Give them an out if it doesn't turn out as they expected.
This is the time for the testimonials for your product. Layer them on.
Explain how the product will be delivered e.g. they can listen to the DVD at their own time in the comfort of their own home. Conversely if you are offering a workshop or other product that they must leave home for, build up the value of the separation from the distractions of home, and the intense concentration possible because of the setting.
Use scarcity, but don't lie. One way of creating scarcity is by offering a special bonus to the first X people who buy your package. Note: Sometimes people will obviously want to take action at this point. If you notice it. Give them permission - “If you want to go to the back now, go ahead. I will not be offended.”
Your offer should appear to be too good to be true. Then justify why you are making such a great offer at this time. It can be as simple as, “I want every entrepreneur to be able to access “this great product” and so I have priced it so that it’s easy for you to make a decision.”
- Invite action. Regardless of how prepared people are to take up your offer, they are unlikely to do anything unless you tell them exactly what they need to do. Do not open up for questions at the end. Do not let anyone make announcements after your close. Close clearly. Don't waffle. Don't apologize. Invite them to take action by filling in their forms and going to the table at the back - where you will be available to answer any of their questions. Join me at the back table now. Follow this by some music or something to break the mood and give the audience permission to move to the back.
from Your Faithful Editor
If you want to find out more about the great program on how to be a million dollar a year presenter that Jo offers, go HERE.