m403 jm perfect_pitch
DESCRIPTION
Dr Joanna Martin's talk on how to design a perfect pitch. This is really hot stuffTRANSCRIPT
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Powerful persuasive pitchesCreate a compelling, irresistible offer for your audience
Joanna Martin
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Designing a no-brainer offer
• Every word of your presentation must build up to the final delivery of your offer.
• The no-brainer offer: An every-day offer with a sweet touch (e.g. a test-run) and an irresistible bonus (e.g. pay over 12 months).
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Packaging products
• Bundle several products together to appeal to your target audience.
• Give them options: Would you like a or a + b?
“You can afford to put up your prices by 10% and lose 30% of your clients, and still be ahead.”
Mal Emery
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Provide layer upon layer of value
The key question: How much value do you offer compared to the price point?1.Remind yourself of your audience’s wants, needs, fears & frustrations.2.If money & time were no object, what would your target market crave?
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Back it up with a strong reason whyThe more believable your reason, the more sales you will get.•“Special introductory offer.”•“Early bonus for the first 17 to buy.”•“This is a once-only seminar.”
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Create urgency
Give them a deadline. Explain the deadline. Stand firm on your deadline.•If you have captivated your audience on stage then close the deal. If you let them leave it just won’t happen.
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Outrageous guarantees
Remove ALL the risk from buying. Make your guarantee generous. •Name your guarantee. Offer more than their money back.•Use a competitor challenge to stand out.
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Connection: trust & responsivenessThe first 2 minutes on stage are crucial.Objectives:1. Connect with everyone; gain their trust.2. Engage 100% of the audience in your
topic.3. Let them know you’re the boss.4. Start the game of Simon Says.
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Your opening
Script your opening but be prepared to adjust it. Have everyone unconsciously saying ‘Yes’.1.Use facts to dazzle your audience.2.Use humour carefully.3.Engage your crowd with questions.4.Make sure they know you’re the boss.
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The backbone of your presentation
Every point you make in your talk should move your audience closer to the action you want them to take.•The content should sell your product.•Use a success formula. An example: Involve, Inspire, Invite.
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Critical factors to consider
• Who are your audience?• What experience do they have?• Their needs, wants, fears, & frustrations?• What are they desperate to know?• Their biggest problem?• Their greatest dream?
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Fleshing out your content
• Selection of my top tips: if you have a large number of tips then select the best to demonstrate your product/ service.
• What is important in their lives?• A story from personal experience.• A testimonial that proves what you say.
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Ripple review
Ask yourself these questions:• Who are your audience?• What content will sell your product?• How long do you have?Use success formulas so that your
audience remembers you.
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ANNOUNCEMENTSNext Week: Arthur op den Brouw: Focus on your brandAfter that: Ryan Pinnick and then Mike Clark again! September 25th Sales Mastery Workshop. Focused on results. Day workshop run by Mike and Arthur
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4 for £1Next 4 weeks access for just £1!
(No obligation, and only £89/mth thereafter if you decide)
Bonus Offer: Upgrade to quarterly membership (£237), and get the 1 day workshop for free (valued at £147)
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Special Offer for Guests
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Thank you for joining us
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Ripple Effect Sales Training
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