June 14, 2017
9 minutes of reading
Comments expressed by Businessmen the contributors are their own.
The following excerpt is the word Dan S. Kennedy and the book by Dustin Mathews There is no BS Guide for Powerful presentation. Buy it now from Amazon | Barnes & Noble | iTunes or Click here to buy it directly from us and SAVE 60% on this book as you use the code CAREER2021 through April 17, 21.
A Signature Presentation is a message that’s right for you wherever, where, or how you share it – say, in a webcast or webinar, face-to-face with someone on a desk or 100 people from one stage. This becomes core of any and all presentations you provide.
The following Speaker ™ formula sorts your presentation into 12 components, in a specific order.
When most people get onstage, make videos or host webinars, they talk in Everybody. It is a motivating energy. It really pushes people away. You’d better get them to come and go into your presentation so that they pay attention to you and be interested in what you say. An intriguing emotional or dramatic story can do this. This could be related to your reasons for making your presentations and for selling or selling products you are selling. One set of provocative questions is another approach. An attractive, concrete set of promises is another. One way or another, the first block of your presentation needs to be attracting and attracting attention.
2. Build a relationship
People buy from people they know, like, and trust. People don’t just buy things from you; they have to buy you. A great way to build relationships is with personal transparency. You can choose to share your personal challenges, an obstacle you overcame, or the doubts you have conquered that have brought you up to this point to appear in front of your audience and present them your chance. friend. It is often a mistake to present product facts, metrics, features, benefits, and recommendations without pre-establishing a relationship with an audience.
3. Gain credibility
The audience needs to reassure you that you deserve to be heard. The same presentation will have very different results if done by two different people and only one person gives the reasons why he has the right to talk about the topic and talk to the audience in front of him. Are you a member of a respected group or association? Are you an author? Have you seen that in relevant publications? Have you ever seen it on TV or heard it on the radio? Are you just another plastic surgeon, or you are the wrote plastic surgeon Official Consumer Guide for Plastic Surgery . . . People who have taught in known hospitals. . . who used to be a guest on a popular TV show. . . Who has the technical certification favored by the major movie stars? In short, you need to include your popularity statements at this point in your presentation.
4. The target issue
Your audience walks into the room, goes to the webinar, starts listening to your audio CD and hurts – if not physically, then in the broader sense: frustration, disappointment, repeated failure , worry, confusion. Everybody There’s something of this nature going on. For many, it’s dull – not urgent or urgent. At this point in your presentation, you want to draw it out and articulate it, increase its heat and make it sharp and urgent. Relatively few people can be motivated just by being achieved. Most are geared toward benefits as a way of getting rid of pain.
5. Provide solutions
After you’ve overcome the pain, it’s time to show your audience your solution. This could be your product or service, your diagnostic routine, an appointment with you or your test or an interaction with you. This point is fifth in the chain because if you do it too quickly, you haven’t laid the foundations necessary for your solution to be easily accepted. If it’s too late, you could disappoint your audience. At this point, you want people to know you have a solution and get excited about it without getting bogged down in the details.
6. Set expectations
The audience needs to know where they are going with you. They don’t want to join you in your presentation without having a good idea of your destination and key points along the way. Any uncertainty increases anxiety. So you need to tell them what you are going to tell them.
On a more complex level, you want to try to direct and control their response to your presentation. This is sometimes referred to as “framing” or “pre framing”. By setting these expectations, you create one open loop in their mind, especially in their subconscious. The way they feel and respond to what you say, do, and ask them to during the rest of your presentation will repeat what you told them they expected.
When you present a product, service or just an idea, people will object and suspect. Maybe, in their mind, they’re saying, “I don’t have the time” or “It won’t work for me.” They are talking something, and it will probably be a reason not to continue. The antidote is be targeted social proof. You need to identify five to seven typical objections or doubts that are likely to make up a large portion of your audience. Then find 5 to 7 relevant social proof stories, testimonials, or case histories filled with facts. Each one removes one of the objections or doubts.
8. Show benefits
Here’s the rudimentary, but still need to say: People don’t buy a product for the product or even because of its features. They don’t even buy the benefits of the product. They buy benefits of benefits. Nobody buys paint that dries quickly because it dries quickly, or even for its sake: less likely to be touched, smudged, dirt falls on. They are buying time and freedom (from toil). Almost every presentation needs at least one slide that lists or describes the benefits of the benefits.
9. Irresistible offer
Think of the offer as “1 through 10”. One is basic, normal and / or not interesting. 10 is completely overwhelming, “must have”, urgent and exciting. Think about an offer you will make. Is it one, three, one year, one seven? It’s hard to hit 10 – completely irresistible – but the closer you get, the better. A great presentation can go down and fail if it leads everyone to a compelling offer.
10. Guaranteed zero risk
The number one reason people don’t respond to an offer you give to your presentation is feeling frustrated. by someone else. When you’re delivering, they’re memorized! A strong, simple, straightforward reassurance gives them the necessary reassurance that they can make decisions with you without getting burned.
You may ask: What is the guarantee period? It doesn’t really matter. It is important that you have a proper bail. If they can judge in seven days, that’s fine. If they need a month, better than a month. The most important thing is to make sure, to be timely.
11. Set a deadline
The last thing you want is a presentation that lets your audience excited and allows them to walk out of the room or leave your webinar to think about things. The whole point of strong group presentation is efficiency. The last thing you want to end up with is chasing people who viewed your presentation, either by email, mail, or by phone. Your goal is to have a presentation that gets people running – not walking – to the end of the room to buy or subscribe to any of the next steps on offer.
A lot of people will do this with a discount now or never. This may work, but personally I never like to have a discount because that’s what everyone does. Other techniques are quick action rewards, limited rewards only for the first x number or an impending event, like a quick start class, breakfast, lunch, or a few hours online session, or the next day. In any case, the deadline itself must be very clear.
12. Call to action
I see a lot of people who seem shy about giving calls to action and telling people exactly what to do and should do right now. You need to be very direct about this. You can ask them to get up and go to the table at the back to make an appointment or quickly complete a form and buy a product. You can hand out the forms when you’re going to this point in your presentation and have them fill them out and bring them back to the table, “the people in red in the doorway,” or bring them up. in front of you. If you are distributing your presentation in an actual location, you should send them somewhere outside of that room and out of your view. If you’re delivering your presentation online as a webinar or webcast, this step should be easy and seamless. Whatever they have to do as feedback to your presentation, they have to be told exactly what they have to do.
With this Formula Built-in Signature Presentation, you can really sell just about anything.
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