5 Best Practices of Presentation Follow-Up

Learn from the experts, the tips for doing presentation follow up, effectively.

 You have given your best for the presentation and you are keen to know the feedback. Although it’s mostly seen to do follow up through email, newsletters and other social media, nothing trumps a direct conversation with a smart, friendly person conducting the call.

Now, to help you with the script of this follow up conversation, I am including a few templates that I personally found effective. You should thank me for helping you save dollars for a copywriter 😉 A sales script writer would have easily charged you more than $5,000.

  1. Thank you for showing up for Dave’s presentation. We appreciate your interest throughout. Would you take a moment to share your thoughts about the presentation?

This is a smart way to initiate a conversation. It gives an impression of a survey call instead of a sales call. This question transforms the potential customer to step into the buying stage.

2. What were the key points you found interesting or beneficial from the presentation?

Asking this question encourages the person to give a positive response. The listener will think about the situation which he found useful from the presentation and creates a positive feedback. A chance to lead to sales close!

3. We like to work with people who are working on something important. What are you currently working on?             How is your business impacting the life of others? Let us know why your business is relevant to                                    the community.

          Instead of creating a sales conversation, this question focuses on the listener’s business. This promotes one on one conversation and it allows them to sell their product instead of highlighting our business. Showing them, we are interested in their business creates a good rapport to continue the conversation.

      4. Every business has a “Why” to it! What is your “biggest reason” for being in business? What is your business            vision? 

Asking this will create an impression that we are not here to sell and want to help them build a great business legacy. This question also helps the listener to think bigger.

      5. What is your greatest business challenge?

This is a crucial question where you can either introduce your product as a solution or ask more questions like “what is that challenge costing you?”. Here the listener mentions their pain points and you get a chance to provide them with a solution.

These 5 follow-up questions can be used for people who haven’t yet purchased your product/services. As the telemarketing calls don’t get any positive response, following up with the audience who came for your presentation is a great way to make more sales. Extra effort at this point of time can result in closing more sales. Remember, Conventional methods don’t work anymore!

 

 

Top 5 Must-Have Business Books

See what you should read to excel in business. Read to Lead….

Books have been the idea generator for both personal and professional needs for years! Nothing takes the place of doing in the real world, and there are key books that every entrepreneur should have in their library. This article is for those who want to lead in Life! Let’s take a look at five must-have business books which I highly recommend to all.

1. How to Win Friends & Influence People by Dale Carnegie

The business tycoon of all time, Warren Buffett took the course “How to win friends and influence people” when he was just 20 years old and to this day he follows its lessons. No one can go wrong with one of the bestselling self-help books that had influenced many such successful people!

Business is about people and how you deal with them. This book shows you how making a lasting relationship in corporate and personal life. With technologies growing at a fast pace, this book gives you an insight on the most important aspect of business success- people! Carnegie reminds us how to bring out what you desire when you deal with relationships.

Watch out for How to change people without giving offense or arousing resentment and the seven rules for making your home life happier.

2. Think & Grow Rich by Napoleon Hill

Originally published in 1937, this is one of the all-time self-help classics and a must read for investors and entrepreneurial types. Think and Grow Rich by Napoleon Hill examines the psychological power of thought and the brain in the process of furthering your career for both monetary and personal satisfaction. This one book is all time favorite of successful people like Warren Buffet, Bill Gates, Richard Branson, Mark Zuckerberg and many more.
As you move from one page to the next, the inspiring stories of Henry Ford, Andrew Carnegie and Thomas Edison shapes us to have the persistent business mindset. Richard Branson said, “Tough times are inevitable in business as well as in life. But, how you compose yourself during those times defines your spirit and will define your future.” It’s Hill that reminds us how to get anything we desire in business with the right mindset. Make sure to go through “Desire- The turning point of achievement”

3. The Ultimate Sales Letter by Dan S. Kennedy

This book is the encyclopedia for writing copy that will nail the sale. An email to potential buyers, conversation with a customer or calls to clients and prospects, influencing is critical to sell. When words are used in the right manner, there are tremendous opportunities ahead. Dan Kennedy lays out the strategies for using words that sell. He is one of the most popular and highest paid direct-response copywriter in the country. Going through the pages of this book, you will learn why some copies work and others don’t. Watch out for the formulas, case studies, examples and resources for presenting a letter that guarantees sales.

4. Never Eat Alone by Keith Ferrazzi

Keith Ferrazzi, shows us how to build solid relationships that adds value to your personal and professional life. Never Eat Alone is a self-help book that can take you to success with handy tricks for connecting with the right people. What I really love about this book is, it taught me to keep in check the balance of guiding others without expecting any return.

The chapter, “Connecting with Connectors‘, helps you speed up finding and establishing the right connections for success. Smile At Others, Unfold Your Arms, Relax, Lean In, Shake Hands, and so on. You get to learn the simple acts for building deep relationships that take you to the right direction.

5. The Ultimate Sales Machine by Chet Holmes

For those of you who want to build a business with precision, without leaving anything to chance, this is the ultimate resource. All the necessary steps for starting and maintaining a business is compiled in one book. Something which I’ve put into action for myself from this book, is showing up at a tradeshow with a theme. Holmes gives us practical ideas to build a strong relation with employees, customers and prospects. Over his thirty-year career at the top of the sales and marketing fields, Chet Holmes has worked like a machine himself to boil down all you’ll ever need to know into 12 skill areas that make you a master. And to make your life easy, he has divided the book into 12 chapters, each focusing on the skill you need to master. “Chet Holmes is one of the greatest teachers of marketing, sales and business success in the world today. This incredible book will supercharge results in every part of your business.”~Brian Tracy.

Be sure to check out the chapter, Sales Skills: The deeper you go, the more you will sell.

3 Ways to Choose the Best Case Study for your Next Talk

If you are planning your next talk with facts and figures to get audience convert to your business, you are doing it wrong!

You might be familiar with the power of storytelling in business. Why stories are getting all this attention? Stories used in a right way in business have the power to connect with customers in a more personal way. Humans are hard-wired for stories. Stories let people remember you (and your product) as it forms the basis of how we think, remember and organize information.

Before you include any story in your business presentation, make sure to understand what exactly a story is, what kind of stories best fit your brand etc.

What is Story?

Stories are a series of events linked together to make a point.

A few types of Stories include-

  • Company Stories: The story that talks about your founder and how the business expanded over time.
  • Product Stories: Why your products are appreciated? What your product and services mean to customers and to market.
  • Best Failure stories: Story that explains your failure and how you overcame it. This helps the customers the need to take measures to avoid similar failures and helps them fast track.

There are many more types of stories. Now, deliver a presentation that captures the hearts and heads of your audience by stealing one of these classic storytelling techniques.

1. Find a story that sticks to your brand identity

The first step to find the best story for your presentation is to do an extensive research. Put all your time and energy to understand what kind of story will be more compelling and engaging to the audience. Also, your research should consider your brand identity. Understand your audience, their needs and pain points and find a story that solves their struggle. Search for old hashtags from previous events to understand the type of people you are going to address for your talk.

2. Stay Relevant

After you have researched, you will get clear understanding about the audience type. Choose stories and case studies that are relevant to the audience. If the majority of your audience are women, address them with stories that is relatable to women. Find relevant case studies that the people present for your talk are found beneficial. Think in their perspective or from their walk of life; bring stories that allow your audience to walk alongside the person within the case study.

Your objective is to maximize your opportunity by staying relevant to audiences that are experts or amateurs, male or female, old or young or from different nationalities or cultures.

3. Take them on a journey

Your case study should be transformational. The stories that can drift the mind of the audience can transform into more sales. Your case study should be very result-oriented. It should offer solutions to problems that helps the audience to become better. It isn’t much of a case study if you cannot identify the transformational changes from where the client started to where he is today — which should be where your audience wants to be as well.

A better way to take the audience through a transformational journey is to identify their pain points and make them feel you understand the struggle. Also, provide the best solution possible to get them from point A to point B successfully.

Another great idea for creating trust in your brand is to include testimonials in your case study. Ron Sheetz, a relationship and trust marketing strategist, who spends a majority of his time working with private practice professionals and creator of the “Transfer of Trust Triangle,” to discuss “the journey.”
Sheetz says, “People can instinctively identify testimonials, which, in a traditional format, doesn’t really further the cause. A better way to build rapport, trust and take the audience on a journey is by exploring the prospect’s pain. Instead of asking for an open-ended testimonial about you or your company, guide them with them specific questions related to the common objections, challenges faced and how they were able to overcome them.”

Your talk, however dry the subject, can be made alive if you find the story at the heart of it all.

 

 

4 Powerful Strategies For Enhancing The Impact of Your Next Sales Presentation with Emotional Storytelling

“Storytelling is the most powerful way to put ideas into the world today” ~ Robert Mckee

Since cavemen painted on walls, storytelling has been a fundamental form of communication. Even today, the impact of stories of humankind is tremendous. We use stories in our daily lives to persuade, inspire, enlighten and also to create emotions in others.

Storytelling not only keeps the audience attention, but also have them connect and engage with your ideas. In marketing and sales, the emotional storytelling is getting all the attention as it grabs and keeps the attention of your target audience.

Now, what does the story really mean in Sales/Marketing Presentation?
It’s definitely not Cinderella and the prince type of stories. What I mean exactly with storytelling is an event that occurs during a customer’s experience that creates an emotion. Mostly.. A positive emotion!

To help you with including emotions in your “often-termed as boring presentation”, I have listed below a few of my favourite tips…

Be original

Nobody wants to listen to bragging. Tell stories that are real and genuine. Human beings are solution seekers and love hearing stories of how certain problems get solved. Include case studies in your presentation to make it credible.

Create characters your audience will remember

Your presentation must include characters that are reliable. There are hundreds of other products to help the customers and your presentation must showcase how you are unique from the rest. Characters in your storyline must do just that!

Hit the emotional quotient

Storytelling itself triggers emotions. Tell stories in a way it evokes feelings. Do not use emotional scenarios just for the sake of hitting it, for customers will see right through you. Make sure to make it real.

Tell your customers’ success stories

Your customers are the hero of your stories. Let them tell how your product/brand helped to solve their struggle (pain point). Including customer success reviews adds credibility and people trust such brands. Remember, every customer story must contain a desire, struggle, action and a victory.

So the next time you want to grab the attention of your clients, combine a catchy story in your case studies, add reviews and make your product stay in the mind of your target audience for years!

To witness these strategies LIVE, be sure to visit http://www.AmplifyExperience.com

9 Steps to Architecting an Irresistible Offer Part 1: Objections, Benefits, Hot Buttons & Urgency

different-reasonImagine this: you’ve just invested thousands of dollars filling your warehouse and stocking new products that you’re eager to sell. You’re scared to death, worrying about what’s in your future and whether or not people will buy what you’re selling. How do you get them to listen and engage? And, above all, how do you get them — and lots of them — to say YES?

The secret? Architecting an offer that’s so smart, so strategic and so compelling that clients and prospects can’t say no. How could they? The value that’s staring back at them is so provocative that they can barely look away. It’s irresistible — so much, in fact, that it’s practically magnetic.

When they reach that point — when they feel the energy and power — that’s when you know you’ve got yourself an irresistible offer. While it may seem lofty, in my experience an irresistible offer already exists in virtually every business and every business leader. It might just need a little help breaking through to the surface.

So, naturally, the million-dollar question at this point is always the same: how do I architect an irresistible offer for what I’m selling? ? I find the components to an irresistible offer are always the same:

i. Overcome objections
ii. Speak benefits
iii. Hot button close
iv. Create urgency
v. Add value
vi. Make a price play
vii. Brand your process
viii. Create a bigger reason
ix. Offer guarantees

Now deep breath. This probably sounds more complicated than it actually is. It’s likely you already have an irresistible offer kicking around — it may just need a little reframing and a little help breaking through to the surface.

Start here: anticipate — and overcome — objections

This is an essential piece of creating an irresistible offer: does your offer hold up to objections without you ever having to utter a word in response or retaliation? Without you pitching or restating the benefits of your product, service or system, does it inherently flatten any naysayer or challenger that stands in its way?

Yes? No? Not sure?

I always tell my students and seminar attendees to think about their pitch and their presentation. Chances are, your offer is rich with great information, benefits and reasons to believe. But let’s pretend for a moment that someone missed your entire presentation. Now they’re back, it’s over and they’ve got an order form, sales letter or website landing page in front of them. Would they buy? Without listening to your pitch, would this person be able to clearly see that your system or solution solves a problem they have, just by its name and limited description? Do they immediately see the value?

There are plenty of common objections kicking around — not enough time, not enough money, mediocre results — and it’s your job to ensure prospects immediately understand that yours will smash through those barriers. It’s “instant,” it’s “powerful,” it’s “totally turnkey.” What problem does your system solve for these potential customers and, above all, are you effectively touting that in naming and articulating your offer?

Be sure to speak benefits

In business, it’s essential you speak one language: the language of benefits. People aren’t interested in what’s included or how it works, even though they may think they are. Regardless of what you’re offering, who they are or what’s at stake, they want to know only one thing.

What’s in it for me?

By purchasing your product or system, will I lose weight? Get healthy? Build a better business? Make more money? Sleep better? The more benefit-rich you can be in your verbal, written and visual communications, the more irresistible your offer will be.

Choose power words and avoid language that detracts from your message or — worse — creates negative connotations in your audience’s minds. It’s not about work, commitments or punishing schedules, but make your messaging all about wealth, lifestyle, prosperity and happiness

Think benefits. Speak benefits. Live benefits. It’s the only language that ultimately resonates with your clients and prospects.

Make a hot button close

Getting closer to the close? Step back and think about the offer you’re about to put on the table. Does it sound good to you? And, more importantly, would it sound good to someone else?

This step takes a bit of getting used to, but it’s essential in architecting an irresistible offer. The biggest mistake I see savvy, smart business people make is that they craft offers that they would buy. But not everyone is like you. Some people are more engineer-minded and blueprints are their currency. Others are incredibly detail oriented, and love checklists and well documented systems. And some, still, are auditory learners — don’t give them anything to read but, instead, tons of content to listen to and engage with.

Think about your own hot buttons, but also think about the hot buttons of your audience. Are there different reasons people are engaging with you and your brand? Are there different reasons they’ve arrived on your doorstep? Be sure you’re crafting a hot button close that appeals to these clients and not, simply, something that would make you leap out of your seat.

Incorporate urgency

This one is brain science 101 — and likely something you’ve used or experienced in your own life. People are compelled to take action out of fear they’ll lose something valuable if they don’t do something right now — more compelled, even, than they are in the pursuit of happiness and pleasure. We’re, simply, wired that way. And as business people, presenters and sellers, this is a critical element to leverage in architecting an irresistible offer.

That said, a word of caution: urgency is a powerful tool, but it shouldn’t be used in an illegitimate or unethical way. It’s easy to create false scarcity and, truthfully, you may even drum up some business as a result. But at the end of the day, your buyers and customers are smart, savvy people and they’ll quickly see that they’ve been deceived. You know the old adage: fool me once, shame on you, fool me twice…

In short, your customers won’t be fooled twice. It’s not worth the risk.

So how do you incorporate urgency the right way? Chances are, there’s some level of scarcity in your business — how can you leverage that? If you’re a coach, for example, you only have so many hours in the day, and so many days in the year. Look at your calendar and start marking days off — days you’re already booked with other clients, holidays, time off, other commitments or engagements. The year suddenly looks short, doesn’t it? You can now see that you have a limited amount of time — that’s your resource scarcity. If you have space for five more clients, say that, and consider what you can do to sweeten the pot (more on that in part two). Be clear, be direct and make this urgency part of your irresistible offer — and, likely, it will be enough to compel listeners to take action.

These are the first four steps in architecting an irresistible offer — and they’re powerful. Assess your current offers and see how you can begin layering in some of these key learnings and essential takeaways. Can you rename your packages and realign your offerings to instantly and effectively overcome pre-existing objections? Are you speaking the ultimate language — the language of benefits? Is your hot button offer client-centric? And, beyond all of that, are you leveraging humans’ innate fear of missing out — real life F.O.M.O (Fear of Missing Out)! — to make your offer as irresistible as possible? Get your proverbial ducks in a row and move on to part two, the second half of architecting an irresistible offer.