One of the best ways to get your info products (such as CDs, workbooks, home study programs, etc.) into the hands of the people you want to help is by selling “back of the room” when you give a presentation.
But, if you just mention your products at the end of your presentation and hope someone buys, you’ll likely end up disappointed.
Offering info products at your presentation is a way that your audience can feel like they’re taking you home with them. It’s also a great strategy for boosting your “know, like and trust” factor with your audience, so they’ll want to work with you more, later.
BUT…you can’t help anyone if they don’t buy so it’s vital that you know exactly HOW to encourage your audience to invest in your info, in a way that’s ethical and full of integrity.
To support your success with selling back of the room I suggest using these THREE simple tips. What this means for you is you’ll 1ncrease your back of the room sales — which happily puts more mo-ney in your purse or wallet — while helping your future clients get the results they want, and only you can deliver. Everyone gets what they want and desire, which is the “mo-ney, marketing and soul” way!
Tip #1 Start “Seeding” Your Presentation With Your Offer - Here’s How…
If you wait until the end of your presentation to “spring” your offer on your audience, they’ll instantly put up their guard.
Instead, gently “seed” your presentation by frequently mentioning your “XYZ clients.” XYZ is the name of your product or program. So for example, if you’re offering a home study program, frequently refer to examples of your “home study clients.”
Tip #2 Create “Before and After” Stories
People always love to hear stories and the best “selling” stories are the ones that clearly paint a before and after picture. The more extreme you can make it, the better, so don’t hold back! Think, “how awful was it” for your client before they purchased your program or product, and “how great is it now” that they’ve invested in your information.
Tip #3 Always Offer a Workshop or Seminar Special They Can’t Get Anywhere Else
This is where you can really have fun putting together packages. The point is to create an offer so irresistible that your audience says, “I HAVE to have that!” You don’t need to clutter up your offer with lots of stuff, just make sure there’s at least one component included that makes their mouth water.
The More You Sell Means the More You’re Helping People
Knowing how to sell well means you care about your audience. It means you WANT to help them enough that you’ll invest in learning how to get your info into their hands. I encourage you to integrate these simple tips into your next presentation so that more of your audience can take some of you — and your special brand of magic — home with them.
Would you like to learn more simple ways entrepreneurs can brand, package and price their services to quickly move away from 'dollars-for-hours work' and create more money, time, and freedom in their businesses? Check out my web site, KendallSummerHawk.com, for free articles, free resources and to sign up for my free audio mini-seminar "7 Simple Steps to Create Your Multiple Streams of In-come "Money and Soul" Business.