When you are speaking live or conducting a free teleclass, you want to finish with a strong call to action for your audience. Years ago I created a formula that I’ve used successfully as a call to action that is authentic and pulls prospects towards you.
There are three main components to this call to action.
1. Deliver loads of content. Start your talk or presentation by delivering a lot of content with plenty of value. This is the foundation for all of the marketing you do and gives you credibility, sets you up as an expert and creates good will since you are willing to share your knowledge generously.
2. Seed in Client Success Stories. Next, throughout the presentation, seed in success stories to attract clients. By sharing these stories, you communicate, “I am for hire,” without saying, “Please hire me.”
This is one of the most powerful components to really prepare for the sale. You’ll share client stories several times during your talk. For example, talk about a particular strategy, then follow up by saying, “My client Jane, who I work with privately, took this concept and added another $5,000 a month to her business. Pretty cool huh?”
You are not only saying you work with clients, but you are seeding the talk with indirect testimonials or case studies as well. This makes the resulting success very real to the listeners. In a one-hour talk, you can probably share stories or case studies three to four times. Of course you don’t want to over-do it either because you don’t want to sound too “sales-y.”
3. Wrap Up with a Soft Close to Attract Clients. At the end of the presentation I recommend this soft close which works for private clients. I’ve used this with great success for many years. Here’s what I say to attract clients:
“I hope you’ve enjoyed the information. Please don’t make this ‘shelf-help’ in the sense that you put your notes from this talk on the shelf and never do anything with it. Please take action. Please implement.
However, if you found that you have questions, you feel overwhelmed, or you simply want to work with the concepts faster than you could on your own, please contact me. Let’s see if I can help. I’m very accessible. You can tell me about your situation and we’ll see if I can help.”
That’s it! If you’ve left your contact information, your business card, your one sheet flier and your testimonials on their seats, you will walk away with new clients.
Your Assignment:
When is your next talk? Think about all the client stories you have. Then put them into categories about what points they support. Find the best three of four that fit with your talk and find places to insert them. Practice the soft close so you feel comfortable with it and then deliver to attract clients like crazy.
Fabienne Fredrickson is founder of ClientAttraction.com, ranked on the Inc. 500/5000 List of America’s Fastest Growing Private Companies in 2011. ClientAttraction.com is devoted to teaching entrepreneurs around the world how to consistently attract ideal, high-paying clients, put their marketing on autopilot, shift their mindset towards abundance and take a no-excuses approach to creating a highly successful and meaningful business, while working less. Through her workshops, courses, coaching programs, and products, Fabienne shows her students how to go from 5-figures to 6-figures in their business and then from 6-figures to 7-figures, while experiencing freedom and creating an abundant life they love.
To order Fabienne’s FREE Audio CD, “How to Attract All the Clients You Need” by mail and receive her weekly marketing & success mindset articles on attracting more high-paying clients and dramatically increasing your income, visit www.clientattraction.com