I have 5 Steps to selling what you do from the stage, more importantly I think they can be leveraged EVERYWHERE. I am excited over the next several weeks (and maybe even months!) to share with you what these five steps are in a little bit of detail. This way you can start exploring in your own business how you can use speaking as a marketing strategy to grow your business, and more importantly how you can use these steps to earn what you deserve with ease.
I know there are many people that coach you on how to get on stage and speak and sell. What makes my program unique is that I have been a speaker who sells from the stage since the 1990s, and my strategy is based on what’s called BOR, Back of Room. That actually means that you are going to take money in the back of the room once you get off the stage! Don’t you want to have that happen? Honestly, even for high ticket items and packages there is no reason to “sell” a strategy session from the stage! You CAN close!
So what are the five steps to selling when on the stage?
1-Build brand story. Storytelling is one of the most powerful components of speaking. The problem is most entrepreneurs I work with are GREAT inspirational story tellers, not sales story tellers. There are 2 types of stories you want to strategize, and one CRITICAL component for buyers to be attracted.
2-Organize a brand resource. We all have great services that we want to sell! Many of us feel that what we do is creative, and “different” for people we help. We also feel that MANY people need what we offer. It is how you organize what you do that builds leverage, and credibility. Buyers are more ready when you organize.
3- Create a powerful Brand Promise. Let’s face it people buy from emotional connection. They use logic to rationalize a “no”. So the brand promise is the transformation you create for their lives, their businesses, their relationships, their house. Once you organize your knowledge in step two, be sure to ask yourself: “What promise, or transformation do I create?”
4- Build Brand Sales. Let’s face it we have to have a clear sales strategy, and more importantly we need to be able to own our price point with confidence and clarity. Understand these pieces, as well as how and when to position a offer is critically important!
5-Create Brand Buzz on the Stage. When we get on the stage we want to create so much buzz, that they can’t wait to be a part! And that means that they are coming to the back of the room and handing you a credit card, or a check, or filling out your order form because they are in! There are clear strategies you want to follow every time on stage to make that happen.
Over the next several weeks, and possibly months I’m going to cover these five steps in greater detail. I have also done a video series where I “speak then” – lol! I’d love if as you read this something stands out that you have a question about that you ask me in the comments below so that I can make sure to write a blog about it and give you a shout out!