As we discussed yesterday, most presenters speaking to sell, design their presentations as if they were getting paid by ticket sales, namely creating a content-rich presentation and then slapping on a close at the end.
That’s el no goodo.
While there are other methods for delivering content that sells, two of the best are:
- Telling people what to do but need to know how to do it. By the way, this is valuable because most folks don’t even know what to do. But if people want to get the “how to,” they must buy your product or service.
- Giving useful but incomplete information. For example, tell your audience that there are five key things they need to do to achieve the result they desire. Then, go over ONE of them in detail. Your audience will want to know the other four if it’s done properly. To quench that desire, they need to buy your product or service.
Remember you’re speaking to SELL, not for applause.
Kick butt, make mucho DEEnero!
Dave “Content That Closes” Dee
P.S. I might do one more speak to sell in-person small workshop in December. If you want to get on the early-bird list and get the details before anyone else (a maximum of six spots are available at the workshop), reply to this email and change the subject line to “December Workshop.”