Ah, the controversy, the controversy.

How long should a sales presentation be?

“People won’t watch more than 3 minutes of a video sales letter.” Hmm, betcha Porter Stansbury and his one hour and fourteen minute, “End of America” sales video that brought in tens of millions of dollars would disagree. “No one is going to watch a four hour live video broadcast.” Darn it, I wish they told me that I’m sure I would have sold more than $250K if I had shortened it.

This long vs short “copy” argument is as old as the hills and the decision has been rendered. In almost every split test known to man, long copy outperforms short copy. Case closed.

You see, mi amigo, the issue is not how long your sales presentations are it is how engaging they are. If you’re boring, it doesn’t matter if you’re presentation is 5 minutes long or five hours long. Remember, the #1 marketing sin is being boring.

Also, don’t confuse teaching with selling. They are two different animals. There is a lot that needs to happen in order for you to make the sale and if you cut out any of it, you’re results will suffer.

One of the biggest mistakes newbies make is giving out so much content during their presentation that they need to rush through their close. If you’re going to cut out anything, cut out content. Better still, practice and rehearse your presentation so it is timed perfectly.

Take all the time you need to close the sale but not more. If you’re delivering the right message to the right audience, they will hang on your every word.

Kick butt, make mucho DEEnero!

Dave “Time Is On My Side” Dee