There should be a drumroll or something since we are closing out the mini-course, “The Five Biggest Mistakes Professionals Make When Speaking To Sell And How To Avoid Them.”
Before we get to numero Cinco, let’s review the first four mistakes.
And that leads us to:
Mistake #5: Not Having An Irresistible Offer
I’m sorry to say that just offering a complimentary “strategy session,” “consultation,” “appointment,” or whatever else you call it, is not enough to get your prospect’s blood pumping and their brain screaming, “I need to do this now. Heck, I would be an idiot not to take advantage of this opportunity!”
Let me ask you, my fine feathered friend, is your offer that irresistible?
Don’t feel bad if it’s not.
Coming up with an irresistible offer isn’t an easy task, but it’s crucial for maximum conversions.
You want to take a page from platform salespeople who included bonuses to increase the perceived value of their offer.
Yes, if you sell a professional service, you can and should add bonuses on top of your free consultation. I’ll do training on creating bonuses that sell in the future, but here are two quick examples of two different types of bonuses.
Inner Sanctum VIP Linda Sherfey, an estate planning attorney, offers a set of CDs of content she recorded that her target market is interested in. When you sign up and show up for your appointment, you get the CDs.
On the opposite end of the spectrum is a promotion I created for a group of attorneys turning the lawyer into the “romance director” in their market area for Valentine’s month. (Yeah, I turned it into an entire month.)
Part of the offer was when a couple came in for an initial consultation; they received a certificate for a romantic dinner for two at a local Italian restaurant – whether they engaged the attorney or not. There was no obligation.
The gift with an appointment is one way you can turn ho-hum offers into “I’ve got to sign up for an appointment now, so I don’t miss out” offers.
Well, thus endeth this mini-course.
I bet you you’ve bought stuff that didn’t deliver as much value. 🙂
Kick butt, make mucho DEEnero!
Dave “Birthday Boy” Dee
P.S. If you’d like to celebrate my oldness with me and my dad, please join us at noon for our no-cost webcast titled “Life, Love, & Success.”
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Dave Dee is the author of the new book, “Sales Stampede” that shows you how to create and deliver signature presentations from the stage or via webinars that sell your consultations, products, or services like magic. For more information and to grab your copy, CLICK HERE now.