By Dr. Joanna Martin, International Speaker & Speaker Trainer
Melbourne, Australia
Mistake # 1 – Not Selling
As female entrepreneurs and speakers we often have a powerful, life-changing and compassionate message to spread. And yet we often fall short at actually selling anything! It’s a sad truth but your message alone is not enough to inspire people to buy your products and services. Not giving a sales pitch to your audience is actually doing them a disservice. In order to make a real difference in someone’s life, you must give them the opportunity for an ongoing education. If they don’t buy from you, they’ll buy from someone else.
Mistake # 2 – Poor Organisation
One of the Superwoman traps I see is when we try to do everything in our business ourselves!!! This will only cause you stress and confusion but what’s ten times worse, it leaves money on the table. That’s because if you confuse them, you lose them.
There are 3 key ways that poor organisation shows up:
a) A confusing offer. The Solution – spend time crafting a clear offer for your product and get feedback if necessary.
b) Confusion about how to pay for the offer. The solution – Be 100% clear on the system you are using to take the money and implement this system at your event. If you are unsure about which system to use,
again ask for help.
c) Lack of support staff! The solution – Make sure you have at least one sales member to field questions and help close sales.
Mistake # 3 – A Rushed Offer
If you don’t give yourself enough time to make your offer at the end of your presentation, you will miss key points and this will cost you money. Make sure you hit every point of your sales presentation and don’t stress about being too ‘salesy’. That’s often your stuff and not your audiences! If you are authentic and believe 100% in your product or service’s ability to transform lives then spend the time you need on it.
Mistake # 4 – Answering Questions With Your Offer
I have seen countless presenters come unstuck by allowing their flow to be interrupted after making their offer. Take questions and accept interruptions at other times during your presentation, just NOT at the crucial closing time. Don’t even take testimonials.
Mistake # 5 – No ‘Stick’ Campaign
A ‘stick’ campaign is where you take some action to reassure the people who spent money with you that they did the right thing . . . you do not want them to be suffering from buyer’s remorse the minute they leave the seminar room! If they take products home with them, you might want to send them an email immediately and offer them a bonus gift of an audio interview as your thanks for your business. It’s often a good idea to send a follow up email a week or so later just checking in with them to see how they’re getting on. Once someone has bought something from you, your role is to develop the relationship you have with them . . . and what women are great at is developing relationships so don’t feel afraid to keep in touch with
him or her.
Summary
These 5 mistakes are easy to avoid especially now you know about them! Believe me, there’s a lot of speakers (both men and women) out there making these mistakes and worse. So this information alone will set you above your competitors. So, this week why not go over your next presentation with this check-list in mind and see if you can make any tweaks or edits. Perhaps spend time crafting your offer, or thinking through your sales system or just practice your close as calmly and as unrushed as you can. To your speaking success!
Dr Joanna Martin is an international speaker who having built her own 7-figure business through speaking, is now sought after by new and experienced speakers alike to help them increase their impact and income from speaking. To receive your free copy of the Presentation Profits Blueprint go to www.ShiftSpeakerTraining.com/blueprint
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