Tips For Increasing Sales at Speaking Events – Part 2
By Matt Bacak

In part one of this article series titled: Tips for Increasing Sales at Speaking Events, I told you how important it was to give your audience direct commands so that you could make the sale. Today, I’d like to address some more useful tips to making more money at your next speaking engagement. You need to understand that planning your presentation is crucial in making the sale.

When you’re actually putting together your presentation, you want to overcome the most common objections that people would have to move forward with you. You really want to make a detailed list of the benefits and the features of what you’re selling. So, let’s say you’re selling wealth building. What are the detailed benefits and features of not just your product but actual wealth building and having a money magnet mindset? Most people forget that it’s not just the benefits and details of the actual product you’re selling, but it’s also the benefits and details of the actual strategy or the techniques that you’re selling or that you’re going to be sharing.

Next, you want to also answer these questions. What gives you the right to talk about what you’re selling? You want to be able to overcome any objections based on your credibility. After that,, you also need to think about why in the world should somebody spend their money with you, versus the alternatives? Some people in the back of their minds may say, “Well, you know, instead of giving them the money, I should probably invest the money in somebody else’s package,” or “I should go invest the money and put it in stocks or CDs.” So think about that and why they should invest the money with you, versus the alternatives.

Another question you want to think about answering possibly inside your presentation, is what is the cost for not taking action? What will their life look like? What will their life be like if they didn’t take action and move forward with you? What is the value that somebody will receive if they actually do move forward with you?

Something else to include is you want to prove there’s an abundance of opportunity and profit for them. However, you need to be mindful of the FTC rules. You can use either hypothetical or real examples of successful applications. If you’re going to use real examples, you want to be highly detailed. If you don’t have any testimonials or anything like that, you might want to give examples of people that are associated with you that are successful, or maybe also give examples of the successful person regardless of whether you’re the implementer or not.

Lastly, I also usually include some urgency and scarcity. I don’t recommend limiting the availability of the actual original package, but you can put a limit on one of your bonuses. You can say something like, “for the first 50 people that order I’m going to give you 10 free coaching sessions”. Another thing you can do is limit the price to motivate people to buy. You could say, “The first X amount of people to purchase my program will get $100 off the already discounted price”.

Once you get the hang of selling products via the presentation route, you will never look back. Implement some of the key strategies I have outlined here and you will accomplish your goals. Just remember to give your audience crystal clear instructions of what they need to do.

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