Click here if you would rather listen to this article.
Audio clip: Adobe Flash Player (version 9 or above) is required to play this audio clip. Download the latest version here. You also need to have JavaScript enabled in your browser.
Whether you’re new to leading teleseminars or you’re a seasoned pro, there comes a moment in every “preview” call where it’s time to ask for the sale.
And while you may think that just because you’re on the phone, no one can see you gulp, trust me, your listeners can instantly detect any indications of nervousness about making your offer.
Since leading teleseminars is one of the the best ways to grow your business and to reach a wider audience, it’s crucial that you learn how to overcome any jitters when it comes time to make your offer.
The few minutes you invest in learning how to make your offer with grace and ease can easily pay you back in more sales, new client opportunities and increased confidence.
Here are 3 tips from my “personal best” file that will help you present your offer on the phone with confidence, grace and ease!
Tip #1. Get Your Listeners Onboard With Your Value Early In Your Call
If your tendency is to over deliver, then it’s likely you’re also overwhelming your listeners with an overload of information, which can prevent them from seeing the value of how you can help them. In addition, over delivering is a form of compensating for the “Am I good enough?” syndrome.
Here’s a fantastic tip that will help you solve this: rather than trying to teach your entire system in a preview call, instead, brainstorm all of the different ways your listeners can apply your information to a variety of situations they’ll likely find themselves in. This gives you a simple way to structure your content that also helps your listeners deeply get how YOU are their solution!
Tip #2. Don’t Let Your Voice Tone Give You Away
If you’re at all nervous about the money piece of your offer, it will show up in an obvious change in your voice tone. My Stars coaching programs members love it when I mentor them that discussing your fees should be as natural, as easy and as simple as asking to “pass the salt.”
How do you do that? Breathe…and practice…and remember, your fees are not a reflection of you but are a reflection of how much you value your work.
Tip #3. Melt-Away Any “Money Nerves”
Everyone has their own particular way of exhibiting “money nerves” when making an offer. Some women entrepreneurs talk too much, speak too quickly or veer into justifying or over explaining.
If this is you, not to worry. By knowing how your “money nerves” may try to take over you can easily put yourself back into the driver’s seat. One simple technique is to script your offer so that you’re not tempted to stray off course or ramble. And if your “money nerves” are to speak too quickly, practice speaking slowly. What feels slow to you will probably sound just right in the moment!
Remember That The Energy You Give Out Matters As Much As Your Words!
Give yourself permission to let your passion and love of what you do shine through in your preview teleseminars. Just remember that you want to be as passionate about making the offer as you are about helping people.
This way, you’ll feel confident as you segue into your offer, the transition will feel seamless and your participants will happily invest in more of your programs, products and services.
Testimonials
Thanks for this great article Kendall. In my work with e-marketers
I have seen so many put a bunch of effort into signup pages,
offer pages, great copy, JV’s etc for a call.
But on the call they have tripped up in promoting the offer.
I will be promoting this article to them and applying it for
myself as we start doing VA training calls this year.
Thank you
John
Thank you Kendall for the great tips. I think my issue in the past has been especially #2, almost like I’m “apologizing” for making an offer.
Beautiful Kendall! Thank you for reminding us that this is about “how much [we] value [our] work” and not about us personally. I worked with students for 15 years (I owned a dance studio) in group and private classes. I was only 19 years old when I founded the company. There were four other well-established studios in my small community; therefore, I started with fees less than all of them. Yet, within two years I had raised my fees higher than anyone else’s and filled my class schedule to the point of a waiting list. Mind you, at 21 I never batted an eye when telling potential parents/adult students my fees. I knew the value and the love for what I did.
Your post reminds me to recapture that feeling now – 20 years later at 41 – as I grow my new company (co-founded with my partner/husband). As we globally awaken couples and individuals to the blended spirit I need to stand in that powerful and loving place that I did in my dance career
I know the value, I know the love and passion we have for what we are doing, and I know the exceptional importance of spreading more love in this world.
Thank you for being here on this planet at this time – thank you with all of my heart for all that you do and all that you are.
Janelle
I agree that giving too much information at a preview call is counter productive. It not only runs the risk of overwhelming the listener, it also gives them enough to work on without buying more. Thanks Kendall for this important information.
Thank you for the reminder to slow down my tempo, relax and have fun on promo calls. Your tip on brainstorming all the ways my listeners can apply my information is very helpful. Thanks Kendall!
Yes…the dreaded voice tone drop when it is time to make the offer. I can definitely relate. I like your “pass the salt” approach. I find that when I simply hold the mindset that I am the light on the path that is currently dark for them, it is easy to invite my clients to invest in their own expansion. Thank you for another great article, Kendall. P.S. So excited for LEAP!