Five Strategies to Build Into Every Presentation to Increase Conversion Rates

Making an offer is a huge part of getting people to buy. And you probably know that not just any offer will work. 

So how do you structure your offer so it does—so it encourages and inspires people to buy, then and there?  

Recently, Pat Quinn, head coach with Advance Your Reach, shared some insight on five things you can do during any presentation—onstage, on a webinar, on a podcast, or during a simple conversation—to get people to buy when they hear your full offer.

He said his five-step process a less-salesy, more effective technique for closing more sales! 

Without further ado, here are five things to will supercharge your conversion rates:

Strategy 1: Save Your Offer Until the End of the Presentation … and in the Meantime, SEED! 

So many of us have been trained that we should deliver content, content, content, for the first 30 minutes of the presentation, and then do an awkward pivot and make the offer. 

But a more effective, less salesy way to transition from content to the offer is to “embed” or “seed” the offer. 

In other words, consider embedding the offer into the content portion of the presentation. 

The human mind is good at classifying or categorizing information. 

In many cases, when we hear information our brain classifies as content, we listen intently. We take mental or physical notes. We sit up straight! We focus! 

But when we hear information our brain classifies as sales, we don’t listen as closely. We become skeptical. 

That’s why it’s so important to embed information about the offer you plan to make into the content portion of your presentation. Pat offered the following example: 

If you plan to offer a coaching program, early in the presentation, give an example of a coaching client who asked a question, and share the answer you gave her. 

Ratio is important. Include five seconds of examples for every five minutes of content. 

By the time you get to the end of your presentation, you won’t even have to sell it. 

Strategy 2: Refer to Yourself by First Name. 

“Many people come to me, and they say, ‘Pat, what’s the most important thing to include in any presentation?’” His answer: 

Your name!

What’s the point? Referring to yourself by name gets the members of your audience thinking about having a conversation with you. A conversation, a connection, engagement, is what selling is really about. 

By referring to yourself by first name, people often determine that they don’t want the conversation with you to end, here. They want to continue the conversation, and engage with you further. 

Strategy 3: Ask a Single-Shoot Question. Follow It up with a Consistency Question.

Ask just ONE single-shoot question. Here are some examples of single-shoot questions to ask your audience: 

• Are you an adventurous person? 
• Are you the type of person who likes to solve problems? 
• Are you the type of person who likes to take action? 

Research shows that when you ask people a single-shoot question—one that really only …read more
Source: Shanda Sumpter