The Invisible Close Speak-to-Sell Formula™ - Amazon S3Mod+2-SpeaktoSell... · The Invisible Close Speak-to-Sell Formula ... but you want them to listen as you ... do when you’re
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Juicy Offer Twist (noun): to offer a complimentary strategy session or in-office appointment, instead of a specific product or program, at the close of a Signature Talk. When To Use The Juicy Offer Twist Close: ! When you want to set an appointment by phone or in your office or practice. ! When you are told you can’t sell. Instead, you can give a strategy session or set a live appointment. ! When you have less than 45 minutes to speak and not enough time to make an on-the-spot offer. ! When your offer is “high-ticket” (more than $2,000) and you have less than 60 minutes to speak.
Not enough time to give a thorough offer, and a one-on-one strategy session conversation or live appointment will be more effective.
How To Seed The Juicy Offer Twist Close: When you are offering a specific product or program in your talk, you will reference the name of that product or program in your seeds and success stories. When you are doing a Speak-to-Sell talk with a Juicy Offer Twist Close offering a strategy session or in-office appointment you say something like:
'
“When people work more closely with me…”
The following steps replace “III Transition to On-the-Spot Offer” from the
Speak-to-Sell Formula when you are giving a session or appointment instead of selling a product or program.
III. Transition to Juicy Offer Twist 7. Juicy Offer Twist Transition Point
• Transition from the body of your talk into revealing the Strategy Session offer. Be sure to include a reason for the offer.
Examples: “We covered a lot today and I know it’s not easy to make changes. So, I decided to offer something pretty cool just for this group.”
“I have a passion for supporting [insert group demographic like coaches, women, moms, entrepreneurs] like you. So, I talked with [insert name of host] about creating something special just for the people here today.”
“I’d like to honor you for taking action and being here today. So, I decided to create a unique opportunity just for this group.”
8. Give Strategy Session Offer, Value & Promised Outcome “It’s an opportunity to have a private one-on-one [insert name of strategy session] with me at no cost. This one-on-one session is a [insert value]. Even if we never talk again after this session, you will [insert outcome].”
• Name of your Strategy Session:
Examples:
- Business Breakthrough Session - Life-Balance Assessment - Discovery Session
*Do not call it a free coaching session or sample session
• Value of your Strategy Session: $________________
• Promised outcome they will get:
Examples:
“You will know why you have been struggling and how to begin to bring more X into your life right now.”
“You will understand the #1 thing standing in your way and what to do about it.”
“You will understand why what you have been doing isn’t working and be clear on the best next action to take.”
“We will assess your current situation and determine what you need most to get where you want to go.”
9. Reveal “The Catch” “Now, there is one catch: you need to qualify.”
10. Create Value and Urgency
“The first _____ people who qualify will be contacted via email within 48 hours and given the opportunity to schedule your session.
Sessions are scheduled on a first come, first served basis. So, it’s in your best interest to schedule right away.
If we don’t hear from you within 3 days, your session will be given to the next person on the waiting list.”
11. Pass Out Your Strategy Session Offer order forms • Call them “Summary Sheets” or “Invitations”:
“How many of you are visual like me and like to see things all laid out?”
12. Walk Through Your Summary Sheet • Read your 5-7 qualifications word-for-word asking them to check all that apply.
“Let me tell you who these sessions are for and please check all that apply...”
13. Address Top Objection
The top objection in most cases when giving away free sessions is the fear that you will “try to sell them something.” They fear it will be a high-pressure situation. The goal here is to address that directly while also NOT promising an outcome that could only come with lots of coaching, consulting or advising. As long as you don’t make offers to people that clearly are not your Ideal Clients, no one will feel pressured and you will keep your promise of “not trying to sell them something.”
Example:
“I know this may not be a concern for you, but sometimes people worry that I’m going to try to sell them something. That’s not my style. Of course, if you want to learn what it would look like to work with me, we can certainly discuss that on the call. However, my main objective is to have you walk away with [Insert Promised Outcome from #8 above.]”
14. Repeat Limiter - DO NOT SKIP THIS STEP! Examples:
“This is one of several speaking invitations I have in the next few months, so I had to limit the number of openings I can offer today. Remember, there are _____ available sessions for those that qualify from this group.”
“I like to make sure I have time to focus on each individual, so I have openings for _____ qualified people.”
15. Make Next Steps Clear
• Remind them to fill out the form in full and print clearly. • Remind them that if they qualify they will be emailed shortly and must schedule their session
within 3 days or it will go to someone on the waiting list. • Show them where to take the Summary Sheet (Strategy Session Offer order form) • Thank your audience and say a closing thought, for example: “Your work/your life is
important. People need you. Make sure to get the support you need.”
• Let them know you’re available, for example: “I will be around to answer any questions you have.”
NOTE: When using the Juicy Offer Twist close on a teleclass or webinar, make the offer after the 3rd teaching point but before the hook, NOT at the end. If the class is 60 minutes, that should be at about 40 minutes. After the strategy session offer, teach your hook point.
• Leave about 5 minutes at the end to revisit the strategy session offer • Repeat the URL, limiter, session outcome and dollar value • Suggest they take action now so they don’t miss out on the opportunity