10X Business Letter
September 13th, 2013
San Diego, Ca
Muggy 68 Degrees
Dear 10X Business Builder,
Today you will discover Mistake number 4 which is this:
Most presenters don’t ask enough questions during their presentations
I am talking specifically in a context of a group presentation, when you are speaking in front of a live audience or doing a webinar
Now, I know this is basic, but what I found is that in a one on one presentation, it is easier and more natural for a professional to ask questions to the prospective client, and most people do a good job at it.
But something happens when you get the same professional and you put him in front of a group of people. For some reason, that same person forgets about engaging the audience with questions and he switches to this ONE-WAY communication style, where he does all the talking.
This is a big closing mistake because the presenter violates several influence strategies (I wish I had time to cover all of them here), but the biggest one in my opinion is the principle of commitment and consistency, which states that
Small strategic commitments during your presentation leads to a BIG commitment at the end of your presentation
Let me give you an example…
Let’s say a guy walks in a BAR and approaches a girl he never seen before and say: Do you want to marry me right now?
What do you think she is going to say?
Most likely she will say no.
In order to work, there are a series of small agreements that must take place first.
They have to agree to chat
They have to agree to know each other’s name
They have to agree to give each other’s phone number
They have to agree to get to know each other
They have to agree to meet another time
They have to agree to go out to dinner
They have to agree to get to know each other friends,
They have to agree to get to know each other families
And, after all these small agreements, if they love each other, then, only then, they will get married.
That is the law of commitment and consistency in practice.
The same rule applies to you. If you want to increase your closing ratios, you have to use this principle to get small agreements during your presentation. How do you do that?
There are many different ways you can do that. One of my favorite ways is by asking questions.
Ask questions and allow your audience to:
- Think about their answers
- Write their answers down
- Speak their answers out loud
- All the above
Let me give you an example, when I speak about “How To Acquire More Clients Using Video Marketing” I lay out my presentation into 2 big parts
The First part is about describing the Video Marketing Opportunity, where I share market data, how many people are watching videos, video trends, decreasing technology costs, etc.
The second part of my presentation is about the 5-step Process to capitalize on this opportunity.
This is very important, as I am teaching our clients about the Video Marketing Opportunity I am asking several questions so that the law of commitment and consistency kicks in. I ask question like
- What has been your biggest “AHA moment” so far?
- Can you see how Video Marketing will help you generate more leads?
- Knowing what you know now about Video Marketing, how would you use it in your business?
- Please write down, what would happen to your business if you were to expose your products and services to thousands of new prospects every single month?
- Do you feel that you have missed out on revenues and other opportunities in that past because you have not adopted Video Marketing effectively?
- Please share with me what is the danger, cost or consequence you face by not adopting Video Marketing?
Obviously these are just some examples of the questions that I ask, but the MAIN idea here is that I want to make sure that by the time I am done with PART 1 of my presentation they agree with me that there is, in fact, an opportunity for them to use video marketing.
Now, the audience is ready to learn about the PART II of my presentation, where I teach them the 5-step process on how to capitalize on this opportunity. And again, I keep asking questions and inducing the commitment and consistency all the way through the presentation until the close. Does that make sense?
Now, if you think about it, if my audience does not AGREE with me that there is a big opportunity right now for them to use Video Marketing, the second part of my presentation will be worthless for them, and we all will be wasting our time. So when I arrived at my close, or offer, it will be irrelevant to them.
I want you to look at your presentation and notice
- How often are you asking questions during your presentation?
- Are your questions relevant?
- Are your questions positioning your offer and your products.
If you believe that presenting and speaking can advance your business, help you get more clients, and position yourself as the expert in your filed, feel free to visit out event page as http://www.influencingfromthefront.com
I will see you in our video number 5 in this series!!!
7 Presentation Closing Mistakes Presenters Make:
- [Series]The 7 Closing Mistakes Presenters Make – Part 1
- [Video Series] The 7 Closing Mistakes Presenters Make – Part 2
- [Video Series] The 7 Closing Mistakes Presenters Make – Part 3
- [Video Series] The 7 Closing Mistakes Presenters Make – Part 4
- [Video Series] “The 7 Closing Mistakes Presenters Make” – #5
- [Video Series] “The 7 Closing Mistakes Presenters Make” – #6
- [Video Series] “The 7 Closing Mistakes Presenters Make” – #7