Our marketing trainer wrote this article for our network of licensees after I spoke at an industry event, and we decided we wanted to share this useful technique with you:
When you plan for a talk or presentation, start with the end in mind first. Ask yourself, “What is the result I want out of this presentation?” Do you want people to like you? Sure…but that’s not the answer! Do you want people to be inspired to start their own business or grow their business? Absolutely…but that’s not the answer either!
Do you want to collect a warm lead that ultimately results in a sale? Yes sirree! That’s the winning answer! Build a talk that teaches the audience something and subtly explains that you offer what they want. At the end of the speech, give them a reason to ACT NOW! One of the things DK is outstanding at is causing people to be so excited that they want what she has!
Here’s what she’s been doing for a year or so. She’s been taping a dollar bill to a marketing piece. At the top of the marketing piece is her picture, a grabby headline, the WARM lead information is in the middle of the paper, and the contact info for the prospect to fill in their information is at the bottom of the doc. In a nutshell, it’s a big, enormous warm lead card.
At the end of DK’s message she said, “I’ve given you all a one dollar bill. If you will add another dollar and fill out the paper completely then take it to the back of the room, we will give you X for free. (a higher value item)” They RAN to the back of the room to use the money we gave them to get the item which we are going to continually market to them about plus more. DK conducted four sessions and the return on the lead was about 90%. We collected about 300 leads for one thing or another that we will present to them!
Let’s do it! Be sure to give the audience a lead to fill out and tell them you will have a drawing right on the spot for a free program or product. Have them put a question on the back of the entry that you will personally answer. Collect the entries, give away a program or product, and BAM, walk away with a bunch of warm leads!