Sales equals income. We all know that. Without sales, there is no business. However, most presenters who have something to sell shoot themselves in the foot, by killing their chances to use their presentation as a masterful platform for showcasing their offers.
I learned a long time ago that in order to sell something, I had to instill trust, respect and credibility in the eyes of a potential buyer. Best way to do that is to give value first before you sell.
We have all signed up for webinars that somehow peaked our interest. We also knew in advance that we were probably going to be offering something. But you go anyway because you think you’re going to learn some good material. Instead what happens is you sit there through a 90 minute sales pitch in which you’ve really learned very little. While the program may have been dynamic did it really add any value to you as the listener? Hmmmm?
This is where the law of reciprocity comes into play. The law of reciprocity says; …” if you give, you shall receive…” Taking that into the world of sales and presentation, that means giving first, serving first and adding value first. This is also one of golden rules of business and negotiation. Serve first.
In other words, make sure that your presentation adds value to the lives of your audience before you sell. Allow them to have an experience of what you are capable of. For me, I have always gone by the motto…Teach, then sell. Let them see the real you and how you operate and give them real information that they can act on that will make a difference in their lives or businesses.
Even when the group knows that this is simply just a sales presentation, Still find a way to add some value first. It could be findings, discoveries, opportunities for growth, leverage points and even case studies. . Showing that these could make a difference in their business shows interest, professionalism and care.
So….Give something before asking for something.
There is a lot more to learn about adding value first. Check out my video on how you can do it. Click the link below to watch the video in full.
Remember, Be Awesome!
