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Tips for Selling Back of the Room…Platinum Style
February 23rd, 2009 by Kendall
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One of the best ways to get your info products (such as CDs, workbooks, home study programs, etc.) into the hands of the people you want to help is by selling “back of the room” when you give a presentation.
But, if you just mention your products at the end of your presentation and hope someone buys, you’ll likely end up disappointed.
Offering info products at your presentation is a way that your audience can feel like they’re taking you home with them. It’s also a great strategy for boosting your “know, like and trust” factor with your audience, so they’ll want to work with you more, later.
BUT…you can’t help anyone if they don’t buy so it’s vital that you know exactly HOW to encourage your audience to invest in your info, in a way that’s ethical and full of integrity.
To support your success with selling back of the room I suggest using these THREE simple tips. What this means for you is you’ll 1ncrease your back of the room sales — which happily puts more mo-ney in your purse or wallet — while helping your future clients get the results they want, and only you can deliver. Everyone gets what they want and desire, which is the “mo-ney, marketing and soul” way!
Tip #1 Start “Seeding” Your Presentation With Your Offer - Here’s How…
If you wait until the end of your presentation to “spring” your offer on your audience, they’ll instantly put up their guard.
Instead, gently “seed” your presentation by frequently mentioning your “XYZ clients.” XYZ is the name of your product or program. So for example, if you’re offering a home study program, frequently refer to examples of your “home study clients.”
Tip #2 Create “Before and After” Stories
People always love to hear stories and the best “selling” stories are the ones that clearly paint a before and after picture. The more extreme you can make it, the better, so don’t hold back! Think, “how awful was it” for your client before they purchased your program or product, and “how great is it now” that they’ve invested in your information.
Tip #3 Always Offer a Workshop or Seminar Special They Can’t Get Anywhere Else
This is where you can really have fun putting together packages. The point is to create an offer so irresistible that your audience says, “I HAVE to have that!” You don’t need to clutter up your offer with lots of stuff, just make sure there’s at least one component included that makes their mouth water.
The More You Sell Means the More You’re Helping People
Knowing how to sell well means you care about your audience. It means you WANT to help them enough that you’ll invest in learning how to get your info into their hands. I encourage you to integrate these simple tips into your next presentation so that more of your audience can take some of you — and your special brand of magic — home with them.
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Tags: info products, information products, selling
I need to do tip #2 more! In fact, I’ve already have a couple ideas that I could easily incorporate into my talk. I do this now with before and after pictures, but a story describing the frustration and hopelessness would make it so much more powerful. Thanks for the tips!
Comment by Paula, Stuff 2b Organized — February 24, 2009 @ 8:32 am
The last point you make -the more you sell, the more you’re helping people- is SO important. We heart-centered entrepreneurs are often so worried about not being “pushy” that we err on the other side.
If you believe in your products and programs, then gosh darn it, they deserve to be promoted so people can benefit. Thanks for sharing tips on how to do that gracefully.
Comment by Helen Graves — February 24, 2009 @ 9:07 am
I love and completely agree with your philosophy about selling, Kendall. This mindset is an especially perfect fit for the passion driven entrepreneur.
I encounter so many of that group who struggle with selling and because of it, many of the people they would help may miss out on something only they can provide. And they, in turn, miss out on the gratification that comes from fulfilling their purpose. Thanks for continuing to shine the light on the path to graceful success.
Comment by Lisa Almeida — February 24, 2009 @ 9:08 am
These points are very well made. Many of my coaching students plan to offer speaking engagements as part of
their practice and have products to offer. Remembering these tips will help any speaker sell more at the back of the room. The one time only offer can make a big difference.
Thanks!
Comment by Leelo Bush PhD — February 24, 2009 @ 12:23 pm
Hey Kendall,
Love your new look! And these were great points
for selling at the back of the room.
I think so many women think you have to be a “cheeseball” or act like Donald Trump to be successful.
It’s just not the case.
Keep up the great work!
Kim Duke, The Sales Divas
Comment by Kim Duke — February 24, 2009 @ 1:53 pm
Hi Kendall!
Great points! I just did a talk last night and faithfully use the three points you mentioned above and closed almost half the room. My advice is to implement things that work, and these WORK
Thanks for the reminder!!
Love and Hugs,
Shelby Collinge, Mindset Expert
Comment by Shelby Collinge — February 24, 2009 @ 7:16 pm
Wow! This makes the whole idea of selling at the back of the room effortless and almost intuitive.
Thank you for helping me see myself selling my products with grace and authenticity. Can’t wait for more.
Comment by Tara Crawford Roth — February 24, 2009 @ 7:51 pm
Thank you, Kendall, for these quick and easy tips. Adding public speaking to services, so this is a timely reminder! Especially the “before and after story”.
Comment by Karen McMillan, ACC — June 2, 2010 @ 9:27 am