Call To Action -- The Key To Sales
 

 
A presentation should contain the following components:
 

• Answer the question - What outcome do you want?
• Contain themes that lead the audience to your desired outcome.
• Identify wounds and explain that your product or service is the solution to those wounds.
• Run the FIRAT model within the theme.  You decide ahead of time the stories you will use within each theme. 
• Choose stories that can be intertwined into your seminar that identify and solve the wounds.  The stories should attach the solution to yourself or your product.

For example:  Let’s say you are giving a presentation to business owners.

A great theme would be “You don’t know what you don’t know”.  Wounds include things that can hurt them, which they never even thought about.  You can point out things that many business owners don’t even think of.  You can point out wounds that these business owners may experience or will experience if they aren’t aware of all the potential problems.

Critical Tip:  At the end of your presentation you should give a call to action.  The rest of your presentation will be worthless if you don’t provide a call to action. 

Sometimes people avoid the call to action because they are afraid of rejection.  For example, your clients might not take advantage of your call to action.  This can be perceived as rejection and could make you feel upset.  However, you must take the chance otherwise you will not grow your business.

If you are having trouble providing a call to action then you need to make a shift in your psychology.  Instead of thinking that people will reject you, think that you should provide the call to action or you are not holding up your end of the bargain.  Remember, that you, your information, and your product have great value.  It is your duty to offer this information to your clients through a call to action.

You need a smooth and easy transition into your call to action.  A key component to a smooth transition is to believe that your call to action has value.  How can you create smooth transition?  First, don’t say “I want to help you.” Because this sounds like a sales pitch.  Instead, you need to have a theme for your transition to the call for action. 

Let’s say you are offering training products.  Right after your speech you should start your transition by talking about training in general.  Provide specific tips about training.  Explain why training is important to any business person regardless of what business they are in.  The key is to talk about training in general.

Another tip is that humor is a highly effective tool when selling.  Why?  People often become tense when they have to spend money.  Make a joke and you can release this tension and bring their guard down.

Once you have your client at ease then talk about the specific training you have to offer.  Provide the general benefits and advantageous to buying your product.  Talk about how you have learned from other training programs and courses in the past.  Explain that you have taken this experience and applied it to your training program.

Next talk about how your product has helped you and other clients in the past.  Talk about how your product is better than other products.  Ask your audience a great deal of question so that they feel you understand them.  Tell them that those problems can be solved if they use your product.

Marketing Tips Provided to You by:
Matt Bacak, The Powerful Promoter
Author of Powerful Promoting Tips