How To Use The FIRAT Method
 

The FIRAT is an effective presentation method.

F = Find a wound.

I  = Induce the pain.

R = Release the pain.

AT = Attach the solution to you and your product.  Get a commitment.

Let’s look at the method in more detail.  How do you use it?  Follow these steps when you are giving your presentation:

Step #1:  Start to list the wounds.  For example, let’s say the subject of your presentation is about self esteem.  Ask how a lack of self esteem is hurting people.  List the following wounds:  People with low self esteem don’t meet people, don’t take care of themselves, their health fails, etc.  Essentially, vocalize how a lack of self esteem causes them pain.

Step #2:  Make the wounds worse.  Explain that the wounds are worse than they think.  This forces them to confront the wounds.  Turn the list of wounds into questions.  For example, how many of you have run into someone that has excelled in a certain area and you felt inspired?  But then right away the tides turned and you felt inferior?  You put yourself last because you didn’t think you mattered as much as everybody else.

Tip:  By changing words into questions, people will automatically bond with you.  They will think you really understand their situation and you know what exactly is going on in their head.

Step #3:  Release the pain by creating an alternate possibility.  Paint a picture as to “what if it didn’t have to be this way?”  Tell them a story stresses “What if their life was free of this pain?  It won’t happen all at once, but what if you could feel better step by step each day?  Wouldn’t it be amazing if you could feel better and create this situation in your life?”  This causes people to start dreaming about a better life situation.

Step #4:  Come up with a solution.  Attach that solution to you, the product you want them to buy, or the action you want them to take.  Explain that life “can” be better.  They can change things.  Most people just don’t know how.  Your product will show them how to change for the better and achieve a better situation.  Explain how you will take people by the hand and make things better one step at a time.

For example, explain that the solution is to attend your seminar.  Another example is to tell them to form an action plan that they can follow over the next 30 days.  It enables you to slowly change things.  This way the process is not overwhelming and people can feel like their goals are achievable.

Step #5:  Get their commitment.  Ask them if they are ready now that they see how your product is a benefit to them.

Tip:  If you don’t follow the FIRAT presentation plan then you won’t be as effective.  If you want to be effective you have to have people do things for their OWN reasons.  Therefore, you don’t want to just stand up and say that you are going to teach them things.  The audience needs to feel that you truly understand them instead of just regurgitating information to them.  If you just present content then you are ignoring the audiences’ reasons for wanting to change.  This is a much weaker stance to speak from.

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