How would you like to have a ton of people rushing to the back of the room to buy your products after your speech? I’ve seen it happen many times and it always amazes me.
I used to think that the speaker had some type of “magic” or “golden touch,” that is until I watched Joe give a speech.
Joe is a real person.
I won’t say his last name to protect him (and me!). But Joe is not particularly good looking.
He short.
He’s overweight.
He’s talks super fast and is not very articulate.
He always wears the rattiest shorts and tshirts.
The guy doesn’t even wear socks, he wears flip flops.
But when he speaks, he sells like crazy!
There I Was, Standing In Amazement…
…one evening while I watched him do his speaking gig. He looked like a train wreck. Joe teaches people how to make money on the internet.
Before his speech was even over, he had people running to the back of the room, whipping out their credit cards to buy his stuff.
And his stuff was expensive!
I mean, it cost like $3,000 on the average and some of the buyers gave him upwards of $7,000. Crazy right? Not really.
After watching Joe give his speech multiple times, I began to analyze the different elements in his speech that made him so successful at selling.
I want to share my findings with you.
Here’s 8 Secrets to Joe’s Success
1. CONNECTION
People resonated with Joe because he looked like them. He looked like a down to earth regular guy. He didn’t dress up in fancy clothes. (His market were people who wanted to start a business from home so keep that in mind.)
2. SAD STORY
He talked about his failures. Again, this endeared him to his audience. People like to hear about successful people’s failures and the struggles they went through. It helps them to feel as though they can do what the speaker has done.
3. SUCCESS
He talked about how he cracked the code, changed things around, overcame his struggles and is now living like a king. He embellished all his wonderful new possessions and trips he now takes with the family and the huge sum of money he makes every month.
4. SOLUTION
He then he explained the solution he discovered and what the audience needed to have to duplicate his success. He talked about each piece of the puzzle. He didn’t say “how” to do it, but “what” was needed to do it.
5. SOLUTION PROBLEMS
After he explained what they needed, he mentioned the problems with each of the pieces of the puzzle. For instance, he would say, “You need an autoresponder, but the problem with autoresponders is that most of them send your emails into the spam folder.”
6. SUPERCHARGED SOLUTION
Finally, he introduced HIS solution, which included each piece of the puzzle, but a supercharged version of it that overcame all the problems that he had explained.
7. OFFER
His offer was very close to being a “done-for-you” service. (The more “done-for-you” your solution is, the higher your close rate will be.)
He also created what I call a “skin-in-the-game” offer. By that I mean, the price of his offer was around $6,000. However, you only had to pay $3,000 today and the remaining $3,000 once you earned it with his solution. This gave the perception that he had skin in the game to help you succeed.
8. CLOSE
To close he injected scarcity into his offer. He mentioned why there were only so many units he could sell and that he couldn’t sell more.
He also included a very valuable bonus to the first x amount of people who signed up.
People Came Running!
When Joe closed, people came running to the back of the room to buy his stuff. It was amazing to watch.
Sometimes you would think that everyone had already spent all the money they had, but when Joe got up, he would ALWAYS sell out.
I hope you learned a few platform speaking lessons from this analysis and use it to your own advantage.
If you want to move from simply presenting to your audiences, to using the magical power of influence and persuasion to inspire and motivate your participants to buy more of your products and services, then you MUST listen to this interview I did with public speaking expert, Roberto Monaco.
About David Frey
David Frey is the Founder, MarketingBlogger.com. He is also the author of the best selling book, "The Small Business Marketing Bible" and many other marketing courses. To find out more about this author, visit www.WhoIsDavidFrey.com.
