Selling from the stage at your own event is still a big hurdle for many workshops and seminar leaders. Some are afraid to offer anything, thinking that since their attendees already paid to be there, they won’t want to invest anymore.
Others feel uncomfortable “selling” anything. But really, you are just offering your attendees either the next step in their education or support in implementing the materials they have just learned.
Both are very valuable to your attendees and need to be a part of your overall event strategy.
In this article, Million Dollar Marketing Coach Kendall SummerHawk gives you 3 tips for selling from the stage:
3 Tips For Selling From The Stage by Kendall SummerHawk
One of the best ways to give yourself a “big payday” is to host a live event. Even a small, 5-10 person workshop can help you create a significant, 5-figure payday. And bigger events can yield 6 and high 6-figure returns.
But you must strike the right balance between delivering content and making your offer from the stage. Unfortunately, many professionals are following an outdated model of “deliver the what and the why, but not the how”.
Between the economy and the inconvenience of travel, workshop attendees are raising their expectations in terms of the value they expect to receive, in return for their investment in a ticket to your event and in the associated travel costs.
Recently, while attending someone else’s event, I was approached by a participant who thanked me for providing high-quality, valuable content at the workshop of mine she had attended earlier this year.
Clearly, she wasn’t the only participant thrilled with the content they received because that workshop broke a record in how many people said “Yes” to the offer we made from the stage.
Which proves my point that when you deliver quality content, your attendees will WANT more of what you have to offer.
While I have a detailed, step by step formula for creating and making an offer from the stage, I want to share 3 crucial tips with you here today, that will help you position your offer authentically, powerfully and confidently, no matter if you’re just getting started hosting workshops and live retreats, or you’re a seasoned speaker.
Tip #1 What To Focus Your Content On
Workshop participants love step-by-step so think in terms of organizing your content around checklists, templates and scripts. With these checklists in hand, many of your participants will be able to begin implementing what they’ve learned.
Will they still want to invest in your coaching or mentoring program? Yes! When workshop participants receive high quality content, it’s a natural next step for them to want accountability, structured support implementing and greater access to YOU as their mentor.
Tip #2 The Ideal Time To Make Your Offer
Well-thought out events have an emotional “arc” to them. Plan your offer so it happens just after an upbeat, high-energy section of your content, and when there’s still plenty of time for your participants to get their questions answered, make any phone calls back home to confer with their spouse, and to make their decision.
For example, if you’re hosting a 2-day event, best to make your offer just before lunch on Day 2.
Tip #3 Hold Fast To Your Boundaries
It’s human nature to put off making a decision for as long as possible. Which is why you need to create a reason for your event participants to decide at the event, to invest in your offer. What works best is a significant savings in the investment amount. Another option is a limited number of spots open. Just be sure to stick to the cutoff you’ve announced, even when someone asks you to flex just for them.
Live Events Have A Place In Every Woman’s Business
Whether you’re first event is a small retreat or you’re ready to go for a bigger audience, take steps to plan out the details of your offer. Remember, every audience contains a core group of people within it that want and need MORE of you in order to achieve their goals and dreams.
Would you like to learn more simple ways entrepreneurs can brand, package and price their services to quickly move away from ‘dollars-for-hours work’ and create more money, time, and freedom in their businesses? Check out my web site, http://www.KendallSummerHawk.com, for fr.ee articles, fr.ee resources and to sign up for my fr.ee audio mini-seminar “7 Simple Steps to Create Your Multiple Streams of In-come “Money and Soul” Business.
Bonus Tip From Daphne – Be Clear On Your Value
Your workshop is only the tip of the iceberg. You have so much more to offer and your attendees need your expertise and your mentoring. Be confident of that when you make your offer and you won’t feel like you are “selling” a thing. You are just inviting your attendees to take the next step with you. Some may not be ready, but some of them will be!
Ready to create your own 5 or 6 figure event? My Private 6-Figure Seminar Secrets Program is now open and it includes private coaching and mentoring to ensure you have a successful AND profitable event, with all my marketing expertise and event strategies. We maximize your profits, while giving your attendees a wonderful experience.
To apply, fill out the Six Figure Seminar Secrets Application and we will set up a consultation to make sure this is a fit for both of us.