Buy Or Sell? Offer v Pitch

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Terry Dean teaches Conversion Immersion at NAMS6

Terry Dean teaches Conversion Immersion at NAMS6

Have you ever been in a workshop or presentation, where you just know you are going to buy, no matter what they are selling? That happened in Terry Dean’s workshop at NAMS (Niche Affiliate Marketing System).

20 Minutes into the full day workshop, Felicia called out “OK, what are you offering, because I’m buying!” “Yeah, we’re not talking about that until much, much later”, Terry Dean replied.

And then there are the presentations where there is no way you are going to purchase anything, just because you feel like you got a hard lesson on used car salesmanship 101.

Many internet marketing conferences fall into the second category. Sure, they will give some content, but most of it is pitch, pitch, pitch.

The Logical Next Step

This gives speakers and events a bad name and it makes it so that many speakers don’t want to sell anything. They think it makes them unprofessional. But you have to give your audience a logical next step.

At NAMS, there are strict rules. The speakers cannot pitch. But guess what? They still sell their courses. It is the difference between pitching and offering.

You have to teach valuable content that your attendees can use now to move their business or their life forward. When you do that, you also have to give them the next step. If you do not make them an offer, you leave your audience hanging.

In every workshop there are people who are ready to delve deeper into your topic. They may want help implementing your content, or maybe they have mastered this material and are ready for the next. Why would you deny them that opportunity?

You have a duty to your audience to help them improve themselves and a duty to yourself to make money so that you can stay in business. Remember, if you don’t make money, you can’t help the people you were meant to help.

Connie Ragen Green and Daphne Bousquet listening to Terry Dean at NAMS6

Connie Ragen Green and I listening to Terry Dean at NAMS6

Most Impactful

It took Terry Dean just 20 minutes to give so much value that he had people ready to buy. I have to admit, his Conversion Immersion was one of the most impactful sessions I have attended in a while. From researching your clients, to copywriting and storytelling, he taught me a lot about marketing.

My favorite take away from his class is that the less you write, the better your copy is. The secret is to let your clients write your marketing for you. Intrigued?

Terry’s audios from NAMS6 (and all the other instructors) are available for download for only $97 with coupon code IWASTHERE.  The coupon code allows you to save $200.

The problem with NAMS is that there are 4 sessions going on at the same time, and no matter how great the session is that you attend, you are always missing 3 others. I have already purchased the audios so that I can catch up with all the other wonderful instructors and content.

You can do the same right here.

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Daphne Bousquet, CMP

Daphne Bousquet, CMP

For more strategies to make your workshops and seminars more profitable, you’ll want to pick up a copy of the free report "Three Simple Secrets To Making 10K In A Day With Small Workshops." Daphne Bousquet uses her 20+ years of event industry experience to create profitable event strategies and marketing for coaches, entrepreneurs, speakers and self employed professionals that want to grow their businesses with workshops and seminars. She is the creator of the Butts In Seats Virtual Boot Camp, a unique digital course that teaches you how to fill your events with your ideal audience.
Daphne Bousquet, CMP
Daphne Bousquet, CMP
Daphne Bousquet, CMP

Comments

  1. Fabulous post, Daphne!

    Love the lesson here and it sounds like you really got some awesome takeaways from NAMS and especially from Terry Dean’s presentation. 🙂

    Whether it’s a live event or a virtual one …

    No one appreciates the “buy, buy, buy” approach. You’re right — it comes across as the proverbial used car salesman pitch. 🙁 I feel so strongly about this issue, I crafted a post not too long ago entitled “This Is Not What I Signed Up For”.

    The reason I felt compelled to pin that story up on my blog is because I was hearing and feeling an undertone of disdain from mompreneurs who were sick to death and sorely disappointed with taking their valuable time to attend “pitchfests”.

    I agree wholeheartedly with Terry — the less you write, the better your copy is.

    Three cheers for a great message!
    Melanie Kissell @SoloMompreneur recently posted..Delivering A Pregnant Idea

    • Daphne Bousquet, CMP says:

      It is a fine line between making an offer and pitching. However, I do find that some people attending events, and even teleseminars or webinars have unrealistic expectations. They are upset when an offer is made. Frankly, I think that is ridiculous, (especially when the content you are perusing is free!). I stand by my statement that you should always offer your audience the next step. Then it is up to them to take it or not, but at least they have the option.

      • Honestly, Daphne, I’d have to say there’s a Grand Canyon size difference between making an offer (which I always gladly anticipate and expect) and pitching to the point of ridiculousness.

        I’ve been on teleseminars and webinars where the host has mentioned the “offer” at least four or five times. I don’t know how you or any of your readers feel — but I don’t need or want to hear it more than twice. That’s enough for me! Otherwise, it becomes very irritating and, quite frankly, I won’t make a purchase from someone who takes far too many “commercial breaks” during a presentation to sell, sell, sell. I don’t mean to sound mean here, but that kind of behavior is a BIG turnoff for me — a snake oil salesman kind of turnoff.

        On an upbeat note …

        I’ve attended lots and lots of top notch teleseminars and webinars where the presenters have been engaging and dynamic (and sometimes even tons of fun!) and I’m actually anxious to hear their offers. 🙂

        • Daphne Bousquet, CMP says:

          And yes, that is why you always have to bring your best content. I bet when you have had those pitches, the content was thin at best. Then when you hear the offer (multiple times) you don’t want to hear it, because you didn’t hardly learn anything to begin with.

          You know when the content is engaging, dynamic and fun, they are bringing their best stuff and the offer will be good. Thanks for this discussion, Melanie. Great stuff!

          • “Thin” content, Daphne?! I’d say it was as thin as dental floss! LOL 🙂

            I’ve really enjoyed this conversation and I’m totally enamored with this topic. I’ve loved the interaction and I hope you’ll post more on this subject in the future.

  2. P.S. Forgot to say “thank you” for your seminar marketing e-book. Can’t wait to give it a read! 🙂
    Melanie Kissell @SoloMompreneur recently posted..Delivering A Pregnant Idea

    • Daphne Bousquet, CMP says:

      Hope you liked it, Melanie and that it will help you get butts in the seats when you decide to host your own workshops.

  3. It’s amazing how many people still aren’t getting the message! Sell, sell, sell doesn’t work! Like what you say about us having a duty to ourselves to make money so we can help more people! What a wonderful thought and positive way to look at what we are really trying to do!
    Martha Giffen recently posted..5 Ways To Increase Online Visibility

    • Daphne Bousquet, CMP says:

      Thanks for stopping by, Martha. Glad you liked it. Unfortunately, many of us are so busy helping other people (for free) that they go out of business and have to get a J-O-B. You can help your audience and make money at the same time and then help more people!

    • I’ll second THAT motion, Martha!

      And, Daphne, you’re 100% right …

      There’s only so much “free” help, resources, and knowledge you can extend to your target audience.

      And once you present them with your awesome “paid” products, programs, or services — some of them will immediately unsubscribe from your list. And that’s great! They were never going to become your loyal customers or clients anyway, right?

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