An important part of your workshop is the monetization. Of course if you are selling $1,000 tickets to 100 people, that is nice source of revenue. However, you always want to have multiple streams of revenue for your workshops and seminars and that involves making an offer.
Allison Babb Phillips is internationally recognized as having x-ray vision for seeing revenue opportunities in businesses and the creativity to convert them into pure gold. Allison delivers powerful strategies for consistently attracting new clients into your business. Featured in many news articles, Allison is an award-winning author and the creator of the Ultimate Clients & Cash System where she teaches businesses around the world how to create a client magnetic business.
In this excerpt if the Winning Workshop Series, Allison tells us how you can ditch the pitch yet still sell.
Allison Babb Phillips:
In this work, both in workshops but also in your business as well when you’re having phone conversations or in-person conversations with people where you’re ready to have that sales conversation where people feel very uncomfortable, very ambivalent, they’re anxious about getting to that point.
One of the things that you want to do is make sure that you set up your event so that in the beginning you’re letting people know that you are going to tell them where they can get more before you’re done. And once you set that up it gives you permission to really share more about what you’re doing.
But when you get to the part when you’re ready to make an offer, this is where people get very anxious, the key thing is to really focus on the fact that this is – what you’re doing when you’re delivering that offer is really sharing with people how they can get help for the thing that they really want to get help with.
A lot of times it’s a mindset shift for the business owner, for the person who’s standing in front of the room. You don’t want to be thinking, “Oh Jesus, I’m feeling bad because I’m about to make an offer,” you want to be excited because you keep sharing with people how they can experience a greater transformation beyond just the workshop that you’re delivering. So you should be excited about that, your energy should be there.
You want to take them into where they can experience lasting results with what you’re sharing with them. So the two-day event was powerful or whatever the length of you event was powerful, but now you’re helping them to see that they can take this beyond the room that they’re in.
And you want to be in that mindset of really believing that what you’re about to do and what you’re about to offer truly will create lasting results for the person. So you get excited about sharing with them, “Okay, here’s where you can do even more with what I’ve been sharing over the past few hours or the past few days”.
This was just a tiny portion from Allison’s interview for the Winning Workshop Secrets Series. If you want to know more about how to turn your attendees into clients, as well as audios and transcripts from 4 other workshop and seminar marketing specialists, be sure to check out the Winning Workshop Series.