The Invisible Close Speak-to-Sell Formula Step into the Spotlight with a Signature Talk that you Love, Irresistible Offers that Sell and the Confidence that Comes with Being Ready! I. Introduction/ Positioning 1. Position Yourself Create Vulnerability and Credibility through your story. List 3 Points of Credibility: What is the main vulnerability you would like to share? 2. Position Your Audience. Show them they are in the right place. This is for you if.. (Tap into the pain) Page1
3. Position Your Topic / Transformation What is possible from doing your work? Grab em! What is the transformation you provide and they crave? 4. Position Your Talk What will they learn today? Give an outcome-laden overview of what points you re going to cover. Get them excited! Today we re going to cover Point 1: Point 2: Point 3: Transition Bullet ( How you can develop your own XYZ ): 5. Position Your Offer Create Partnership from the Start: I will teach you a much as I can in the limited time that we have together and then I promise to show you how you can take it further / get more. Ask them to hold questions until you re finished so you can get on a roll and give them as much as you possibly can. Page2
II. Body Template 6. Develop 3 Main Points using Lisa s NEW Deep Dish and Sample Platter Combo Model Provide a Solution by going Deep Dish on one point from your Unique Branded System (UBS) and then, for your transition, run through your UBS using the Sample Platter Model to outline the steps to solve the bigger problem they still have. Develop social proof with case studies Create hunger and desire for your upcoming offer by seeding throughout Point 1: What it is (Flesh it out so they know what you re talking about.) Point 2: Why it matters (Position it. Show the problem. Develop the plan.) Point 3: Teaching points (This is where you go Deep Dish. Yes, teach them How! ) Transition Bullet (See #7) Page3
BODY TEMPLATE Point 1: What it is (Flesh it out so they know what you re talking about.) Point 2: Why it matters (Position it. Show the problem. Develop the plan.) Point 3: Teaching Points (This is where you go Deep Dish. Yes, teach them How! ) Transition Bullet (See #7 on next page) * Weave in case studies and seed throughout. Page4
III. Transition to Offer 7. Segue into offer with Transition Bullet (The Plan) How you can develop your own xyz How to turn today s immediately useful information into lasting transformation Taking it further with training, tools and support 8. Distribute Summary Sheet After you've transitioned, you tell them that in a few minutes you'll give them a summary of the steps you're about to cover, but you want them to listen as you walk them through it first. You can say that these are steps they will need to take to get the results that are possible, whether they do it alone or with you. You'll tell them how they can do it with you shortly. Walk them via Sample Platter through the steps of your UBS so they see how they can take it further or develop their own XYZ. Then you ask if they'd like the Summary Sheet, and voila! Your audience is begging for your order form! Print in 2 or 3 part NCR Make sure it s super clear and uncluttered Pre-collate for quick distribution Of course, you let them know after you pass it out that this sheet includes a summary of the steps you just covered and is also the offer to join you in your upcoming program and that you are going to take a minute to show them how it works. Page5
9. Walk through Summary Sheet and make your offer clearly Focus 80% on the outcome / transformation List the outcome / transformation Focus 20% on the details of the Service Delivery What are the details of how you deliver that outcome? Develop value for the bonuses (Reverse Seed) Where can you relate deliverables back to seeding you did, stories you told? Be clear about the limiters (Time: Today only / Quantity: First X# of people) List your limiters Page6
Justify the Special Today Only Offer Why is there a special offer (discount or bonus) today only? - Fast Action Scholarship to acknowledge people who take decisive action - To acknowledge the investment that the people in the room have already made - Because they are a client of the host and you take special care of the host s clients Help them Justify the Investment How will this pay me back in time, money, energy, peace of mind, fulfillment, etc? - What would one new referral partner who sent you one new client a month be worth to you? - Imagine having the energy to coach your kid s soccer team after working all day - How much could you save in vet bills if you could understand what your dog is trying to tell you? Not to mention chewed furniture and the fights you re having with your spouse over all of it. Page7
10. Handle the Top 3 Barriers to Buying This is where you address the top objections that you know will come up by saying, Let me answer the top 3 questions I always get, and then if you have further questions, I ll stick around for a few minutes. Ask yourself, what are the top 3 reasons people don t invest in your offer? Finish the sentence, But, what if? Examples: It s bad timing, I m too busy, I don t have the money, I don t trust myself to do the work, I m just getting started, I m not sure it will work for me. - But Lisa, what if the timing s not good? I m too busy? Great news! All the classes are recorded and transcribed so you can catch up at your convenience, plus you can email your questions in so if you miss a class, you can still get them answered! - But Lisa, what if I m just getting started and don t have a big network? This is the perfect way to build your network. And that s the first thing you want to do when you re just starting. So many people spin their wheels and waste tons of time and money because they miss this critical step early on. (Show one example or tell a story of someone who was just getting started and had great results.) - But Lisa, what if I don t trust myself to do the work? If you can t trust yourself to pick up the phone once a week and follow my instructions as I show you exactly how to XYZ, it s best if you don t do this program. But if you re ready to have a breakthrough in this area and this is calling to you, we welcome you. Page8
11. Invite them to Step Up 1. Show them exactly where to take the order forms 2. Say something brief and inspiring from your heart Your closing thought: 3. Invite them to meet you at your back table to get registered and be one of the first to get the special bonus for the first X people. You will be there for a few minutes to answer any questions they need answered to be able to join you in your upcoming offer. 12. Don t tame the tension! No sharing, no questions, no exercises, no additional handouts during your Speak-to-Sell Signature Talk. (Yes, there are always exceptions, but this applies to 90% of you!) The Herculean Challenge: Always end a few minutes early! Page9
Did you include the 5 Ps? 1. Position 2. Pain Yourself Your Audience Your Topic Your Talk Your Offer Did I create enough of a gap so they can really experience the distance between where they are now and what s possible for them? 3. Promise 4. Proof 5. Plan Did you build promise and hope, so they are inspired about what s possible and can see that with your offer it s in their reach? Did you include plenty of social proof, case studies, testimonials, success stories so they can see that many people have succeed with your offer and they can too? Did you use a transition bullet to segue into the Going Forward plan? Live Talk vs. Teleseminar Limiters: - For a live talk use both a Today Only time limiter and a First X# of people quantity limiter. - For a teleseminar use quantity only as many people will listen to a playback. You also have a longer sales cycle with teleseminars so if it s your own launch call, you can include disappearing payment plans, early bird pricing, etc (See Lisa s 6 Figure Teleseminar Secrets product for a stepby-step teleseminar launch plan.) Page10