Powerful persuasive pitches Create a compelling, irresistible offer for your audience <ul><li>Joanna Martin </li></ul>Copy...
Designing a no-brainer offer <ul><li>Every word of your presentation must build up to the final delivery of your offer. </...
Packaging products <ul><li>Bundle several products together to appeal to your target audience. </li></ul><ul><li>Give them...
Provide layer upon layer of value <ul><li>The key question:  How much value do you offer compared to the price point? </li...
Back it up with a strong reason why <ul><li>The more believable your reason, the more sales you will get. </li></ul><ul><l...
Create urgency <ul><li>Give them a deadline. Explain the deadline. Stand firm on your deadline. </li></ul><ul><li>If you h...
Outrageous guarantees <ul><li>Remove ALL the risk from buying. Make your guarantee generous.  </li></ul><ul><li>Name your ...
Connection: trust & responsiveness <ul><li>The first 2 minutes on stage are crucial. </li></ul><ul><li>Objectives: </li></...
Your opening <ul><li>Script your opening but be prepared to adjust it. Have everyone unconsciously saying ‘Yes’. </li></ul...
The backbone of your presentation <ul><li>Every point you make in your talk should move your audience closer to the action...
Critical factors to consider <ul><li>Who are your audience? </li></ul><ul><li>What experience do they have? </li></ul><ul>...
Fleshing out your content <ul><li>Selection of my top tips: if you have a large number of tips then select the best to dem...
Ripple review <ul><li>Ask yourself these questions: </li></ul><ul><li>Who are your audience? </li></ul><ul><li>What conten...
ANNOUNCEMENTS <ul><li>Next Week: Arthur op den Brouw: Focus on your brand </li></ul><ul><li>After that: Ryan Pinnick and t...
4 for £1 <ul><li>Next 4 weeks access for just £1! </li></ul><ul><li>(No obligation, and only £89/mth thereafter if you dec...
Copyright 2010 | Ripple Effect Systems Ltd  Upgrade Offer:  Produce Normally Bonus You keep First month £89 £1 £88 Quarter...
Copyright 2010 | Ripple Effect Systems Ltd  Thank you for joining us
Ripple Effect Sales Training <ul><li>Master sales and your business will flourish </li></ul><ul><li>Leading sales, marketi...
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M403 jm perfect_pitch

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Dr Joanna Martin's talk on how to design a perfect pitch. This is really hot stuff

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M403 jm perfect_pitch

  1. 1. Powerful persuasive pitches Create a compelling, irresistible offer for your audience <ul><li>Joanna Martin </li></ul>Copyright 2010 | Ripple Effect Systems Ltd 1 M403
  2. 2. Designing a no-brainer offer <ul><li>Every word of your presentation must build up to the final delivery of your offer. </li></ul><ul><li>The no-brainer offer: An every-day offer with a sweet touch (e.g. a test-run) and an irresistible bonus (e.g. pay over 12 months). </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  3. 3. Packaging products <ul><li>Bundle several products together to appeal to your target audience. </li></ul><ul><li>Give them options: Would you like a or a + b ? </li></ul><ul><li>“ You can afford to put up your prices by 10% and lose 30% of your clients, and still be ahead.” </li></ul><ul><li>Mal Emery </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  4. 4. Provide layer upon layer of value <ul><li>The key question: How much value do you offer compared to the price point? </li></ul><ul><li>Remind yourself of your audience’s wants, needs, fears & frustrations. </li></ul><ul><li>If money & time were no object, what would your target market crave? </li></ul>
  5. 5. Back it up with a strong reason why <ul><li>The more believable your reason, the more sales you will get. </li></ul><ul><li>“ Special introductory offer.” </li></ul><ul><li>“ Early bonus for the first 17 to buy.” </li></ul><ul><li>“ This is a once-only seminar.” </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  6. 6. Create urgency <ul><li>Give them a deadline. Explain the deadline. Stand firm on your deadline. </li></ul><ul><li>If you have captivated your audience on stage then close the deal. If you let them leave it just won’t happen. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  7. 7. Outrageous guarantees <ul><li>Remove ALL the risk from buying. Make your guarantee generous. </li></ul><ul><li>Name your guarantee. Offer more than their money back. </li></ul><ul><li>Use a competitor challenge to stand out. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  8. 8. Connection: trust & responsiveness <ul><li>The first 2 minutes on stage are crucial. </li></ul><ul><li>Objectives: </li></ul><ul><li>Connect with everyone; gain their trust. </li></ul><ul><li>Engage 100% of the audience in your topic. </li></ul><ul><li>Let them know you’re the boss. </li></ul><ul><li>Start the game of Simon Says. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  9. 9. Your opening <ul><li>Script your opening but be prepared to adjust it. Have everyone unconsciously saying ‘Yes’. </li></ul><ul><li>Use facts to dazzle your audience. </li></ul><ul><li>Use humour carefully. </li></ul><ul><li>Engage your crowd with questions. </li></ul><ul><li>Make sure they know you’re the boss. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  10. 10. The backbone of your presentation <ul><li>Every point you make in your talk should move your audience closer to the action you want them to take. </li></ul><ul><li>The content should sell your product. </li></ul><ul><li>Use a success formula. An example: Involve, Inspire, Invite. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  11. 11. Critical factors to consider <ul><li>Who are your audience? </li></ul><ul><li>What experience do they have? </li></ul><ul><li>Their needs, wants, fears, & frustrations? </li></ul><ul><li>What are they desperate to know? </li></ul><ul><li>Their biggest problem? </li></ul><ul><li>Their greatest dream? </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  12. 12. Fleshing out your content <ul><li>Selection of my top tips: if you have a large number of tips then select the best to demonstrate your product/ service. </li></ul><ul><li>What is important in their lives? </li></ul><ul><li>A story from personal experience. </li></ul><ul><li>A testimonial that proves what you say. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  13. 13. Ripple review <ul><li>Ask yourself these questions: </li></ul><ul><li>Who are your audience? </li></ul><ul><li>What content will sell your product? </li></ul><ul><li>How long do you have? </li></ul><ul><li>Use success formulas so that your audience remembers you. </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  14. 14. ANNOUNCEMENTS <ul><li>Next Week: Arthur op den Brouw: Focus on your brand </li></ul><ul><li>After that: Ryan Pinnick and then Mike Clark again! </li></ul><ul><li>September 25 th Sales Mastery Workshop. Focused on results. </li></ul><ul><li>Day workshop run by Mike and Arthur </li></ul>Copyright 2010 | Ripple Effect Systems Ltd
  15. 15. 4 for £1 <ul><li>Next 4 weeks access for just £1! </li></ul><ul><li>(No obligation, and only £89/mth thereafter if you decide) </li></ul><ul><li>Bonus Offer: Upgrade to quarterly membership (£237), and get the 1 day workshop for free (valued at £147 ) </li></ul><ul><li>http://www.rippleeffectsales.com/rookie </li></ul>Copyright 2010 | Ripple Effect Systems Ltd Special Offer for Guests
  16. 16. Copyright 2010 | Ripple Effect Systems Ltd Upgrade Offer: Produce Normally Bonus You keep First month £89 £1 £88 Quarterly (month 1) £89 £79 £10 Quarterly (month 2) £89 £79 £10 Quarterly (month 3) £89
  17. 17. Copyright 2010 | Ripple Effect Systems Ltd Thank you for joining us
  18. 18. Ripple Effect Sales Training <ul><li>Master sales and your business will flourish </li></ul><ul><li>Leading sales, marketing and branding experts helping you become a master of selling: Peter Thomson, Joanna Martin, Topher Morrison, Craig Goldblatt, Michael Clark, Arthur op den Brouw, Andrew Priestley, Leigh Ashton, Grant Leboff, Hannah McNamara, Patrick White, Kathryn Lennon-Johnson and Ryan Pinnick </li></ul><ul><li>www.rippleeffectsales.com/starterkit </li></ul><ul><li>www.facebook.com/rippleeffectsales </li></ul><ul><li>[email_address] </li></ul>Copyright 2010 | Ripple Effect Systems Ltd

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