S1: A webinar can sometimes be a platform to sell another product. Using a webinar
to do so provides a tremendous advantage for you as the speaker and the seller.
However, it would only work if it were done right. For this module, you will learn
‘How to close a sale’.
S2: First and foremost, what a good sales pitch needs is a call-to-action. It is the most
important element when you are selling something. In a sales pitch, subtlety doesn’t
work at all. What is important here is the urgency of the sale so it is necessary that
you give the audience a sense of urgency. A perfect way to do that is a great call-toaction. It could be anything, “Get it now!” and “What are you waiting for?” Or it can
relate to the product you’re selling. For example, if you’re selling a Facebook
advertising lessons, you can say something like, “Get this product now and be on
your way to be an advertising mogul!”
For a webinar, they can see you and hear your voice. This could be an advantage, as
you are more personal with the audience because they can see and hear you, but
also a disadvantage if it were not done properly. When giving the call-to-action, you
must deliver the message with conviction, eloquence, and energy. It would not help
if you lack any of these three. The audience would not be convinced if you didn’t
sound like you yourself is convinced.
A good call-to-action also needs sufficient information. If you are selling a product,
you must let the audience know where they can get it, how much is it, and of course,
its features. If you do not do so, it would be confusing for the audience and they
wouldn’t be interested.
S3: Essentially, your chances of closing a sale depend heavily on how you do as a
speaker. If the audience were not impressed by what you’ve put on display, they
would be harder to persuade. The first thing that you must always remember when
giving a talk on the webinar is that the webinar is more about the audience than it is
about you. Speakers tend to forget that when all eyes are on them. They would get
carried away if they were not careful and use the stage as nothing more but to
boast.
This may seem unlikely and easy to be avoided, but one can get pretty careless.
Always remember your role as a speaker, which is to be a quasi-facilitator. You are
there to give the audience a push and provide the needed knowledge to take action.
They are your attendees because they want to learn, not to hear you babel about
yourself.
S4: To make the audience comfortable with you, you have to engage with them.
Audience engagement, in any talk, is crucial. If you want to close a sale in your
webinar presentation, you can’t engage with the audience just at that moment. It
needs to be done during your presentation also. Plus, it would be a great advantage
if you have audience involvement.
You can do a bit of exercise with the audience to capture their attention. During the
presentation, you can make quizzes, challenges, and games. Giving them the chance
to participate in the presentation will reel them in further deeper into the subject of
your presentation. Audience participation ensures attention, so by having them
hooked to your presentation, you can have them hook to you, the speaker, and that
is a great leverage you can use to close a sale.
S5: Your presentation should be short and taut. This is especially important if you
were a long-winded person. Too much talking may lead to a meander and you’d lose
the audience if you do. Also, if you talk for too long, audience will lose interest in the
middle of the talk. So, keep your talk short. Besides, it is more impactful that way,
too.
What is more off-putting than a long presentation is a long presentation that doesn’t
focus on the main topic.To keep your talk short and taut, always stick to the main
focus of the presentation.Try your best to not meander from the main topic and lose
the audience’s interest. As I mentioned, always remember that the presentation is
about the audience, not you.
It’s best, too, to share testimonials. You would not win the audience’s confidence if
everything only comes from you. You have to share testimonials especially if you’re
talking about a particular product.
S6: The Q&A part of the presentation is vital and it’s perfect to end the presentation.
With that said, it’s also very important that you handle it well. The Q&A session is
usually at the last 5-10 minutes. It shouldn’t be too long as the presentation is
considered to be over. Try your best not to extend this part too long.
For every question asked, you should repeat the question first before answering
them. Do not answer the questions straight away as some of the attendees might’ve
missed the question. Make sure that everyone is at the same pace as you before
continuing. Repeat the question and make it clear before answering.
S7: There are times that you have to deal with difficult audience. They might
intimidate you and could potentially your presentation. To handle this audience, it is
almost similar to handling difficult audience in a live seminar. When an attendee
asks a question unrelated to the presentation, kindly explain that it is out of the
scope of topic and move on. Though it’s tempting, but refrain from sarcastic
remarks.
For hostile and argumentative questions, answer them and move on quickly. They
are not worth your time, usually. Do your best to not get angry. Some people are just
there to aggravate you. The Internet built bridges that connect the world and under
these bridges, there are trolls. The only way to avoid them is to go above them and
move on.
S8:You must understand your audience and you should know how to deal with them.
There are many kinds of people in the world with many different things that appeal
to them. This will become apparent during the Q&A session. A good speaker is a
speaker who knows how to communicate with all of them. You should know how to
deal with all of them as the success of your presentation relies on it.
S9: Selling a product in a presentation should be reserved at the last 15 minutes. This
is called backend selling. Here, you can give your sales pitch. There are a few
methods that you can follow to ensure a conversion like the price slashing technique
where you give the audience a discount if they were to purchase the product. For
the price slashing technique to work, you must tell them, best if display, the original
prices and then the cut prices.
Another technique that proves to be successful is the scarcity technique where you
make clear that the product you’re offering is limited or for a limited time. The idea
of this scarcity technique is create urgency. With this technique, the audience will
feel a bit of push to purchase said product.
It’s very, very important that the product is relevant to the presentation. Unrelated
products would not sell, usually. If your presentation is on Facebook advertising and
you’re selling a personal development product, the attendees are likely to be
unresponsive. Always be congruent in your presentation.
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