Presenations with a Purpose

As I mentioned in my last post, I attended an awesome life-changing 3-day workshop in San Diego a couple weeks called “InfluenceOlogy” that taught a small group of 12 of us how to make very powerful, very persuasive sales presentations to groups.

InfluenceOlogy Seminar - Oct. 15-17, 2010 - San Diego, CA

We all paid a lot of money to attend the workshop, and their information is proprietary, so I can’t go into too much detail but I can tell you this:

When you make a presentation to any group of people, first determine what is the goal you want to achieve?

For example, if you are a mortgage loan officer making a 15 minute presentation to real estate agents at a sales meeting in a real estate office, what do you want them to do at the end of the meeting?

You might think the answer is obvious, “I want them to send me some loan business.”

But WHY should they send you loan business?

What happens if they DO send you loan business?

And more importantly, what happens if they DON’T send you loan business?

You need to think this through before you make a presentation to any kind of group that you are trying to influence to a specific desired action so that you can tailor your entire presentation to that desired outcome by answering the questions above.

It’s a marketing cliche, but it’s true: Always put yourself in your audience’s position and ask the question “What’s in it for me?”

You must know the audience.

What are THEIR needs and goals?

What are THEIR pains and frustrations?

How can you solve their problems and help them achieve their goals?

If you focus on those concepts every time you make a group presentation you will find that you are much more successful at getting people to actually take ACTION when you are done rather than just thanking you for the information.

Simply saying “We have great rates and great service and we always close on time” is NOT a powerful, persuasive presentation!

You need to be more specific, “feel their pain” to quote a former president, and tell them WHY and HOW you are there to solve their problems.

If you want to get into this in much more depth, I HIGHLY recommend that you consider attending a three-day “InfluenceOlogy” workshop on your own.

Click Here to check out the InfluenceOlogy website for more info.

Roberto Monaco, Steve Tytler, Jeff Paro

Here you can see me with the InfluenceOlogy experts Roberto Monaco (former #1 sales rep for Tony Robbins) and Jeff Paro (former Tony Robbins trainer).