Bonjour and welcome to the MLM Trigger, I am your host Corine Arnaud and this PODCAST is to help you LEVERAGE Your Network Marketing Skills using the internet to grow your MLM downline.
We are going to dive into [The Perfect Presentation Every Marketer Needs To Know] the STACK [Part-3] section of your presentation. In the last episode we talked about how to mention an element, then add it to the stack. Mention another element and add it to the stack, because it helps your audience understand the offer completely. Today we’re going to keep going into STACK Slide #5 of your presentation.
Stack Slide #5. The Big Stack slide, because it has the entire contents of your offer, including the value of each piece. You also want to total everything up and have the value be 10 times as much as the actual price will be. (If the value doesn’t reach that level, consider adding something more valuable to your offer.) It should look something like this. Now that we’ve given them the big value price, we need to convince them that this offer is actually worth that much and get them to admit it to themselves.
“If all this package did was ––––––– would it be worth $$$ ?” Then, transition by saying something like: “Now obviously, I’m not going to charge you $10,000. But If I DID charge you $10,000, and all it did was –––––– , would it be worth it to you?”
Vehicle (Secret #1) If all this system did / got you was –––––– (related to Secret #1), would it be worth $$$? STOP and wait for them to indicate yes. Repeat the same for Internal (Secret #2) & External (Secret #3).
They’ve now said yes 3 times when you asked them if what you are selling is actually worth the total value, usually a 10-time markup. Now when you discount the price to what you’re actually selling it for, they are getting a 90% discount from what they believe (and have said) it’s worth.
You want to use the “I had two choices” close at this point because it gets them to agree that you should charge them more in order to make the program better. I had two choices with this. I could go as cheap as possible and try to sell as many as possible. But the problem with that is I couldn’t really stack on the value for you. So I decided to go with a second option, which obviously requires a slightly higher investment on your side. But in exchange for that, we can dedicate more time, energy, and resources to help guarantee your success.
What Would the End Result be Worth? Before you reveal the actual price, ask them what the end result would be worth to them. So if you had a successful funnel today that was making you money, what would it be worth to you?
And then STOP and wait for them to answer that question in their minds. How much would you pay to have that one successful MLM funnel?
And then STOP and wait for them to think about it for a few seconds. You can probably see why people pay $$$ for a similar result, because it’s not a cost—it’s an INVESTMENT.
Price Drop - Now come back to the full price and tell them. You’ve already seen how it’s worth $$$. And even at $$$, which I charge the public, it’s a great deal. But because of ––––– you are here –––––, I’m going to give you a very special offer...
Price Reveal - Here is the first time you reveal the actual price. Tell them the real price and give your first call to action (asking them to click on a button, go to a certain website, or call a phone number). Every slide after this will have a CTA link, so when they are ready, they can sign up.
Price Justification - It's usually related to either showing them what the full price would be outside of the current presentation or comparing it to the price of other options for getting a similar result (apples vs. oranges).
(Full price example) Now let me put this into perspective for you. If you went to my regular website right now, you could buy this same product for $––––––. But because you’ve invested this time with me, and you’ve proven that you really want to get this result, I’m making a special offer just for this webinar.
(Apples vs. oranges example) If you were to hire a professional to do this for you, it might cost $$$. But because you’re learning how to do it yourself AND I’m giving you all the tools and resources to make it happen fast, you only pay $$$.
You’ve Got 2 Choices - Choice #1 is to do nothing. If you do nothing with the information you’ve learned over the last hour, what will you get? Nothing. Or you can choose to take a leap of faith. Just test it out to see if it will work for you.
Guarantee - Then you reveal that it’s okay if it doesn’t work for them, because they’re covered with our 30-day money-back guarantee. They can test-drive it now and see if it will work for them. They have nothing to lose. Now that they know they have nothing to lose… make their choice as simple as possible. Help them see that this really is a no-brainer. The real question is this: Is it worth gambling a few minutes of your time to check this out? Even if it only does HALF of what you have claimed today, it will pay for itself as soon as ––––––.
Next you show them the Big Stack slide one last time, with everything they’re going to get and the total value. Go through each element line-by-line one last time to cement the offer in their minds before your final pitch.
The two most valuable tools in marketing are urgency and scarcity. Here you’re going to add a bonus upgrade that’s only available right then. You can create urgency and scarcity by offering something special to a certain number of people and for a certain amount of time.
Do not skip this part! It is the key to getting people to buy immediately. If they leave the webinar, the chances of them coming back and buying later are almost zero. In fact, give a bonus only for those who are actually on live and don’t offer to those who only watch the replays later. That encourages people to show up live, but it also gives them a reason to sign up before the presentation is over. The deadline is the key.
Closing Call to Action - Q&A Slide. This is the slide to end your presentation with, and it stays up during the entire question and answer session. There are a few key components to this slide.
Recap of the offer - Countdown clock for 30 minutes - Price - Call to action
Then it’s time to answer questions. I then go through those questions, and give another call to action after each one. That gives you lots of opportunities to repeat the link for people to buy. Also try to think about any other false beliefs they may still have, then use our sentence: “You’re probably thinking __________, right?”
Study it. Master it. There is no greater gift than this proven formula.
Thank you so very much for tuning in. Next week's episode is all about the types of closes for your presentation.