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Convert Prospects into Paying Clients
Copyright © 2002 - 2010 by Susan Harrow. All rights reserved.
 Lisa Sasevich is called the Queen of Sales Conversion for good
reason. She's living proof that her system works as just
eighteen months ago she was running a business that earned 130k
in sales. At that time she had two toddlers and a husband who
was on a fellowship to become a cardiothoracic surgeon. Today,
her husband is now a practicing surgeon, her children are 3 and
6 years old and her business skyrocketed to 2.2 million. She has
no employees and is on track this year to earn 3 million.
Sasevich says, "If you love what you do, but cringe at the sales
part, this is your backstage pass to learning how to get big
results from a preview call." A preview call is primary to any
type of launch, weekend workshop, teleseries, book or process
that you have to share. You not only need to get people to
attend the call. You also need to understand how to market the
people properly with integrity once they on the call listening
to you deliver your information.
Before she explains the 5 Ps of crafting a
preview call
Sasevich says that mind-set is essential. She notes that coming
from partnership from the start is the most critical mind shift
to make. Partnership is not something you do TO people and it's
also not overcoming objections, which is what you commonly hear
on 'sale's' calls. "You are there to serve. You are coming from
service instead of coming from sales."
The second part of mind-set is to be committed but not attached.
You're committed to give people everything they need to make a
decision today. Don't just give them a taste, give them an
experience of your work. You're not attached to which decision
they make. "I'm not attached if you take advantage of my
offer
today," says Sasevich. "You want to know that your worth is
worth it. I'm just attached that they make a decision. It is a
disservice not to give interested prospects what they need to
make a decision."
One of the first ways to structure a content rich preview call
is part of Sasevich's "the 5 ps for a profitable preview call,"
which is through positioning. The first thing to position is
yourself.
Early on in the call introduce yourself. You want to make sure
you gain credibility. Before Lisa made her 2.2 million she told
the story of when she taught a live course from the stage to
women on understanding men. 60% of the room registered for her
course and 86% of those who registered for the first course
registered for second course, the same day. Discussing your
success in terms of numbers or facts gives you credibility. But
the other side of credibility is that you want your
vulnerability to show. "You don't have to have a hard luck
story," says Sasevich. "You don't need to be living in a van by
the river with $2 in your pocket. The other part to my success
story about selling 60% of the women in the room a course I knew
they needed is that I would go back to my hotel room and cry
about the 40% who had a pain that I wasn't able to help them
with. What didn't I say to reach those women?"
To learn the other 4 Ps and the exact strategy Sasevich uses
herself that you'll be able to apply immediately to increase
your own sales I highly suggest that you
download the FREE>E
replay of this teleseminar. You'll also
hear how Alexis Martin Neely sold over 2 million dollars in 2
years using Sasevich's system.
Over 5,000 people were on the call I attended. I encourage you
to be one of them to learn how you can
start to use Sasevich's
system in your next preview call.
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Susan Harrow, CEO of
http://prsecrets.com, is
a top media coach, marketing strategist and author of
Sell Yourself Without Selling Your Soul® (HarperCollins),
The
Ultimate Guide to Getting Booked on Oprah, and
Get a 6-
Figure Book Advance. Clients include Fortune 500 CEOs, bestselling authors and entrepreneurs who have appeared on
Oprah, 60 Minutes, NPR, and in TIME, USA Today, Parade,
People, O, NY Times, WSJ, and Inc. |
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