GSI US Offer Design Template

TEMPLATE

THE PITCH/OFFER Your offer is the point where you move your audience from curious to committed. Where you help them realise that if they want to get good at this skill, and be in this community, they must make a decision for themselves. The decision isn’t to buy from you. It’s to invest in themselves. They are about to take their lives/businesses/leadership to another level. You are going to help them. This is a new relationship, filled with wonderful possibilities. Your attitude is one of humility, gratitude and playfulness. You get to do what you love – help people. They get to have more of what they love. It’s a win win. If you don’t make the offer, someone else will. Passionate people will buy. If they don’t buy from you, they will buy from someone else. If you believe in what you do, love what you offer, and know you can make a difference, you must do everything in your power to ensure your audience joins your movement.

THREE TYPES OF EVENTS WHEN TO PITCH Webinar: One webinar – 90 minutes to two hours Pitch at the forty five minute mark Then stay on and answer questions – make sure the questions you answer overcome as many objections as possible

One day training: Four segments – 90 minutes each Pitch at the end of segment two

Friday night to Sunday seminar: Two segments Friday night – 75 minutes each Four segments per day – 90 minutes each You can pitch at the end of Friday night – a book You can pitch on the Saturday – a smaller pitch; or the big pitch, to give them more time to work out their finances, and discuss with family

TIMING FOR YOUR OFFER

Connection Permission

5% - 10%

Engage

75% - 85%

Create need

Reveal your product No-brainer offer

10% - 15%

CTA

STEPS TO YOUR OFFER 1. Create connection – build rapport 2. Get permission for your:   

Style Content Pitch

3. Engage through a mix of education and entertainment 4. Establish a need for your solution 5. Reveal your offer 6. Make your offer a complete no-brainer        

Price Payment plan Scarcity Urgency Bonuses Instant gratification Guarantee – risk reversal Reason why

7. Invite action 8. Go back on stage, reassure with objective-overcoming questions and answers

STEPS TO YOUR OFFER – DETAIL 1. Create connection – build rapport Ask questions… Who would like..? Credibility statement… Your name… We have helped… Use a stat… Use humour… 2. Get permission for your:   

Style Content Pitch

Include how long it will be Include how passionate you are Is it okay if I teach you a simple three step process for… Is it okay if over the next 90 minutes we share exactly how I created these sorts of results, and give you the opportunity to do the same in your own business?

3. Engage through a mix of education and entertainment Use facilitation skills, not just talking about them Bring in examples from the room to make it real, live, and valuable to them Only one take away message for each 90 minute segment Back up and support each idea with examples so they can imagine these results for themselves

4. Establish a need for your solution If they see value in your ideas, your system, and the solutions, they will see value in your pitch Create ‘seeds’ throughout the presentation that ‘prime’ they to be able to make a buying decision People are adverse to making mistakes – to avoid this feeling, make it so easy for them to say ‘yes’ to the little things, that they can easily say ‘yes’ to your wonderful offer Use some moving towards, and some moving away motivations Towards – this will fast track your results Away – can’t settle for where we’re at if we want to experience the next level 5. Reveal your offer They will want: -

More time More money More success

What they really want is: -

To feel they’re enough To know they’ll be okay To know they can handle life

List three great features of your product Against each feature, include the benefit Make sure your features overcome objections – -

Not enough time Not enough money I don’t believe you It won’t work for me I’m waiting for the confidence before I act

Perceived value must be huge

6. Make your offer a complete no-brainer 

Price – i. Actual price versus price for the day ii. Actual price versus price for them



Payment plan – i. So it’s doable now



Scarcity – i. Limited numbers available



Urgency – i. Limited time offer



Bonuses – i. Good enough they would buy product just to get the bonus



Instant gratification – i. Something they can take away right now so they’re included



Guarantee – risk reversal i. Take away all the risk of the decision



Reason why – i. Why are you doing this?



Why is it so good?

Magic wand – If money and time were no object, and you could give them anything, what would they crave? 7. Invite action Invite them to take action at the back of the room Now, pick up your form, grab your pen, and fill this in now… Stop waiting for the confidence, know it’s your time, and let’s do this now… You don’t have to hear the rest of what I have to say, the bonuses won’t last, just go ahead now and go to the back of the room…

Go back on stage, reassure with objective-overcoming questions and answers When you’re back on, if you have the opportunity, address loose threads, questions not answered, and give them one more thing because they took action

NOTES __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________ __________________________________________________________________________________

GLOBAL SUCCESS INSTITUTE Suite 40, 37-39 Albert Road, Melbourne, VIC 3004, Australia. Phone: 1800 094 927 Fax: +61 3 9645 7002 Email: wow@globalsuccessinstitute.com.au Website: www.globalsuccessinstitute.com.au

ULTIMATE SPEAKER

Edition 1 | Version 1 | August 2017 Published by Global Success Institute

Copyright 2017 ÂŠ Global Success Institute All rights reserved. No part of this publication may be reproduced or transmitted in any form or by any means, mechanical or electronic, including photocopying and recording, or by information storage and retrieval system without permission in writing from the publisher. In some instances, people or companies portrayed in this book are illustrative examples based on the authorâ&#x20AC;&#x2122;s experiences, but they are not intended to represent a particular person or organisation.

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GLOBAL SUCCESS INSTITUTE Suite 40, 37-39 Albert Rd. Melbourne 3004 Australia CALL 1800 094 927 EMAIL wow@globalsuccessinstitute.com.au Copyright 2017 Global Success Institute VISIT www.globalsuccessinstitute.com.au

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