[8 Steps To A Live Presentation That Sells Series] Article #15 ~The All-Important Order Form

If you want to have a prosperous close, you have to control the sales environment. Again, the close is the portion of your presentation that is specifically devoted to selling your product or service.
One of the quickest ways to lose control is to pass out your order form too early.
Picture it. What do you do when someone hands you a printed form? You start reading or scanning it.
So, if you hand out your form before youβve had a chance to sell the audience on the specifics of your program, youβre going to lose them to their own thoughts and reaction to your prices.
You want them to feel excited and inspired by the results theyβre going to get from your program before its price even enters the equation.
Thatβs why I say sell them on the results first, and then about 85% into your close, signal to your assistants that itβs time to pass out the forms.
Under no circumstances should the audience have the order form in hand before you even start your speech. That is sales suicide. The audience would just shut down, thinking you only want to sell to them, and wouldnβt listen to you at all.
Low Barrier to Entry
On your order form, donβt make it difficult for a person to buy your product or service.
You want your form to be clear, easy to read, and with a low barrier to entry, which means simple and manageable payment plans, a written service guarantee, and all of your contact details.
It's also a nice touch to have a photograph of yourself printed on the form for personalization.
If you have an ezine or a newsletter, you can also include a paragraph that, as part of their purchase, theyβre getting a free subscription. Just make sure to use a professional ezine service, so that itβs easy for them to opt out later, if they choose.
Get What You Need as Well
Before the buyers leave your table, read over their form and be certain that youβve collected everything you need to process their order ~ credit card number, name, address, phone number, and email address ~ and be sure that you can read it.
Thereβs nothing worse than getting home and finding incomplete credit card numbers, missing phone numbers, and illegible email addresses!
Just take a minute to read it over before you thank them for the order. Youβll both be glad you did.
They Want What You Have
You have to remember that your audience actually wants the information that you have ~ and theyβre willing to pay for it. All theyβre really looking for are these five things:
Are you credible?
Have you done this in the past?
Do you have good results?
Is it a good product?
And is the price right?
By this point in your presentation, youβve covered four out of five. Unfortunately, the fifth is often a swing and a miss. Thatβs why Iβm going to show you the best ~ and proven ~ pricing strategies next time.
