This week’s conversion tip is how you can use the right value balance to increase conversion in your sales workshops.
The big problem I see with a lot of coaches and consultants when they’re using workshops to grow their business is they don’t strike the right value balance in their workshop presentation. Now what I mean by that, is the balance between how much we teach and how much we sell in our presentation.
So what this generally looks like is we have the over-teach model over here and that leaves our audience dripping wet as if they’ve been fire hosed with information. When they’re fire hosed with information, that leaves them a little confused and it kills conversion.
Then, on the other hand, we have the oversell. When we oversell, that leaves the audience feeling a little bit dirty. In this case, they walk away feeling like they need a shower. However, when we get this right, this little sweet spot in the middle is what we call the value balance.
The value balance is basically when you get the right amount of information for your audience and also the right and cleanest, clearest way of presenting our offer as well. That’s when we get what’s called the value balance.
Now, this is different with every single market. If you’ve got a highly intellectual market, they will need more teach than more of a creative market. So getting the right balance is determined by your audience as well, but it’s also determined by your content.
When you strike the right balance of teaching and selling in your presentation, you’ll find that your audience will walk away and generally refer their friends and their colleagues to you. The reason why, is they walked away with great value but they’ve also walked away with a clean sales process as well. Which makes them like what you’ve taught them, but also want to buy as well. And that’s the key to getting value balance.
So check out the website and see what events we’ve got coming up and I might see you there.