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© Copyright 2004. Heritage House Publishing, Inc. 1
“I want you to PRINT THIS PAGE and TAPE IT TO YOUR WALL so you won’t forget to attend our very content-rich teleseminar … okay?”
~ Alex Mandossian
Teleseminar Dial-In Details Date: Monday, February 7th, 2005 Time: 5:30pm (Pacific) / 8:30pm (Eastern) Dial In: 1-641-594-7542 Passcode: 32677# Topic: Selling Strategies – Module 7 of 8 “How To Motivate Your Listeners To Buy On Command”
SPECIAL NOTE: This teleseminar starts on time according to www.Time.gov so please dial-in five minutes early so you don’t miss any content. Your courtesy will be most appreciated ☺
4 Tips To Get The Most Out Of This Call
1. Print this sheet out so you can write and take notes during the call 2. Think of how to quickly implement the secrets revealed on the call 3. Make a deadline to complete at least 3 tips you’ll learn on the call 4. Start calculating how much money you make from teleseminars
© Copyright 2004. Heritage House Publishing, Inc. 2
Your Executive Summary Answers These 5 Questions
Step #1: What urgent PROBLEM is my listener experiencing?
Step #2: What unique SOLUTION is now available to my listener?
Step #3: Why is my listener STUCK with the problems? Step #4: What’s the PROCESS for my listener to find the solution? Step #5: What is my listener’s CALL-TO-ACTION to get started now?
CASE STUDY: Instant Video Generator™ Teleseminar
PROBLEM: There’s no simple, cost-effective way for a small or medium-sized online businesses to add professional streaming video to their Web sites and emails.
SOLUTION: Instant Video Generator™ can easily and economically add streaming video to any email or Web site without high-priced hosting and is ideal for the “technology-challenged” Internet marketer.
WHY STUCK? Most commercial streaming services typically require cost-prohibitive start-up fees and charge hundreds of dollars (monthly) for hosting and bandwidth charges. Until now, there was no low-cost, zero-start streaming video service that required just an inexpensive Web cam.
PROCESS: 1) Get a Web cam, 2) Get a 21-day $1 trial of Instant Video Generator™ 3) Record a video postcard or an Webs site message 4) Test if video pulls better than no video.
CALL-TO-ACTION: Visit www.InstantVideoGenerator.com/trial for a 21-day $1 trial so you can use instant access to streaming video and get free access to a free bonus teleseminar the same night!
© Copyright 2004. Heritage House Publishing, Inc. 3
6 Selling Powers That Make Good Presentations Great
1) The power of “DEMONSTRATION”
Example: Ginsu™ knife and other TV infomercials
2) The power of “STORY”
Example: The letters, books and gospels of the Bible
3) The power of “INSINUATION”
Example: “If I have $250K to invest, where do I put it first?”
4) The power of “METAPHOR”
Example: Jonathan Swift’s “Gulliver’s Travels”
5) The power of “CONFESSION”
Example: John F. Kennedy’s “Bay of Pigs” confession
6) The power of “ANALOGY”
Example: The difference between “sympathy” and “empathy”
Notes
© Copyright 2004. Heritage House Publishing, Inc. 4
The 9-Step Formula: Teleseminar Timeline Revisited Step #1: Welcoming– first name and city of each listener on line
Step #2: Introduction – WHO, HOW and WHY (5 min. mark)
Step #3: Content – stories, metaphors, demonstrations, etc.
Step #4: Call-To-Action #1 insinuated selling (15-min. mark)
Step #5: Feedback/Testimonials – requested (30-min. mark)
Step #6: Call-To-Action #2 insinuated selling (40-min. mark)
Step #7: Ethical Bribe – magic word, pop quiz, etc. (50-min. mark)
Step #8: Summary – recap of content, CTA, ethical bribe (Ending)
Step #9: FAQ Session – after teleseminar content (if applicable)
© Copyright 2004. Heritage House Publishing, Inc. 5
Dr. Robert Cialdini’s 6 Principles Of Persuasion
1) The principle of “Reciprocation”
Example: Hare Krishna fund raising with flower gift giving
2) The principle of “Commitment & Consistency”
Example: Written ideas for improvement at I-Power meetings
3) The principle of “Social Proof”
Example: Canned laughter in American sit-com TV shows
4) The principle of “Liking”
Example: Tupperware home parties (buying from friends)
5) The principle of “Authority”
Example: Stanley Milgram’s obedience experiment in 1961
6) The principle of “Scarcity”
Example: TY Corporation’s Beanie Babies selling strategy
Notes
© Copyright 2004. Heritage House Publishing, Inc. 6
CASE STUDY: Instant Video Generator™ Teleseminar Opt-In
CASE STUDY: Instant Video Generator™ Tell-A-Friend Page
The power of “Demonstration”
The principle of “Commitment”
The principle of “Consistency”
The principle of “Commitment”
The principle of“Liking”
The principle of “Authority”
© Copyright 2004. Heritage House Publishing, Inc. 7
CASE STUDY: Instant Video Generator™ “Replay” Page
The principle of “Commitment”
The power of Demonstration
The principle of “Consistency”
Notes
© Copyright 2004. Heritage House Publishing, Inc. 8
CASE STUDY: Instant Video Generator $1 Trial Page
The power of “Demonstration”
The principle of “Commitment”
The principle of “Reciprocation”
The principle of “Consistency”
The principle of “Commitment”
© Copyright 2004. Heritage House Publishing, Inc. 9
CASE STUDY: Big Seminar (April, 2005) “Opt-In” Page
The principle of “Reciprocation”
The principle of “Authority”
The principle of “Scarcity”
The principle of “Commitment”
The principle of “Social Proof”
The principle of “Liking”
© Copyright 2004. Heritage House Publishing, Inc. 10
CASE STUDY: Copywriting Tele-Course “Opt-In” Page
The principle of “Authority”
The principle of “Commitment”
The principle of “Liking”
The power of “Analogy”
© Copyright 2004. Heritage House Publishing, Inc. 11
CASE STUDY: Copywriting Tele-Course “Registration” Page
The principle of “Social Proof”
The power of “Metaphor”
The power of “Story”
The principle of “Reciprocation”
The principle of “Liking”
© Copyright 2004. Heritage House Publishing, Inc. 12
CASE STUDY: Ask Database Affiliate Teleseminar – Yes/No CASE STUDY: Ask Database Affiliate – “Ask” Page
The principles of “Commitment” and
“Social Proof”
The principle of “Commitment”
The principle of “Reciprocation”
© Copyright 2004. Heritage House Publishing, Inc. 13
CASE STUDY: Harv Eker Virtual Book Signing Teleseminar
The principle of “Consistency”
The power of “Insinuation”
The principle of “Reciprocity”
The principle of “Commitment”
© Copyright 2004. Heritage House Publishing, Inc. 14
CASE STUDY: Harv Eker Virtual Book Signing Teleseminar
The principle of “Reciprocity”
The principle of “Scarcity”
The principle of “Authority”
Notes
© Copyright 2004. Heritage House Publishing, Inc. 15
CASE STUDY: Harv Eker Teleseminar “Dial/Passcode” Page
Notes
The principle of “Authority”
The principle of “Consistency”
The principle of “Scarcity”
The power of “Insinuation”
The principle of “Commitment
© Copyright 2004. Heritage House Publishing, Inc. 16
CASE STUDY: Mega Book University Preview Teleseminar
The principle of “Authority”
The principle of “Authority”
The principle of “Commitment”
The principle of “Scarcity”
© Copyright 2004. Heritage House Publishing, Inc. 17
CASE STUDY: Stephen Covey Access To Leaders Teleseminar
The principles of “Consistency” and “Scarcity”
The principle of “Commitment”
Upsell offer using “Law of
Contrast”
The principle of “Reciprocity”
© Copyright 2004. Heritage House Publishing, Inc. 18
Case Study: Traffic Conversion Secrets™ Confirmation
The principles of “Consistency” and
“Commitment”
The power of “Insinuation”
The powers of “Story” and “Insinuation”
The principles of “Scarcity” & “Authority”
© Copyright 2004. Heritage House Publishing, Inc. 19
You Control 83% Of The Buying Process!
The 3 Reasons WHY Listeners DO Buy From You
1) They do KNOW you 2) They do LIKE you
3) They do TRUST you
The 3 Reasons WHY Listeners DON’T Buy From You
1) They don’t UNDERSTAND you
2) They don’t BELIEVE you
3) It’s not the RIGHT TIME to buy
"It's not what you sell that's most important, it’s what your audience want to buy most."
Freeman F. Gosden, Jr. – former Chairman of Foote Cone & Belding (Direct Response Division) and best-selling author of Direct Marketing Success.
KEY POINT: Like the board game Othello, the selling strategieswe’ve just revealed can take only a few minutes to learn, but they often take a lifetime to master. That’s an “Analogy” ☺. So…don’tjust learn to play the game of teleseminar selling … play to win!
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