When it all comes together, there’s no more efficient way to make money than with One-To-Many selling.
For one of my clients, I took a one-to-one selling model that is almost a religion in their industry, replaced it with a one-to-many group meeting strategy.
This new one-to-many strategy produced $12-million in front-end revenue plus over $20-million of annualized back-end revenue in one fourth the time ordinarily required.
Adding or converting to one-to-many selling can be at the core of a great deal of success for you too.
However, it’s important to understand that there are a lot of things you can do in one-to-one selling that you cannot get away with when you are selling to a group.
That’s because in one-to-one selling, you have a captive audience. People generally don’t want to come off as being rude so they will rarely get up and leave in the middle of your one-to-one presentation.
But in group selling, a person can get up and walk out of the room. They can mentally tune out.
If online, they can click away from your presentation and go elsewhere.
Or if you mail them a DVD, they can turn it off.
You have to be really sensitive that you can lose your audience in group selling.
Which is why it’s a bit surprising to me that there’s a lot of SLOPPINESS, HASTE & WASTE in the way most people approach their one-to-many opportunities and efforts.
Some even forego script-writing entirely and arrogantly and foolishly leap on stage or in front of a camera or microphone and “wing it.”
No other theatrical performance occurs this way. No other professional performer works this way. A Broadway play or a movie is planned, scripted, re-written, focus group tested, storyboarded, and rehearsed.
Professional comedians from Steven Wright to Seinfeld to Louie C.K. go to small clubs to try out and fine-tune new material before building it into a monologue or HBO Special. The late Joan Rivers who had been doing comedy for years also did it this way.
There is a science to crafting ANY and EVERY kind of presentation for intended effect. SALES presentations delivered One-To-Many in person or through media are sensitive. You need not risk guesswork. There are well-tested, well-proven structures and methods that yield top results.
That said, here are 5 ways you can use well-crafted one-to-many sales presentations to increase your profits:
#1: If you now have unconverted leads: this can convert more of them, thus lowering your waste, making each lead more valuable and allowing you to out-spend competitors or expand your reach in lead generation, to grow faster with the same capital and lead flow.
#2: If you have one on one sales appointments and close fewer than 60% face to face or have a salesforce of 1, 10 or 100 doing so: this can extract value from the “appointment, no sale” prospects thought to be valueless.
#3: If you have opportunities to acquire customers through affiliates, joint venture partners, hosts, or speaking at others events or your own road shows: this can leverage these activities, secure more affiliate and partner cooperation (as you put more money in their pockets) and maybe even make powerful strategies possible that are currently thought to be impractical.
#4: If you want to automate part or all of your selling: You can automate with on-demand or scheduled pre-recorded webinars to which you drive traffic. This can give you the highest performing webinar possible-so you can bid more for traffic and get more from serious sources.
#5: If you have a local professional practice such as healthcare or financial services: this can be the basis for in office group-selling events that leverage your existent patient/client base and create referrals as never before. In fact, I guarantee you can add $20,000 to $100,000 to monthly income in just hours.
I routinely see this make 6-figure differences to small businesses, and 7-figure contributions to larger businesses. NOTHING CAN HELP YOU SELL MORE, SELL MORE EFFICIENTLY AND SELL FASTER than the right application of a well-crafted One-To-Many presentation.
My observation of almost every speaker’s presentations, every sales DVD, every webinar, every group pitch is that serious mistakes are being made, serious flaws occurring, important drivers of response omitted. Which is why for the first time ever, GKIC is releasing a NEW resource created by me dedicated solely to One To Many Selling. Find out more here.
Source: Dan Kennedy