teleseminar dial-in details · case study: marketing makeover generator™ templates, audio/video...
TRANSCRIPT
© Copyright 2006. 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 this Teleseminar Secrets training…”
~ Alex Mandossian
Teleseminar Dial-In Details Date: Monday, February 13th, 2006 Time: 6:00pm (Pacific) / 8:00pm (Central) / 9:00pm (Eastern) Dial In: 1-512-225-3110 or 1-512-225-3000 (Secondary Line) Passcode: 88123# Topic: Tele-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 2006. 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: Marketing Makeover Generator™
PROBLEM: There’s no simple, cost-effective way for independent professionals, small business owners or entrepreneurs to generate online leads without having HTML and web programming know-how. SOLUTION: Marketing Makeover Generator™ can instantly explode online sales and profits by automatically creating opt-in pages that capture highly-qualified prospects with least human effort possible. WHY STUCK? There’s no all-in-one eBusiness solution has website templates, audio/video recording, an online database, a bulk email sender, unlimited autoresponders, exit surveys, split testing software and other prospecting tool for less than $40 per month. PROCESS: Without MMG, you’d have to find these eMarketing tools from reiliable vendors: 1) Email Database, 2) Bulk Email Sender, 3) Audio/Video Recorders, 4) Exit surveys pop-ups, 5) Autoresponder system, 6) Web designs, 7) Split testing software, etc. CALL-TO-ACTION: Visit www.TripleYourConversion.com to claim your $1 trial for 7-days of unlimited utilization. After you subscribe, you’ll get free instant access to a 2-hour online teleseminar training of how MMG can triple your conversions at www.MMGTraining.com
© Copyright 2006. Heritage House Publishing, Inc. 3
The 6 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: Difference between “sympathy” and “empathy”
Notes
© Copyright 2006. 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 2006. Heritage House Publishing, Inc. 5
Dr. Robert Cialdini’s 6 Principles of Ethical Influence
1) The principle of “Reciprocation”
Example: Hare Krishna fund raising with flower gift giving
2) The principle of “Scarcity”
Example: TY Corp’s Beanie Babies; Alex’s TS “Stand By” List
3) The principle of “Authority”
Example: Dr. Stanley Milgram’s obedience study in 1961
4) The principle of “Consistency” & “Commitment”
Example: MMG $1 test-drive converts a monthly subscription
5) The principle of “Liking”
Example: Tupperware home parties (buying from friends)
6) The principle of “Consensus” or “Social Proof”
Example: Canned laughter in American sit-com TV shows
Notes
© Copyright 2006. Heritage House Publishing, Inc. 6
You may visit Dr. Robert Cialdini’s website at:
www.InfluenceAtWork.com
You may view Dr. Cialdini’s “Principles of Persuasion Workshop” online video at:
www.AccessToPersuasion.com
Workshop Manual
Influence Handbook
Influence Pocket Card
© Copyright 2006. Heritage House Publishing, Inc. 7
CASE STUDY: Instant Video Generator™ Call Opt-In
CASE STUDY: IVG™ Tell-A-Friend Page
The power of “Demonstration”
The principle of “Commitment”
The principle of “Liking”
The principle of “Commitment”
The principle of “Consensus”
The principle of “Authority”
© Copyright 2006. Heritage House Publishing, Inc. 8
CASE STUDY: Instant Video Generator™ “Replay” Page
The principle of “Commitment”
The power of Demonstration
The principle of “Authority”
Notes
© Copyright 2006. Heritage House Publishing, Inc. 9
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 2006. Heritage House Publishing, Inc. 10
CASE STUDY: Marketing Makeover Generator Tele-Demo
The power of “Demonstration”
The power of “Demonstration”
The principle of “Authority”
© Copyright 2006. Heritage House Publishing, Inc. 11
CASE STUDY: Ask Database™ $1 Test-Drive For 21 Days
The principle of “Consensus”
The principle of “Reciprocation”
The principle of “Authority”
© Copyright 2006. Heritage House Publishing, Inc. 12
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 2006. Heritage House Publishing, Inc. 13
CASE STUDY: Copywriting Tele-Registration Page
The principle of “Consensus”
The power of “Metaphor”
The power of “Story”
The principle of “Reciprocation”
The principle of “Liking”
© Copyright 2006. Heritage House Publishing, Inc. 14
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 2006. Heritage House Publishing, Inc. 15
CASE STUDY: Harv Eker Virtual Book Tour Call
The principle of “Authority”
The power of “Insinuation”
The principle of “Reciprocation”
The principle of “Commitment”
© Copyright 2006. Heritage House Publishing, Inc. 16
CASE STUDY: Harv Eker Virtual Book Tour Mirror Page
The principle of “Liking”
The principle of “Scarcity”
The principle of “Authority”
Notes
© Copyright 2006. Heritage House Publishing, Inc. 17
CASE STUDY: Harv Eker Virtual Book Tour “Thanks” Page
Notes
The principle of “Authority”
The principle of “Consistency”
The principle of “Scarcity”
The power of “Insinuation”
The principle of “Commitment
© Copyright 2006. Heritage House Publishing, Inc. 18
CASE STUDY: T. Harv Eker’s Millionaire Mind Intensive™
Notes
The principle of “Authority”
The principle of “Commitment”
The principle of “Reciprocity”
© Copyright 2006. Heritage House Publishing, Inc. 19
CASE STUDY: Big Seminar (April, 2006) “Opt-In” Page
The principle of “Consistency”
The principle of “Scarcity”
The principle of “Reciprocation”
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CASE STUDY: Big Seminar (April, 2006) “Opt-In” Page
The principle of “Reciprocity”
The principle of “Consensus”
The principle of “Commitment”
© Copyright 2006. Heritage House Publishing, Inc. 21
CASE STUDY: Brian Tracy’s Offline Transcripts (Upsell)
Notes
The principle of “Reciprocity”
© Copyright 2006. Heritage House Publishing, Inc. 22
CASE STUDY: Stephen Covey’s Online Transcripts (Upsell)
The principles of “Consistency” and “Scarcity”
The principle of “Commitment”
Upsell offer using “Law of
Contrast”
The principle of “Reciprocity”
© Copyright 2006. Heritage House Publishing, Inc. 23
Case Study: Tele-Fundraising – Habitat for Humanity®
Notes
The principles of “Consistency” and
“Commitment”
The principle of “Liking”
© Copyright 2006. Heritage House Publishing, Inc. 24
Case Study: Tele-Fundraising – Habitat for Humanity®
Notes
The principles of “Consistency” and
“Commitment”
The Law of “Contrast
The principle of “Reciprocation”
© Copyright 2006. Heritage House Publishing, Inc. 25
YOU Influence 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 strategies we’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’t just learn to play the game of tele-selling … play to win the game of tele-selling!
© Copyright 2006. Heritage House Publishing, Inc. 26
More Notes & New Ideas