When I studied the commonalities of million dollar marketing presentations I noticed that the part that usually followed after the story was the actual presentation, the “content”

Naturally, this is something that your ideal customer is interested in, almost magnetically drawn to

The hooks often explains what’s coming in this part

This is about sharing, giving away something of interest in order to attract your Ideal Customer

Ex:
– “How to build a bee-hive in 5 easy steps” – “The 4 steps to Lifestyle Freedom”

This is essentially about giving some really good free samples, information/demonstration or actual stuff, somehow getting them excited about our stuff by our presentation/ demonstration before we actually present the offer

One of the reasons for giving, sharing before even asking for the sale is to help people feel if they resonate with, like and want to do business with you, sharing, giving something away for free to help them get a taste of your stuff, your flavor

“If the free stuff is this good, the paid must be insanely good!”

This can be compared eating the appetizer at a restaurant, when you eat the appetizer, if you like it, you’ll naturally get more and more hungry and excited for the main course

And it’s impossible to give all you know away in some free videos or samples, so we might as well give some of your very best stuff 🙂

Another example is with a massage/chiropractor business, where they offered a free 10 minute massage, and by the time that people had gone through the 10 minutes, it naturally felt so good that most people often bought a whole hour, and on top of that the massage therapists were trained to feel if a persons spine or ribs were out of place, so they could offer to up-sell chiropractic adjustments 🙂

We somehow explain, or demonstrate how the benefits of our thing relates to moving towards their wants and needs through somehow using our thing, and sometimes also how our thing relates to moving away from their fears and pains

If we started with the hook, presenting the big picture, the big idea, the overview, the problem, the big opportunity for transformation or change, followed by introducing our selves, covering our story “who is this weirdo and why should I listen to him/her”, then following that is the main Presentation, the content, where we share some solid information/demonstration on the subject, covering the why, what, how, and don’t just tease, give some substance

Sometimes the presentation also educates people enabling them to better appreciate the offer

If it’s possible, and very often it is, we can give some results in advance, help solve some of their problems, if people want to go from 1 to 5, we can show them how to get from 1 to 2 or 3, and then some will naturally want to continue to move toward 5

This “creates” trust since we demonstrate our ability to help by actually helping them