One Presentation Away

Chapter 10The Pitch

By this point, you have connected with your audience and shown them that you not only understand them but can lead them. You've delivered content that has reframed the resistances, ignited their desire to want to learn more, and shown them that there is a clear path ahead that they can follow. Now it is your time to invite them to take the next step.

For many people, they get really nervous when it comes to offering their program. Most of the time that's because you feel like you're transitioning out of providing a lot of valuable information into just simply asking them to give you money. I want you to think about your pitch as simply making an invitation. You have prepared the room, and you are inviting them to take the next step toward achieving their goals faster and more efficiently with your help. Your help won't be a perfect fit for everyone, but for those who resonate with you and want to achieve what your program can give them, it will be a transformative experience.

Access Your Certainty

The first thing that people buy isn't your program; it's a feeling. Before they buy any products from you, essentially what they are looking for is a feeling of certainty. Your audience is experiencing a lot of uncertainty in the particular area you can help them with. Let's say you help people lose weight and regain their health—they are sitting in the audience listening to your presentation feeling uncertain and confused about how they can achieve their health ...