For instance, if someone is searching for a particular phrase like “Viking stainless steel refrigerator,” it’s important that your site be clear and announce that the prospect has indeed found what he is looking for. It should simply make the sale in a direct fashion.

In a magazine, it is quite different. You must stop someone from flipping the page and get him to read your pitch. In this case, it’s better to be covert.

Connection happens when you figure out what your prospect is thinking about. As Robert Collier said, you must enter the conversation that’s already happening in your prospect’s mind. That’s connection.

Personally, I can’t wait to see the video of Shaune’s presentation.

For sure there is a need for “humanizing” the internet and the sales process.I do believe it’ll
become the new “buzz” in sales generation.

But what I had NEVER seen before was a crowd informed of the fact that they were being sold to..and absolutely loving it every step of the way.

I’d never seen it before, that is, until the London trip.

It was mutual reciprocity, with Shaune feeding the audience, and them giving it right back 100 times over. It’s not just emphasizing connection, it’s actually doing it.

That’s better than buzz. That’s “feeling” it.

You’ve gotta see it to believe it.

I understand now how you can do both — connect and close. However, the true mystery to me is how you “want them to know they’re being sold and be okay with that.”

That is the 1,000,000 dollar question!

How do you create that mood in the audience right from the start? Most times when I know I’m being sold from the get-go, I am much more resistent.

Then after you have created that mood, how do you continue to leave the audience in that mood until your close?

Ethan

Ethan

Here’s my take…

I think it’s a blend. Connection is one piece… one piece of a sales presentation. For sure, you still sell.

Here’s how I like to say it. Most of the time when someone is reading a piece of copy they are feeling sold and are resistant to that.

I want them to know they’re being sold and be okay with that.

If you’re real — if you connect — if you empathize and are understanding, just like in an interview you earn points for your emotional bank account.

When your points are high, you can then afford a withdrawal and make a close — that close should be a REAL offer and create a REAL sense of urgency — not something fabricated.

Also, the close should be almost automatic — the presentation should educate and bring the prospect around to “I want that.”

Of course it really helps when you have a completely unique product with lots of great content. Then you can afford to give away a taste yet leave the customers knowing you have much more to offer.

I say you can do both — connect and close — and make more sales.

Shaune

PS: There was a video taken of the event Andrew. I will have a clip of my presentation. It will be another couple of weeks before it’s ready but when it is you can bet I’ll be making it available.

Anyone who would like to see it should email me at shaune@dynamicresponsemarketing.com and let me know.

It concerns me to some degree about all this “Feel Good” connection stuff at the expense of Results. I mean cash sales.

It’s great to “Connect” But is that connection turning in to results? I know Shaune’s experience in the UK was a good example of connection + results.

I was on a site the other day where the guy was talking about humanizing the Internet. It reminded me of how you had used that term in a conversation Shaune and I had earlier in the week.

This guy was explaining how when he was sitting in the audience at a semianr he was speaking at he could feel the audience cringe as the pitch started to come.

He went on to say that he connected with his audience and they cheered and applauded as he kicked out the Elephant in the room… Which was the sales pitch.

When he ended he got a standing O and later mentioned he did get some sales…but at what cost, because he never had an offer or a close.

How many people could REALLY benefit from buying his product, that didn’t because he didn’t have an offer or a close.

I mean we should all feel passionate about what we’re selling and the results it offers to our audience / buyers.

If this is truly the case, (as it is with me) then it is my OBLIGATION to get what I’m selling into their hands. I need to make sales and help people get thier hands on what I have to offer.

If someone hadn’t done the same for me, I’d still be stuck in a really crummy job situation.

So that’s my two cents… Don’t let “good idea’s” and “philosophy” ruin results.