How to Make the Right Offer in Someone Else’s Audience

Guest 1: if you're presenting in somebody else's group and you have permission to make an offer, do you think it's better to direct someone to a lead magnet or to go ahead and make that offer that goes sort of directly to maybe, a relevant paid source?

I just recently had this experience and it was, a session. I thought the discussion, because it was on the topic of AI in my, my area, that by the time we got to the end, it would seem almost logical to kind of have this offer. And I off was offering a discount to the membership that I'm offering and all that made perfect sense.

It seemed really awkward. Then I didn't know they were gonna do this, but they reordered some of the slides and it ended up being put at the very beginning with the introduction and I went, went with it. But I thought to myself. That is totally not the right place to do this. And if I was gonna do it there, I would go to my lead magnet, not to Yeah.

The paid course. So I'm just curious what people's thoughts are.

Melissa (3): Yeah, no, good question. Sorry that happened. That always stinks when you flow with it.

Paul (2): Yeah. You just roll with it, right?

Melissa (3): Yeah. Yeah. awesome. So, I'll open this up to the group. Has anyone here, been part of any, summits or speaking opportunities where you've had an opportunity to present and, have you done anything where you've had any offer, whether it's free or paid, or have you experienced or All of us have experienced it to some degree watching those types of presentations and how it felt on the receiving end too.

so I'll open it up to the group.

Michelle (2): so couple things come to mind. One, I've been at conferences before where I've been speaking, but they didn't necessarily allow a pitch, but they did have breakout networking sessions as part of the conference, and I was able to talk to people who were in my session and that was a great opportunity.

So if, if that's ever a part of the equation for you, or you can make suggestions for something like that, that was something I would recommend. I booked a one-on-one client from that. just having a, deeper discussion with her. I have also been to, different communities where they've had a guest speaker lead a workshop.

And they've put the offer right on screen at the end. And I thought it was appropriate especially when their workshop really delivered a lot of value, it wasn't a webinar, it wasn't fluffy. it was the natural next step. I think I would've been frustrated if it was a lead magnet because like, I'm ready to go deeper.

so that's just something to keep in mind. I've seen that a few times, probably in the last six months of just a paid pitch. It wasn't necessarily a very high ticket item. It was kind of like a midpoint offer where it wasn't another workshop or. Another, small ticket offer, but hey, we're gonna do this group thing and you know, it was a couple hundred dollars and then I'm gonna help you do X, take that next step.

and a lot of people bought. yeah, that's been my experience.

Paul (2): Yeah, and I appreciate that. 'cause that's where I was, that's where I was, kinda shooting for that offer at the end. Seemed logical. and then I, it just seemed very out of place when it was right up front before we even got into the discussion.

I was like, uh, this is not good. But

Michelle (2): did you get a chance to talk to the organizers about why it got shuffled around?

Paul (2): Not yet. I'm gonna talk to 'em

Michelle (2): today. Okay. Because I'm curious like, was it an oops on their part or did they have some. Strategy that they're working on for doing that.

Paul (2): I think they were trying to get all housekeeping items out of the way.

Oh. So that they could have the discussion go at the end and go right up until the very end of the session.

Michelle (2): Yeah. Well, that'll be good feedback for them from you about making a little change there.

Paul (2): Appreciate it.

Melissa (3): Thanks Michelle. Anyone else like to chime in about presentations? If you've done presentations, what have you done to close out the presentation?

Or like I said, even experiencing it, on the other end as the consumer? How did that feel, with the end offer?

Speaker 63: I guess I have a counter question to it. How about that? Yeah. So I agree that they had it in the wrong order, Robert, like, that was just kind of rude. He hadn't built trust yet. what the heck? It's like, you wanna get married right away and, uh, but I guess my question to the group then to counter to maybe compliment your question is, does it make sense to give them, I know you usually don't wanna give more than one option too many times, but in a place like this, does it make sense to give them a freebie or if you're ready for the next steps, here's the paid offer.

So I guess that's maybe a counter question to the group is, if somebody's not really ready for a paid offer, would that freebie still be a good idea to have on that last screen too?

Paul (2): I'll just say that my thinking about it was, really about how tightly aligned is what I'm doing with what the purpose of the panel of the discussion is.

If it's that tightly aligned, then I think moving to the paid offer might be a little bit better because the actual discussion kind of serves as that warmup of, you know, you're getting to know me, you're getting to know my expertise. You're getting, I'm already being positioned there in a position of authority and expertise, but.

If it were a little less tightly aligned, if I was the person that was sort of like the odd man out on the panel, I might just go with the freebie of, you're not sure you're really interested, so I'm not gonna hit you with something you're not likely to take. But maybe the lead magnet would be the thing that you'd want to come in.

You'd be willing to take that next step for something that's not a paid deal, and check it out. That was my thinking on it. So, because it was very tightly aligned, I wanted to go with the paid offer,

Paul (3): Candice, go ahead

Candice: Candice. Yeah, I have que so usually I normally experience for like summits or con online conferences, they normally have like a speaker bonus. Like, I've done a summit myself before. I actually put it together and everything and I just, told the speakers if they did have meet lead magnet or something that they want to offer, they can definitely state it at the end.

Melissa (3): Awesome.

Paul (3): Do you have any thoughts?

Melissa (3): I have a couple thoughts. Um,

Paul (3): everybody

Melissa (3): good? Did anyone else have anything before we jump in? Yeah. Okay. I think, well, number one, I think definitely anytime you do any presentations, just so you don't like, have that, and this some things you just can't put a plan for. I mean, it's use it as a learning experience just to have a conversation, you know, about it. And, and we, whenever we do presentations, we always ask, is it okay, that we share something at the end. and we've had all kinds of things. Some people are very like, no, we're not this no promotion at all.

Some people are like, yeah, if you wanna share something free, we've had other people you just were on and we were sharing all of our coaching programs and everything. So, it just depends on that. I think it's, going into the presentation, like you said, with purpose, like, you know, if it's a really aligned audience, and this could be an offer, like what's the purpose of this?

what would be a win for me? is this for the purpose of collecting emails, building my list? Is this for, you know, selling a product. The other thing is you can get a little creative, sometimes too. I think Carrie's point where you kind of have both type of opportunities where if you're giving an example of something,you could have like it almost embedded into your presentation and it's almostlike a freebie, like a soft call to action

If we were talking about copywriting and I was, you know, doing a copywriting presentation, like, oh yeah, you know, this is what we do. we actually developed a freebie called 50 high converting headline templates. if you wanna email me, I'd be happy to send that over to you.

Or you can have a QR code, like kind of in the middle of the presentation too. So you can also embed it as a teaching point too, especially if it makes sense, if it's relevant to it as well. So you can kind of have that embedded throughout,the presentation too. But I think I just would look into it as like, purpose of the presentation.

'cause everything's gonna be different with it. yeah.

Paul (3): You want me to Yeah,

Melissa (3): go ahead.

Paul (3): I would definitely, number one is, and I think everybody already covered it, but it's one of those things who is the audience to begin with, so if it's a whole bunch of people that got in as a free opt-in into a summit.

They're really not all pre-qualified. depending on whose lists and affiliates and speakers, you know, you could have a bunch of junk leads technically in there that are non-buyers. You could have really high quality people in there. Right. So, and especially, I wanna make a distinction because we're definitely been talking a lot about online, but if you had the opportunity where you are like the keynote speaker of an event, even if it's not just a summit, but like if it's somebody's like three day event and you're brought in and if people paid money.

To like have tickets there. You have a higher quality person in front of you, especially if it's an in-person event and you're on stage just, you just have to keep, there's the delicate balance of like, okay, if you're in person on stage, everybody spend like a thousand dollars to be in the room and there's a trade show and like there's sponsors and everything.

People in that room are hypnotically in a buying mode because they have money to spend. They come to this conference every year, they are throwing money out you know, there's, deals happening at the trade show booths and stuff like that. So it's beneficial if you make a offer because you have people, your authority is at the highest moment.

You're on that stage. Like, you know, people treating you like a celebrity, they want to photograph with you and a autograph and everything. You know, like, so to make an offer, you're gonna maximize the opportunity. You got a lot of people in front of you. They're qualified 'cause they spent money, they're there, they're conditioned to spend money.

But if you just have them opt in and then like two or three weeks later make them an offer because they just opted in, you're, they're back in reality again. They're like a lot more logically looking at their expenses. You don't have the authority that you had three weeks ago at the conference. You know?

So there's those things. And all of us have been at conferences where there was a really strong speaker, and definitely the agreement was they could pitch from stage. Like they, they were given the opportunity and some of us have sat through these talks and we're kinda like, you know what? I think we just sat through their webinar.

Melissa (3): Mm-hmm.

Paul (3): You know, I'm not sure if any of you have experienced that, like, you know how this just flowed, this is like the three secrets webinar that Russell, Princeton or so teaches, you know, like I just sat through this, but a whole bunch of people ran back to the table and, and bought, you know, in that moment.

But when you're there with a whole bunch of mix of people or you're on a panel, it's really gonna be hard for you to build the authority and, and really be able to clearly talk about the offer. 'cause that's, I think, where when you have a paid opportunity, if you are going back and forth between other panelists or they just throw up one slide in what your offer is, and you didn't have the ability to build a value proposition for it, because you have to lead into like the value and create tension, and then you reveal, and then you talk about price and anchoring and all this other stuff.

And if you, if it's just one slide that's really hard, that's really hard to do. So you might as well just go for the opt-ins and then be able to build a value proposition afterwards. in between could be like, Hey, I'm glad to be on the panel today. We're gonna be talking about a lot of things, but here's the thing.

What I really want to teach you today, it's kind of like a one to two hour thing just on my own. And I'm only gonna be able to touch the tip of the iceberg in this conversation today. That's why I have this QR code. I'm doing a free training next week. We're gonna dive even deeper what we're gonna talk about today.

So now it's like I'm creating tension. Like, oh, if he tells me something really good, I'm gonna opt in this thing, but I am gonna sell you next week. it's like you're coming on a webinar, type thing. But there's just that delicate balance. Do we all want leads?and if there is good qualifiers on that, 'cause some, again, sometimes with these summits and giveaways and other things where a mass people are mailing the quality of the leads, there might be number, but they might not be the highest quality.

so that, that's the give and take have there.

Paul (2): I appreciate it. I had permission to do it. We talked about it beforehand. It was just that I went in with the paid offer 'cause it was a tightly aligned discussion.

But, at the end, what you mentioned, Paul, it was a, it was a panel discussion, so I was one of three, that we're talking and sort of, you know, literally like at the 11th hour, I'm thinking I probably should have gone with the, lead magnet.

But then it got all thrown outta whack anyway, so Yeah.

Yeah.

Paul (3): I appreciate it. So, so in general, just always go into every talk, every podcast, every anytime. Especially when you're live, just think through ahead of time. Like, 'cause you're there, you pitch to an idea or whatever, but think through ahead of time, what do you want out of this? Mm-hmm. What is your intention?

Yeah. Because what a lot of us miss that and we get caught up in the thing. 'cause even in a panel. Even if you were in the middle of it going crap, maybe, you know, they, they threw my offer at the beginning and like now it's like weird and, you know, so it's like I would intentionally, I would have like three lead magnets.

I just know off the top of my head that I can send people to, you know, that no matter what taco I get on and I'm gonna purposely say something in a response that reminds me of this freebie that I have. And I know we talked about the paid thing in advance, but I know everybody that's listening right now in the summit isn't ready for the paid thing.

But just real quick, if you go to 50 high converting headline templates.com, you know, you can, you can grab that, that freebie, you know, so sometimes I'll buy custom domains that are just a little bit, to the point for 15 bucks a year just to rattle it off on, that's really clean, to rattle it off very quickly on a, on a podcast or a live or something.