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Lisa Sasevich Articles

Written by: Lisa Sasevich

Is It Time to Start Your Own High-End Coaching Program? - Click To Read Article
I want you to imagine having a group of clients - whether it’s 5, 15 or 50 people. In this group are your ideal clients, and you get to work with them deeply. These are clients who have invested in themselves at a high-level, which generally goes hand-in-hand with people who are going to do the work. They are going to take your expertise and use it to manifest something amazing in the world.

How to Get Booked With No Cold Calling! - Click To Read Article
People ask me all the time, "Lisa, how do I find speaking gigs?" There are many options out there, but one of the best -- and easiest -- is to mine the gold from every event you do speak at. At those events -- whether they're live or teleseminars -- there are three parties that you can network with to find out about other speaking engagements and even get booked on-the-spot.

Should You Sell During the Holidays? - Click To Read Article
This time of year we get this question a lot: "Is it a good idea to run promotions or do launches or even just sell during the holidays?" The truth is, anytime is good when you can connect what you're doing to what people are really concerned about.

Enrolling Clients at Live Events - Click To Read Article
Is it time for you to consider cashing in on your Mojo? Having a live event is the #1 way I see entrepreneurs leap from hovering around the six-figure mark to a multi-six- or seven-figure business.

You Can't Out Give God - Click To Read Article
I'm a big believer in the power of tithing as taught by Edwene Gaines in The Four Spiritual Laws of Prosperity. In her model you tithe 10% of your income to those people, places or institutions who have fed you spiritually. They've inspired you, helped you to remember who you are. By giving in this way, you acknowledge God as the Source, and the more I've experimented with this practice the more I've become convinced that, try as we might, we cannot out give God.

How to Close Sales Now and Stop Playing the Follow-up Game - Click To Read Article
So how do you get all these people who say they want to work with you to commit? It's actually very easy. You just have to use limiters. Structure them in right up front. A limiter is an incentive to buy now. It's your "Today-only" discount or your "Fast-Action" scholarship or a bonus they get only if they invest by a certain time. Limiters are the secret sauce in your Irresistible Offer. The news gets even better!

How Your Offer is Like Dinner - Click To Read Article
The main dish of your Irresistible Offer is the primary product or service that provides the transformation for your client. This is your 5-part teleseries, weekend workshop or your one-on-one coaching package.

How to Secure an Appointment that Sticks - Click To Read Article
To make time for the appointment, you push off other commitments, even paid work or time with your children. You have a vision of your successful meeting and you may even drive across town. But then the person cancels at the last minute or doesn’t even show up. Not only did you miss out on a new client, but you lost precious time with your children or income you could have had.

How to Use Irresistible Offers in Your Business - Click To Read Article
To be truly irresistible, your offer must have a limiter, an incentive to act now. Otherwise, your prospects will “think about it” or put off their investment until “later,” which too-often never comes. The 3 must-have incentives to include in your Irresistible Offer

Grow Your Business By Attending Live Events - Click To Read Article
Think of it, you’re in a room with like-minded people, all learning from experts you respect. In that room are prospective clients, potential JV partners, new and old friends and colleagues. Plus, you may be in a beautiful setting with time to think about your business from a broader perspective. What’s not to love about attending live events!

Ways To Make Objections Disappear - Click To Read Article
Generally, they have a question, concern or objection that you don't know about. If you don't address those concerns proactively, the on-the-spot sale probably won't happen. The person will leave with their question unresolved. So how do you address an objection if you don't know what it is? It's easy! Here's how: 1. Identify

How to Say Your Price Without Choking - Click To Read Article
People always ask me, "Lisa, how do I get the price out of my mouth? It's sometimes hard for me to believe I'm worth that much money." Well, I have two things to say to you that can make all the difference.

Why I Love to Mastermind - Click To Read Article
When you add to the mix a significant investment, miracles happen. The first year I was in a very high-level mastermind group, my income shot from $130,000 to $2.2 million! Just making the significant investment lit a fire under me.

Introducing Yourself from the Stage - Click To Read Article
Build It Quickly You want to show that vulnerability and build that credibility in the first 5 to 10 minutes of your talk. You don't want to take a lot of time with it, but it's absolutely critical because we buy from people that we feel connected to and trust to deliver. Get Comfortable The beginning of your talk has to be strong, so you need to get comfortable quickly and get on a roll. Here are two ways to do that:

How to Ensure a Powerful Intro Before You Speak - Click To Read Article
Building credibility-the impression that you are an expert with proven results who can be trusted to deliver-is the vital first goal of your presentation. If you want your audience to listen to you and eventually buy from you, they have to see you as credible. So here is my secret formula and two important tips for creating a powerful introduction for your promoter. An introduction that sets you up to gain credibility and helps people feel open to you and quickly start to build the trust that is needed to

Transitioning to Your Offer Without Being Sleasy - Click To Read Article
In the body of your talk you've been planting seeds, using stories to illustrate your bullet points, and in your last bullet, your transition bullet, is where you start to illustrate how your program will benefit your audience. For example, your transition bullet might be "How you can turn today's information into a lasting transformation." Or it might be a bullet covering "Training, Tools and Ongoing Support." In my own Signature Talk, which leads to my offer of my

How To Tell Stories That Help You Sell - Click To Read Article
To achieve that connection, you have to craft your stories well, and a big part of that is preparing them in advance to make sure that you love telling them and that they touch your audience in the way that you intend. If you’re not passionately engaged in telling your story,

Partnership from the Start: Set Yourself Up to Unabashedly Promote - Click To Read Article
You've been to presentations where you love the speaker, they're providing so much value...and then they switch into their "sales mode." Their voice changes. Their enthusiasm fades, and you sense a kind of discomfort in them that communicates, "Okay, bear with me, I'm going to do the sales part now." Other speakers provide a lot of value throughout their whole talk and then throw in the "sales part" during the last few minutes. They race through their sales sheet so quickly that you're not even sure what they're talking about. Remember, a confused mind says..."No." That kind of gear shifting doesn't inspire you to buy, does it? In fact, it sends you in the opposite direction. So, what's the alternative?

How to Create Packages That Sell - Click To Read Article
And, the bottom line is you have to understand your customer's pain. Your job is to get them excited, intrigued and ready to take action! When your audience wants the outcome that you are offering you can be sure that they are not basing their decision on whether you are offering one call or 20 calls. They are simply interested in an offer that will give them the transformation they seek. When you're on the stage, you want 90% of your speaking and energy to be about the amazing, breakthrough results they can expect from investing

Good Boundaries Make Great Presentations - Click To Read Article
If limiting the scope doesn't work. If you frame the questions and someone still asks something unrelated, try saying, "That's a great question, but it's outside the scope of what I'm covering here, and I have so much to give you. Write it down so we can catch that a little bit later." Or, "That's outside the scope of what we cover in this class. We do, however, cover that in depth in our XYZ program. I'll tell you more about how to access that a little later today." 2. Dealing with "Blurters" If you decide that you aren't going to answer questions, you may have to set boundaries with "blurters." That may sound derogatory, but I can say that b

Seed and Grow Rich: How to Plant th Seeds that Lead to Big Sales - Click To Read Article
Today I'm going to share with you a skill that can do magical things for your presentation and results. "Seeding" is the process of planting useful information that comes from the products or services that you will be offering for sale at some point during your presentation. This technique is also effective in sales letters, on the phone, in one-on-one conversations, in recorded products and in many other ways.

5 Ways to Beef Up Your Irresistible Offers with Juicy Bonuses - Click To Read Article
It may be perfectly fine on its own, but bonuses generally cost very little to produce and add great perceived value to your offer. Plus, they are great tools for inspiring people to take action on the spot. Additionally, if you have been invited to speak on a larger stage, sometimes you have to split your sales with the promoter of the event. If your initial offer does not provide enough value to warrant a higher investment, your profit could be small.

Value and Tension: Strike the Right Balance - Click To Read Article
It All Starts with Value You may be the most polished presenter or the most charismatic teacher on the planet, but if you are not giving people what they need so that they can make the choice to buy what you have to offer, your Million-Dollar

The Invisible Close Sales Nugget: Where to Start When Designing Irresistible Offers - Click To Read Article
When service professionals start working on crafting Irresistible Offers in hopes of closing more business, it’s very common for them to start thinking about giving discounts or giving away free products and services to entice prospects to buy. In other words, they start with the question, “What would make this offer Irresistible to my prospects?”

# The Invisible Close Sales Nugget - Using Written Testimonials to Boost Sales - 5 Quick Tips! - Click To Read Article
Using written testimonials allows someone else to promote your product or service, even if they're not there to do it. Here are 5 quick tips from The Invisible Close Ebook for collecting and using written testimonials to boost sales.

Quick Tips for Structuring a Talk that Sells! - Click To Read Article
Are you planning to wing it during your next talk? Do you tell yourself, "I just do better when it's not planned." Are you equally willing to let your results happen by chance? By accident? Or, do you fall on the other side of the spectrum, where you plan every moment of your talk to the point of having a script and end up sounding unnatural? So how do you strike the perfect balance so that you do enough planning to keep yourself on track, but still sound completely authentic? The answer is

The Invisible Close Sales Nugget: The Secret to Crafting a Hooky Talk Title That Will Get You Booked - Click To Read Article
The title didn't grab them because the secret to a truly hooky title was missing. That secret is to clearly state the transformation that the audience will experience as a result of attending. When I realized that, we changed the title to: "Understand Men 101." And guess what happened? Attendance skyrocketed. We started drawing women by the hundreds because the benefit was so clear and compelling! So the key to crafting your own hooky talk title is to include in the title the outcome that your audience will experience from attending. Here is a simple two-step process for doing that:

The Invisible Close Sales Nugget: 5 Questions to Ask Your Host Before You Get on Stage - Click To Read Article
If you've been around me for any length of time, you know that I'm a big proponent of free speaking gigs. By that, I mean those opportunities that don't pay you to speak upfront, but that can yield big results from back-of-the-room sales.

The Invisible Close Sales Nugget: How Can I Present My Offer Without Sounding Like I'm Pitching Something? - Click To Read Article
You see, it all starts with your offer and clearly understanding the unique transformation that comes from investing with you. If you are clear about your offer and the outcome your clients will enjoy, then when you present it, it won't sound like pitching. It will sound like an extension of your contribution and content. But if you don't present your offer clearly, it's not going to sound authentic or enticing to your prospects no

Why Making an Offer is a Service - Click To Read Article
I'm going to say it plainly; it's a disservice to your potential clients not to make an offer. Think about it. People have come to hear you speak live or during a teleseminar or one on one, because there is something you're offering that they know they need. And when you just stand up there and educate them and you don't make an offer that gives them

Are You Giving Away Too Much? - Click To Read Article
Bonuses are very important and you should definitely include them with your offer. But rather than spending time and money creating new products, take a look at what you're already offering. Often there are real jewels hidden in your package that you could take out and

Are You Too Attached to the Sale? - Click To Read Article
When you're on the stage, as part of your commitment to the person making a decision, you provide valuable information. You give them the background they need. You make sure they're clear on the outcome and the transformation that will happen in their life if they say yes. And you even make them an Irresistible Offer that

The Invisible Close Sales Nugget: You Made the Sale, Now Keep It! - Click To Read Article
Buyer's remorse is a natural reaction, as is a person pulling back after stretching beyond what he or she has done before. After buying your offer, some people will question whether they did the right thing. What you need to do is show them that YES, they did. One of the best ways to

The Secret to Having Sales Mojo! - Click To Read Article
The result of investing in myself beyond what felt comfortable has been exponential growth. I'm serving more people than I could ever have imagined only one year ago. They are experiencing transformation they only dreamed of and I get to be part of that. I'm personally stretching myself every day to grow and

The Invisible Close Sales Nugget: Telling Killer Stories from the Stage - Click To Read Article
Given that the need for stories seems to be hard-wired in our brain, it's not surprising that they would be potent tools during presentations. Stories told well offer many benefits, including: * Perking up the audience, which becomes more attentive. * Emotionally impacting the audience, connecting them with their hearts. * Enhancing your credibility by providing social proof of the benefit of your product or service. * Conveying benefits far better than a list of facts. * And, they're easy to remember. The story (and your offering)is

The Invisible Close Sales Nugget: Multiple Offers or One? How Do You Decide? - Click To Read Article
It's important to be really clear about your offers and explain them well, so that people don't get confused. A confused mind says "NO." I usually make two or three offers at smaller venues. I generally divide my offer page like a crisscross, with the three offers in three different boxes. The fourth box might have an additional

The Invisible Close Sales Nugget: Is It Better They Buy from Their Hearts or Their Head? - Click To Read Article
Now, imagine a prospect, connected to her inner knowing, who never before has seen so clearly how her pain could be transformed. She's in a lifeboat with you. You're showing her the way. But, alas, you encourage her to go off and "think about it," to use her intellect to decide whether she wants to invest. You return to the ship, and she's out there alone, adrift, with her logical mind, her small self and her fear to help her decide. You probably

The Invisible Close Sales Nugget: Pressure vs. Tension: Are You Selling Them or Are They Selling Themselves - Click To Read Article
Stoke the Tension, Don't Put It Out Some of you may be uncomfortable with the idea of creating tension because you're confusing it with pressure. Understanding the distinction between the two is critical. I want to explore this so that you can apply tension without qualms and to great effect. Let's start again with this definition: pressure is applied externally; tension happens

The Invisible Close Sales Nugget: Three Secrets to Success When Presenting to Women - Click To Read Article
Show how you've struggled and what you've overcome. You don't need dramatic food stamps or homelessness stories. I haven't experienced any of that, but I have plenty of stories of where I've tried, failed, and gotten up to try again. What you want is to show your underbelly, show that you are

The Invisible Close Sales Nugget: What to Do After You Get Off the Stage - Click To Read Article
Get to the sales table quickly. I told you they were simple. Yet, how many times have you been waylaid by a few people dying to ask you their questions? You don't want to be rude, but customers are waiting for you in the back of the room with their credit cards in hand. 3 Simple Secrets for Claiming Your Back-of-the-Room Sales The best way to handle that situation is to just get back there quickly: move your body. Don't let anyone get to you before you've left the podium and don't break your stride until you've reached the sales table. When someone tries to stop you

The Invisible Close Sales Nugget: 3 Ways to Make Your Valuable Information Pay by Using Teleseminars! - Click To Read Article
Whether it's brand new or newly updated, it's important to keep the word out about your offerings. A quick, easy and inexpensive way to generate interest and sales is to offer a Free call on the topic that your book, info product or tele-course covers. During the free call provide a lot of valuable information they can use right away and then

The Invisible Close Sales Nugget: Want results? Give them a choice! - Click To Read Article
When presenting special offers from the stage, I generally recommend having two or three clearly outlined packages to choose from.

The Invisible Close Sales Nugget: How to Make a ‘Today Only’ Offer Without Pressuring Your Prospects - Click To Read Article
I recently had the opportunity to work with a brilliant man who owned a first-class cosmetic laser business. A majority of their clientele were affluent women seeking to non-surgically minimize the effects of aging. They offered everything from non-surgical facelifts to laser hair removal.

The Invisible Close Sales Nugget: Using LIVE Testimonials to bring in the Big Bucks! - Click To Read Article
As a speaker, trainer or salesperson, one challenge you may face is: How do you effectively promote what you’re offering when your audience senses you are biased?

The Invisible Close Sales Nugget: How to create ‘A Small Window of Opportunity’ so that you can see Big Results! - Click To Read Article
Ever find yourself in a situation where you’ve been asked by an interested prospect for a price quote, a bid or simply for your rates? You quote them and then you don’t hear from them for a while?

The Invisible Close Sales Nugget: Get Paid to Create Your Info Products: Build the Plane As You Fly It! - Click To Read Article
Many people think that they have to take a year off to create their information product. Or, that they have to finish creating their product before they market it. What they don’t realize is that the most effective products are actually built as they’re delivered.

The Invisible Close Sales Nugget: Position Your Preview Call for Phenomenal Results - Click To Read Article
I launched my teleseminar with a preview call that revealed my exact formula for how to craft a profitable “Invisible Close” preview call. The first part of the formula for crafting a profitable preview call that sells is Positioning. At the beginning of your call, to get your listeners on board fast, you need to position five specific areas.

The Invisible Close Sales Nugget - Maximize Your Speaking Opportunities - 3 Ways to Grow Your List! - Click To Read Article
Ali Brown says that the fortune is in the list. In that case, many speakers are blowing their chance at riches every time they present.

The Invisible Close Sales Nugget - Four Groups That Will Promote You As an Expert to Their List - Click To Read Article
You're planning your free call on the topic of your book, info product or telecourse. Perhaps you're using the free or paid tele-seminar to create a product that you'll sell for years. Or you're taking an existing product you have and delivering it with a teleseries. Okay, now what? How do you get the word out to folks beyond your own list? How do you pack your rafters with callers? And you DO want to pack those rafters. Think about it. If you have a sales conversion rate of 40%, times 100 callers vs. times 400 callers.... That's a lot more dollars in your wallet.





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