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I Watched In Awe....

By: Rashid Kotwal

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... As we watched speaker after speaker rack up what to most of us would be unimaginable sales figures within an hour of being on stage.

Where were we? On Saturday and Sunday, Barbara and I were at the "Silent Killer" seminar - a marketing sell-a-thon where the ticket proceeds went to Ovarian Cancer research.

A great cause - around one woman dies of Ovarian Cancer every ten hours in Australia and the weekend raised over $70,000 for research into the field.

However, I digress...

If you're an active reader of this newsletter, you'll understand the importance of marketing. After all, you can have the greatest product or service on earth, something that could change mankind for the better, but if no one knows about it... you might as well not have invented it.

So what's this got to do with the seminar?

Speaking and selling from the stage can be one of the most lucrative things you can do!

We watched as people almost flung their credit cards onto the stage, speaker after speaker. We happen to know that one speaker made $180,000 in sales in just one hour. Our own coach made over $100,000.

People were buying products for $12,000 and more, all in the hope of one thing - the opportunity to make money!

And there it is. If you want to know what is, arguably, the best product on earth is, it's the opportunity to make money.

And here's another fundamental lesson. Soft products like personal development can be a much harder "sell" than "hard" products - products that tangibly give you the opportunity to make money. (Anyone who sells for a living knows that selling services is a much harder gig than physical product that people can see and touch.)

I'll give you a couple of examples.

Our coach is a master at the personal development game. Been doing it 24 years and pretty successful at it. Effects massive change in his clients (including us).

He did $100,000.

Another couple in the "internet e-book creation" business laid out a plan for how "anyone" could do the same in a year. (They earn over $250,000USD a year from just e-books). They sold over $180,000 after being on stage for an hour.

Their product is TANGIBLE and was more targeted to the audience, so they bought in droves.

Now it's not to say that "soft" doesn't sell. Anthony Robbins does extremely well. It's all in the targeting. However, most people who do go to people like Robbins do so as they want to develop and make more money! And remember, Robbins doesn't make the money from the people turning up - he makes it in the massive back end sales.

Fast forward to Monday and Tuesday. We were at a small session on learning how to sell from the platform. And boy did we learn!

One gentleman, Stephen Pierce sold $400,000 after 90 minutes in a room of 180 people! 20 people bought the opportunity for $50,000 (you paid him $20,000 over the next few months) and the rest he'd collect after he'd helped you make $100,000. So potentially he makes at least another $600,000.

Four others spent another $20,000 each for help from the promoter who promised they'd be on stage next year with him. The term is "buying money at a discount in a vacuum". Would you fork out $10,000 knowing that you could make $100,000? Yes, you probably would!

Some of you by now are probably going, "How sick - and what madness". While I can fully understand the sentiment, take a look at what you might learn from the structure of what went on.

(And understand that the promoter takes 50% of everything!)

It is your ability to sell and market yourself that will define your financial success. Most of these characters made more in a couple of hours than most people make in a year.

And they did it by having PRODUCT. Product that gave people the opportunity to make money!

Oh, and the money's not in the speaking. Speakers in Australia get between $5,000 and $10,000 a gig (where they show up and speak). Stephen's best day was $1.2 million US (in the UK)

So what can you learn from all this?

The key is marketing! The whole operation was run like a well oiled machine. It made the promoter a cool couple of million dollars. Not bad eh!

Article Source: http://depositarticles.com/

Rashid Kotwal is an international speaker and author who specializes in on-line and off-line strategies for direct response marketing and sales optimization. He works with sales organizations want to get more business, faster and with less wasted effort. You can find more information at Sales & Marketing Consulting and Get Clients Online Fast. Copyright Rashid Kotwal.

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