Secret Technique Robert Allen Uses to Create a Buying Frenzy After a Seminar
In this post I am going to share with you a powerful psychological trigger that you can use to get more signups in your sales presentation.
The trigger you are going to read about is… “Scarcity”.
It is basic human reflex that when something is in limit supply, it would seem that much more valuable to them.
In your pitch, you must put in some form of limitation. You can use quantity or duration. Something that would make them feel that they will lose out if they do not take action right now.
So that’s why more signups will happen when you apply scarcity in your presentation.
Truth be told, your audience would probably be telling themselves that the smart thing to do is to not be emotional and think about it over night.
Discuss with spouse first. Basically, slowly talk themselves out of the sale.
Your job as the persuasion artist is not to let that happen.
In the seminar world, we always tell the audience that the seats are limited due to the nature of the program. We cannot possible handle so many participants due to logistics.
As a consultant, you can tell your clients that your calendar only allows 2 more new businesses as time is needed for research and formulating a plan.
Here is a story that shocked me!
Candice (an aquaintance) watched a brilliantly executed presentation by Robert Allen, the author of “Multiple streams of income”, and registered for his program – despite attending the free workshop just to accompany her friend!
Robert Allen had 60 empty seats in front of the stage and told the audience that he can only mentor 60 Malaysians in his time here. There were 250-300 people in the audience.
Very quickly, the seats filled and they were led to swipe their cards.
This is really cool…
There are altogether 2 psychological triggers at work here:
Scarcity and Social Proof.
Everyone can see that there are REALLY only 60 seats available.
Here is the kicker –
they can see the masses moving to the seats, filling it up fast.
Now if I was Robert Allen’s presentation consultant, I would place 10-12 of my own people in the audience and as he makes the offer, my people would stand up and fill the seats.
This give the audience an assurance that they are making a choice that other people are making too. This overcomes fear and inertia.
Warning: Please do not immediately go and replicate the method before reading this caveat.
Allen is able to pull this off partly due to the fact that he has good rapport with the audience already, and the energy of the crowd is primed to buy.
Make sure that you know the audience is compliant to your commands and the energy in the room is high and positive.
That’s right.
Do it correctly, and you can expect a buying frenzy like bargain shopping on pay day. Do it wrong… and you can start stacking chairs 10 minutes after your presentation is over…
Well, believe it or not, its now up to you to go test these out! Good luck! 
Now leave me a comment and share this post!
Tagged with: closing • psychology of persuasion • selling from the stage • triggers
Filed under: Articles
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