Let’s face it. Transitions of all kinds can be challenging. It requires finesse to shift fluidly from one thing to the next. And for many of you heart-centered entrepreneurs, transitioning from your talk to your offer feels especially difficult. You don’t want to go from being a beloved teacher and provider of education to a dreaded “salesperson.”

And so you shy away from your offer or come off as apologetic, telegraphing, “Bear with me, I’m about to do the sales part now.”

Or, you shift gears so rapidly from a tone of contribution to a “salesy” space that your audience is left spinning and confused.

Is it any wonder that your sales are not what they could be?

Here’s the good news. It doesn’t have to be that way. You really can remain the same beloved teacher throughout your presentation AND make sales. The key is transitioning smoothly to your offer, so that it feels like a natural extension of the valuable education you’ve been providing all along.

Here to help you do that are two secrets, taken directly from my “Speak-to-Sell Formula,” for creating your own smooth transition:

1. Use a transition bullet
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 “Speak-to-Sell Boot Camp” I use the transition bullet, “How you can create your own personalized Signature Talk and Irresistible Offers.” This leads me seamlessly into outlining my Signature Talk Formula and naturally inviting them into my “Speak-to-Sell” program.

2. Share success stories / case studies / testimonials
To make the leap to invest in themselves through you, your audience needs to believe that your program will do what you say it will. Testimonials provide that social proof.

When you’re sharing testimonials, it’s very effective to use them to illustrate specific aspects of your offer. For instance, either live or in written form, your client Sheila can talk about how using your program she got her office organized and saved three hours a week, which she now uses to market her business. Or Karen can say how your program helped her rekindle her 20-year marriage.

The beauty of that is later, when you’re walking the audience through your offer, you don’t have to explain it all in detail again. All you do is remind the audience about the powerful outcome that Sheila or Karen experienced. That ultimately creates a smoother transition to your offer, as well as making it lively and shorter.

Also, at the very end, you’re not rushing to create value for something that the audience has never heard of before. They’ve not only heard of it, but they’re on the edge of their seat, anxious to experience the same transformation for themselves.

And because you’ve remained the same giving person throughout your presentation, they’re much more likely to trust that you will do the same if they invest with you.

To learn more about transitioning to your offer, join me LIVE in San Diego June 10-12 for my brand-new Speak-to-Sell Bootcamp. In this action-packed, 3-day training, I’ll take you by the hand and show you exactly how to craft a Signature Talk you love, Irresistible Offers that sell, and you’ll walk away with the confidence that comes from being ready! To learn more and grab your seat, click here.