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1. Quote from your book, business, product or cause.
Tag the pages in your book or materials and rank them in
priority. Give the audience a tasty bite of what it would be
like to indulge in the banquet of your services, buy your book
or product. Think of it an auditory sample that your audience
can take home with them.
2. Say the name of your book, business, product or cause.
Weave the name of your book, business, product or cause into the
conversation at least three times, so it sounds like it is a
necessary part of the sentence.
3. Lead a panel discussion.
When you are introduced don't just say *Thank you* or *Good
Morning,* lead with a sentence that will spark the discussion.
The host will often then either come back and ask you the first
question or refer to your comment to get the conversation
percolating.
4. Tantalize your audience.
Right as the host says he's going to break for a commercial,
take five seconds to say what you are going to talk about next.
Use key words like, *When we return I will tell your audience
the biggest mistake to avoid, or the one thing they should never
leave the house without, or the secret to speak a mesmerizing
message in 30 seconds etc.*
5. Establish urgency to sell your products.
Promise your audience something and then deliver it. Give a
special deal that has a limited time offer. Another way to
establish urgency is to tell people what they are losing by not
having your product or service or joining your cause. These are
embedded marketing messages that spur people to action. Practice
until you say them naturally.
6. End with a call to action or reaction.
There are two types of closes for your message--a demand for
action or a demand for reaction. Which are you trying to elicit?
Learn more about getting good press and self-promotion to gain
publicity for your business, product or cause in *Sell Yourself
Without Selling Your Soul*(HarperCollins). Go to
http://www.prsecrets.com for your free excerpts today.
Copyright (c) 2002-2004 Susan Harrow, All Rights Reserved
About the author:
Susan Harrow is a top media coach and marketing strategist and
author of *Sell Yourself Without Selling Your Soul*
(HarperCollins), *The Ultimate Guide to Getting Booked on
Oprah*, and *How You Can Get a 6-Figure Book Advance.* Her
clients include Fortune 500 CEOs, Internet millionaires,
best-selling authors and successful entrepreneurs who have
appeared on Oprah, CBS's 60 Minutes, TIME, USA Today, People, O
Magazine, The Wall Street Jour
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