Dustin Mathews: No B.S. Presentations

Sep 11, 2017

Wes Schaeffer

The Sales Podcast Marketing Automation Entrepreneur

Everything in life is a presentation

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Presentation Tips you'll learn in The Sales Podcast...

Can one great presentation make you rich?
Why me? Why not me?
He was afraid to speak.
Was forced to speak and overcame the fear, and saw the benefit
He has a baby face but people older than him would buy from him
Make multiple high-end sales at once
Founding Partner of Speaking Empire
Student at FSU and had to take a class in public speaking to graduate (300 students in an auditorium)
He had to give three presentations in front of the entire class, and he dropped it
He looked for an online class or a smaller class...but didn't find it
He dropped it again
He found a loophole to get out of taking the class
He told his partner this story, and he had to cover for his partner, or he wouldn't have a job
He followed the presentation, and people sold
Get people excited and take action
He was the computer nerd/marketing guy in the background
They sold hard and had a hot product, so it worked, but they were doing it wrong (2004-2005)
Ran a sales territory in Florida, and they realized they had to do seminars
They'd invite a more skilled presenter in but Dustin gave the demo of the software
Use tools like Podcasts, Facebook Live, etc. to have leverage of your voice and presence to go one-to-many
Practice, practice, practice
Work on smaller groups to perfect your big pitch
Join a mastermind to shorten your learning curve
Find someone with an audience to put you in front of them
- It can be a leap of faith for the list owner
- Give them the slides ahead of time
- Present to the list owner first to build confidence and deliver value upfront
Go for live to convert max dollar but do both virtual/remote and live in person
He likes to "sing for his supper"
- Speak for free
- Allowed to pitch and sell from the back of the room
The value/avalanche close still works
- The formula still works
- Deals
- Gifts with purchase (bonus)
- Fast-action bonus
- Get small closes/yeses throughout
- In Corporate, you may get opt-ins, and the close may be for just an appointment
Don't wait until the end to close
Give value throughout
Give out resources like checklists and infographics
If you have influence/relationships/a good list, then do your own events
If you have relationships with influencers, then ask to be on their stage
He stacks the deck to get opt-ins
- Mobile: "Take out your phone right now" (while taking out his own phone)
- Doing Facebook Messenger now as well
- Always have a backup (paper)
Don't do your whole presentation on Facebook Live unless that's how you need to push yourself
- Five parts to a presentation
- Body: Your success methodology
  - Take components of this and test it on Facebook and ask for comments and input
  - This helps you test different elements
Everything in life is a presentation
- Disneyland
The fortune is in the follow-up
Take inventory of what you have
Buy his book

Listen To Previous Episodes of The Sales Podcast

Links Mentioned In The Sales Podcast

Visit Dustin Mathews's home on the web at No B.S. Presentations
Order the book by Dustin Mathews, "No B.S. Guide to Powerful Presentations: The Ultimate No Holds Barred Plan to Sell Anything with Webinars, Online Media, Speeches, and Seminars"
Follow Dustin Mathews on Twitter
Connect with Dustin Mathews on his Facebook Page

Sales Growth Tools Mentioned In The Sales Podcast

Hire The Best Speaker for your sales meeting or marketing conference
Take The CRM Quiz: get a free consultation with me
Donate: Just because you like the show, the no-bullshit approach, and don't want to buy a book, software, or The Make Every Sale Program.
The Sales Agenda: take control of every sales opportunity like a pro.
Leadferno: Turn lurkers into leads
Founders Card: Get $20,000 in free processing from Stripe, save 15% on Bose, and save on hotels, travel, car rentals, you name it.
Send Drunk Emails: ...that get opened and get you paid!
Phone Burner: work the phone like a machine so you can be a human when you connect.
Apollo: Find targeted accounts and send cold email at scale to them and hit the inbox with Apollo