You’ve booked an incredible speaking opportunity. You’re ready to get onstage in front of your dream clients or customers. You want to prime your audience to buy your offer, but you’re not exactly sure how to do that.

Is it too salesy to introduce your do-it-yourself services from the very beginning of your talk? How do you talk about done-for-you offers without sounding pushy or arrogant? And what’s the difference between DFY and DIY anyhow?

In this episode, I share answers to your burning questions and break it all down for you, so don’t worry. Let’s dig in.

If you loved this episode and it motivated you to work on more polished presentations, I’d love for you to leave a review on iTunes and tell me about your biggest takeaway. Take a screenshot of you listening on your device, post it to your Instagram Stories, and tag me @jessicarasdall.

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The difference between DFY and DIY products

“Done-for-you” products or services, or DFY offers, are things you are physically doing for your clients. Think graphic design, legal services, copywriting, or marketing. There are so many types of DFY offers out there. Ask yourself this: am I helping my client get the result? If it’s a yes, then it’s a DFY.

“Do-it-yourself” offers, on the other hand, are products or services in which your client or customer are getting the results for themselves. If you sell courses, templates, or memberships, you’re giving them the tools they need to get those results on their own.

See the difference here?

We’ll get into why the difference between DFY and DIY matters a little bit later, but for now, put that on pause. Because it doesn’t matter when you’re crafting a presentation that converts.

DFY or DIY, your presentation follows the same format

Whether your offer is DFY or DIY, your presentation needs to have four phases that will take your audience on a journey from where they are to where you want them to be.

I talk about these four phases in detail in Episode 164, which is worth a listen. But in short, these four phases involve:

Hooking your audience and getting them to listen
Building your case by talking about the problem you’re solving or goal you’re achieving
Serving from the stage by sharing valuable, actionable advice
Leaving a lasting impact by sharing a CTA relevant to your talk at the end

No matter what your offers are, what platform you’re speaking on, what business you own — these phases work. If you can set up your message in these four phases, you’re golden.

However…depending on what your end goal is for your audience, what you’ll actually say will vary.

What do you want your audience to do when your talk ends?

When crafting your presentation, think about the end purchase your audience will make. It may be as soon as your talk ends in that very same conference room, or it may be months from now when they head over to your website.

Is there something in mind you hope they’ll buy?

Your entire presentation will be built around your goal or an action you want your people to take.

This is where DFY vs. DIY comes in. You want to design a presentation that is completely in alignment with delivering a transformation to your audience and driving sales to your business. Your presentation will still follow those four phases we talked about, but the content will help you accomplish your goal.

For done-for-you offers, you need to show your audience that you are credible and trustworthy without hyping yourself up. That’s not the best way to showcase your credibility. Demonstrate to your audience that you understand where they’re at, what they’re struggling with, what solutions they’re looking for. Show them that your offer is the answer. Show, don’t tell.

For do-it-yourself offers, you don’t need to position yourself as the solution or savior from their problems, either. Remember that your audience will buy and get those results or solve that problem themselves. Put the spotlight on your audience — not you. Make them feel empowered and prepared to use your offer to get the job done.

Whether your offer is DFY or DIY, I suggest sharing a case study where your offer totally transformed a past client. That showcases your skills, trustworthiness, and authority.

Put yourself in your audience’s shoes and consider what they need to hear that will push them to take action. What does your presentation need to convince your audience to take action? That answer is much more important than any sales strategy.

Your presentation should naturally lead to your offer

Why set up your presentation to sell in the first place? It may feel kinda weird, but hear me out.

If you don’t set up your talk to sell, you’ll create a presentation that feels really good, first and foremost. It’s all about your story or core message. And that’s great! But then you slap a pitch onto the end of your presentation…which ruins it. Your talk now feels disingenuous. Your hard work, emotion, and heart that you put into that talk is wasted.

That’s why I want you to design a valuable presentation that naturally leads into the next step from the very start. You don’t have to think about it as a sale. Instead, think about it as your audience’s next step in their journey, where you’re acting as their guide.

It’s not always easy knowing that our speaking strategy is designed to convert and align with our business, right? We get too close to our work and it can be hard to tell. That’s one reason I’m hosting a free workshop coming up soon!

If you want to make sure speaking is truly helping you scale your business and reach your goals, this workshop is for you. I would love to see you there, so save your spot now!