The Power of the Call-to-Action: Driving Results from the Stage
Every presentation has a purpose. Whether it’s inspiring your audience, educating them, or encouraging action, the true impact of your talk often hinges on one key element: the call-to-action (CTA). A strong CTA is where the magic happens—it’s your chance to guide your audience toward their next step, whether it’s joining your email list, downloading a resource, or simply seeing the world differently.
But what if you don’t want to push too hard? That’s where a soft sell approach shines. By blending subtle persuasion with clear direction, you can motivate your audience without feeling overly promotional.
Here’s how you can use my Keynote Blueprint framework to create soft-sell CTAs that drive results from the stage.
1. Start with the Hook
Your hook sets the tone for your presentation, and a soft sell starts by earning trust and curiosity. Instead of launching into a hard pitch, begin with something that speaks directly to your audience’s needs.
Examples:
A personal story that highlights a shared challenge.
A surprising statistic that grabs attention.
A rhetorical question that invites reflection.
In Action:
“Have you ever felt like no matter how great your idea is, it’s not reaching the right people? You’re not alone—and today, I want to share how to change that.”
This approach plants the seed of your value early on without directly promoting yourself.
2. Build Context with the Background
In the background section, you set the stage for why your message matters. This is where you build credibility and empathy by demonstrating your understanding of the audience’s struggles.
Focus On:
Addressing their pain points.
Explaining the stakes if the problem isn’t addressed.
Hinting at the solution you’ll share.
In Action:
“Over the years, I’ve seen so many entrepreneurs with incredible ideas struggle to connect with their audience. It’s not because their product isn’t great—it’s because their message gets lost in the noise.”
This positions you as someone who understands their challenges without immediately positioning yourself as the solution.
3. Use the Mountain/Sherpa/Peak Sequence to Guide
This is the heart of your presentation and a perfect place to softly introduce your solution while keeping the focus on your audience.
Mountain: Highlight the challenge they face.
Sherpa: Present your solution or expertise as a guide, but focus on teaching rather than selling.
Peak: Showcase the potential outcome—what success looks like when they follow your advice.
In Action:
Mountain: “The biggest challenge for most people isn’t creating a great product—it’s telling a story that resonates.”
Sherpa: “One simple framework I’ve used to help hundreds of clients is built around three key steps: clarity, connection, and action.”
Peak: “When you apply this approach, your message doesn’t just reach people—it inspires them to take the next step, whether that’s joining your community or investing in your solution.”
This approach subtly demonstrates your value without feeling like a sales pitch.
4. Teach with Value-Packed Sequences
The teaching sequences are where you give your audience actionable insights. By sharing value openly, you build trust and position yourself as an expert worth following.
Tips for Teaching Soft-Sell Style:
Focus on practical, easy-to-implement ideas.
Share stories or examples that show your expertise in action.
Avoid oversharing about your product or service—let the results speak for themselves.
In Action:
“Here’s a quick exercise you can try: Write down three words that describe the transformation you want your audience to feel after hearing your story. Then, build your pitch around those emotions.”
This teaches them something tangible while subtly connecting them to your broader approach.
5. Deliver Takeaways that Resonate
Your takeaways should summarize the value you’ve provided and connect it back to their needs. Reinforce how the insights you’ve shared can solve their challenges.
In Action:
“So, remember: your story is your superpower. When you focus on clarity, connect authentically, and inspire action, you’ll build trust and create lasting impact.”
This reinforces the benefits of your advice while setting up your CTA.
6. End with a Compelling Soft-Sell Call-to-Action
A soft-sell CTA gently guides your audience toward the next step without being pushy. It’s about inviting, not pressuring, and keeping the focus on their benefit.
Soft-Sell CTA Examples:
“If today’s insights resonated with you, I’d love to share more. Feel free to download my free guide at [link] for actionable tips.”
“If you’re curious about how this approach could work for your business, let’s connect—I’d love to hear your story.”
“If this sparked new ideas, join my newsletter for more strategies to grow your influence.”
In Action:
“Your story has the power to inspire and drive action. If you want to go deeper, I have a free workbook that walks you through crafting your own narrative—it’s available at [link]. I’d love to hear how you use it!”
This creates a clear next step without pressure, making it feel natural and inviting.
Why Soft-Sell Works
A soft-sell approach is about building trust and planting seeds. It acknowledges that not everyone in your audience is ready to act immediately, but by providing value and establishing credibility, you position yourself as their natural next choice when they are.
By using the Keynote Blueprint, you can craft a presentation that feels authentic, delivers value, and gently encourages action.
Key Takeaways
Your CTA doesn’t have to be pushy to be effective.
Focus on teaching and connecting throughout your presentation.
Guide your audience to a next step that feels natural and beneficial to them.
When you use a soft-sell approach, your presentation becomes more than just a pitch—it becomes a memorable experience that inspires your audience to take action.
What’s your favorite way to create a call-to-action that feels authentic? Share your thoughts in the comments!
