Gold in the Gift of Gab
by Susan Levin
Are you an expert in your field? A seasoned professional with years of experience and advice to pass along? Whether you’re an educator, salesperson, consultant, executive, manager, celebrity, actor, athlete or a fitness trainer you might be missing out on an important source of your income: the speaking circuit. Anyone can learn to speak, just like anyone can learn to play an instrument. Studies show that the number one fear in adults is the fear of speaking. But, if you’re willing to work through the fear of speaking, the rewards can be incredible.
As business owners and soloists we are accountable and challenged to find ways of marketing ourselves. We must be creative with the shifting marketplaces, economic upheavals and a diversified population. Speaking is an excellent way to market you business and it can lead directly to new business. You can turn your experience into a speech that will bring you credibility, exposure and business.
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Can’t Sell Your Way Out of a Paper Bag?
by Jane Atkinson
We are constantly working to try to make our phone ring. We build websites, demo videos, write articles, run mail campaigns, do free speeches, etc., to get clients to our door.
But when they get there, do we close the sale every time? How about 50% of the time?
Many speakers suffer from the inability to sell themselves. They might not be clear on the value they offer or have a hard time communicating it when put on the spot.
Some speakers have a mental block around ’sales’. They’d much rather have someone else selling for them because they lack confidence. But the bottom line is that if you don’t know how to close the deal, it’s going to be hard to train someone else to do it for you.
You’ve probably heard me talk about using attraction strategies to gain clients, but having some sales skills will serve you well.
Here are a few quick tips that will help sharpen your skills:
- Write down some of the key ideas that you would want to convey while talking to a client and post them on your bulletin board for easy reference.
- Practice role playing with a friend or colleague so that you’ll be less tongue tied when a prospect calls.
- Focus on building relationships rather than ’selling’. By putting your thoughts on the needs of the client, you’ll take them off ’sales’.
- Try to meet face-to-face with clients when possible. It’s still the best way to build a relationship and in today’s high tech world, we might tend to forget.
- Think beyond one speech. How can you help your client reach their long term goals?
- Keep track of your numbers. Knowing how often you lose a sale and why will help you improve.
Happy Selling!
Jane Atkinson
Speaker Launcher
519-951-6934
http://www.speakerlauncher.com
Getting a Handle on Our Changing Marketplace
by Don Hutson, CSP, CPAE
There is no question that professional presenters are facing a formidable challenge in speaking and training today. The new decision-makers have many faces, each requiring special attention and care. Corporations and associations are under extreme pressure to stage great conventions, implement high-quality training initiatives and to develop strategies that create maximum value for their constituents. To add to the angst, today’s consumer is highly jaded, tougher to impress and under-whelmed by what was previously considered an impressive presentation.
No matter what business or with whom you are trying to connect, the investment in service, communication and authentic relationships will advance your efforts beyond previous norms in this new marketplace.
Client/Prospect Communications
So how do we communicate with clients? The answer is: the way they prefer — and make every interaction loaded with value for them! Different types of communication tools work for different people. Our goal is to communicate with them in ways that resonate with their personal preference. This means we may have to hurdle the techno curve and become adept at using the latest technology products that are available, as well as become master communicators.
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How to Prepare Your Speech; Part 2
Introduction: Move from any “woulda, coulda, shoulda” thinking. Don’t wait for the perfect time – just DO IT!
Remember, there is no right time to begin writing your speech or begin your speaking career.
1. Before each speech, review the demographics (age, sex, socioeconomic status, and educational level) and the
psychographics (belief systems and values) of your audience. Retrieve this information from a pre-program questionnaire
you provide to your program chair.
2. Know your message so that you can decide whether to inform, persuade, motivate, or entertain the audience.
Sometimes, you may combine all four. Be creditable by using facts, statistics, and true stories.
How to Prepare Your Speech Part 1
Introduction: The three rules for being a top presenter are: practice, practice, practice. The good news is that public speaking is a craft that can be taught and learned. Hire a speech coach.
1. Do you love what you speak on? Develop a niche or specialty that you truly enjoy and are good at. Have a passion for your subject(s). Be persistent in your quest to be a speaker of excellence. Have the patience to succeed.
2. Do you have something interesting, inspiring, and useful to share with audiences? Be mindful of your voice (keep it deep and low pitched), your personality and attitude (positive), your tone (soft, loud, encouraging as needed), your style, and your vocabulary.
