Archives for June 2016

You may have heard speaking is a great way to grow your business and it’s true! Speaking positions you as the expert in front of a group of potentially ideal clients. However, a LOT of entrepreneurs have caught the speaking bug and are vying for the attention and credit cards of the same audience.

So how do you stand out and make the audience see YOU as the person to meet their needs?

First, have a clear point of view that is unique to you. This will show up as your story, your beliefs and how you communicate what you value. The more you can lean into your authenticity, the more you will separate from the crowd. No matter how many coaches, consultants, CPA’s, lawyers or dog walkers there are out there, there is only one YOU. The more you clearly you can communicate your point of view, the more memorable and impactful you will be.

Next, own your place in the market. You need to be bold and find specific ways to differentiate yourself. Highlight what makes you special. Find a way to zig when others are zagging. For example, if everyone in your industry is talking about how you have to constantly hustle to succeed, maybe your stance could be about the need for space and peace in your business. Try to find your unique pocket and make some noise about it.

Finally, be good. No, be great. There are a LOT of mediocre speakers out there, a l-o-t. Make a decision right now to become great at presenting yourself and your material. Show up looking and acting the part of a polished expert. Give great content, dress well, have killer marketing materials and command the stage. Leave no doubt in the mind of your audience that you are a rock star at what you do and they would be crazy not to hire you!

If can you claim a unique and authentic space and show up as a high-value expert, you will be ahead of 99% of the people out there and dramatically increase your chances of closing the room!

To watch my FREE webinar on how to close any room, CLICK HERE!

One of the biggest reasons entrepreneurs fail to make big profits from their speaking gigs is they don’t know how to sell in a way that feels good to them. As a result, they back away from presenting their offers or even make a clear offer at all which leaves them empty-handed and disappointed.

It doesn’t have to be that way. It’s absolutely possible to feel excited about selling your products and services which makes you more attractive to potential clients. The result is more money, more money, more money for you and more intense transformation for your audience.

The very best way to sell without sounding salesy is to keep the needs of your audience front and center. If you craft a talk that focuses on solving their problems and delivering high-value content, the sale becomes much, much easier. The key is maintaining a mindset of service with a clear understanding of the greater transformation you can deliver if your audience takes the next step with you.

The job of selling starts from the minute you open your mouth. You can’t ambush your audience with a big ask at the end and expect a great result. You must prepare them for the sale by laying the groundwork and expectation for a juicy offer all throughout your presentation. This demonstrates transparency and builds trust both of which are essential for closing happy clients.

The other way to compel your audience to buy is by telling powerful stories. When you share your own journey of transformation, you suddenly go from being a pushy sales dog to an empathetic character. When you show you genuinely care and want to help people change their lives, the word salesy goes right out the window. Of course, you need to know which stories to tell and how to tell them to be effective.

There is definitely an art and science to structuring your talk with the right elements at the right time, but when you understand the formula for authentic selling, you can relax and do your job which is to deliver value to your audience and make money from your expertise.

If you’d like to know more about how to create a signature talk that sells, click the link to get access to my FREE webinar “Close Any Room.” It’s full of information to help you create a profitable presentation=>bit.ly/CloseAnyRoomTraining.

You may have heard that speaking is a great way to increase your profits, but you may also be wondering how the heck do you get people to actually buy from you. Whether you are just starting out speaking or you’ve been speaking for a while, but haven’t been converting from your talks the way you’d like to, I want you to know something…

There IS a way to get people to open up their wallets to work with you!

The first thing you need to do if you want your audience to buy your products and services is start with a clear objection to sell. You are in business to make money and any time you put your own time, energy and resources into something, you need to be thinking about the ROI. You are not speaking to stand there and look pretty, you are investing in this opportunity to grow your business.

However, having the mindset of sales is not about being pushy, it is about transformation. The biggest transformation your audience will get is by using your products or going through your process. They can only get so much transformation for free. If you believe in what you do and why you do it, instead of feeling gross about selling, you should see yourself as providing a valuable opportunity for your audience to get what they really want. If you can make your audience see that value, they will buy.

Next, you have to engage people on an emotional level. People buy with their hearts. They buy because of deeply rooted desire and needs. Their desire may be to alleviate emotional pain, feel sexier, attract a mate, buy a home or improve their health. Whatever their desire is, your job as a selling speaker is to wake up and intensify those emotions.

A great way to do this is with stories, your story, other people’s stories, examples or case studies. In sharing your own story, you create an emotional bond with the audience and build likeability and trust. The audience starts to see you as an ally instead of just a hard-nosed selling robot. Most importantly though, when you share a story of transformation, you start to paint a picture of what’s possible for the audience and that picture is the turning point to your profits.

So you can see, it is possible to inspire your audience to buy, but you need to be intentional about how you craft your talk to sell and by using emotional triggers to share the transformation that is possible. Once those pieces are in place, your conversion rates will soar.

If you’d like to know more about creating a signature talk that SELLS, I invite you to join me for my FREE upcoming webinar “Close Any Room: How To Add Thousands Of Dollars To Your Monthly Income Using Signature Talks.” CLICK HERE to register.