By Featured Speaker Eric Gilboord
I am often asked what the difference is between sales and marketing. Marketing researches the opportunity, prepares the strategy, produces the tools to inform the prospect and places the potential sale on the table. The Salesperson then picks up the ball and confirms the opportunity, contributes to the strategy, uses the tools to inform the prospect and moves the opportunity off the table and into the cash register. Marketing is everything from how you answer the telephone, correct spelling in your correspondence, and SEO to the words and graphics of your emails, website and brochures.
The essence of marketing is very simple. It is saying the right thing to the right person at the right time. However, knowing what to say, when to say it and who to say it to is much tougher.
Marketing is a collaboration. In small business you often wear both the sales and marketing hats. It is important to maintain objectivity. I urge you to include others at as many stages of the process as possible. They may see something you don’t or they could add ideas you haven’t thought of. Mistakes can be minimized and opportunities capitalized upon.
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Often, when speakers start out in the business (and sometimes even after they are established), they will offer to do free events. But a free event does not necessarily have to devalue you as a speaker. In fact, it can give you a number of benefits, if you go about it the right way.
Always go in with a positive attitude
This free event may just be a way to get practice. It may be a way to gain exposure. Regardless, you need to approach it with the same professionalism as a paid gig. Your attitude will shine through your presentation, and if it is positive you could get more business from this free gig.
Make other value arrangements
You can make arrangements to (gently, without being sales-y) make an offer to the audience at the end of your presentation. This can be a freebie in exchange for their contact information. It can also be a gentle statement that you are available for hire is whatever capacity and provide a way for people to learn more.
You have to be careful with this one. Your presentation needs to be educational and not a sale pitch. And some venues will not let you share a way to contact you at all. But, if you can arrange this, your free gig has just turned into a lead-generation opportunity.
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By Featured Speaker Davida Shensky
Editorial Note: Negative thoughts and behaviors can greatly affect the effectiveness of your public speaking. That’s why I chose to run this particular story today. You need to believe in yourself, your topic and your abilities in order to be a good speaker.
There are self help books out there that can teach you how to take control of your life but unless you begin to want to make the change yourself, and you are ready and willing make the changes, then these books will only sit on the shelf and they will not help you. For many of us some of the reasons that we stop ourselves from succeeding is that someone has told us so many times that we are a failure and we have one to believe this repeating these conversations in our heads subconsciously while we are asleep.
These negative statements or trash prevent someone from succeeding in one’s personal life. Once we recognize that we are doing this to ourselves, then and only then, then we consciously make the changes one needs to make in order to succeed. The first step is to give yourself permission to succeed while at the same time recognizing that the you who are telling you this hour only read heeding the things they are telling themselves and their fear that you are better than they are. When they sabotage your success, then this gives them power over you.
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Getting up in front of groups of people is one of the most cost-effective (and easiest) ways to promote your business. But a lot of people do it the wrong way and think that it doesn’t work. Here are five tips for creating and delivering presentations that offer value and attract leads.
Focus on their needs.
People don’t go to talks to listen about your business. They go to discover solutions to their problems. Develop presentations that speak to the wants and needs of your ideal prospects. For example, chiropractors, naturopaths and acupuncturists can talk about general health issues. Restaurateurs, chefs, caterers and other food professionals can talk about nutrition, food preparation or party tips. It all depends on the focus of your particular business. Find the common need that your business solves and talk about that … you can always throw in your particular solution at the end.
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Is your audience getting bored? Here are 10 ways you can grab their attention and get them re-enganged.
- Ask a question
- Vary your voice … volume, pitch and tempo
- Slam the lectern … but only if it helps make your point
- Move about … we are born to notice things that move
- Tell stories
- Share interesting, compelling and unusual facts
- Mingle with the audience … I see Jill Lublin use this one all the time
- Be enthusiastic … with your voice and your gestures
- Share a relevant quote
- Survey or quiz the audience … make them a part of your presentation
By Featured Speaker Daniel Hall
Being an approved cruise enrichment lecturer is the greatest gig on the seven seas. The deal is simple: you furnish the cruise lines three or four 1-hour lectures on subjects you love and you get a free cruise for yourself and a companion. The best part is the lectures are usually scheduled on sea days so you’ll have every port day totally free to explore. Further, you cruise as a passenger (not a crew member) so you’ll get every other passenger perk, too.
Although it is relatively easy for anyone willing to try there are some pitfalls to becoming an approved cruise lecturer. Here are the things you should watch out for:
1. You don’t do your homework. Learn which cruise lines have enrichment lecturer programs and what topics they generally seek.The cruise lines will know if you aren’t asking intelligent questions. You’ll only be able to sound intelligent about their programs if you’ve done your homework. Being labeled as an amateur because you have not done the required up front work will be the kiss of death to your application.
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Speaking is an offline activity, but you can use the Web to boost your speaking business. Here are five suggestions:
