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Learn why testimonials don’t work, how to let your ideal clients know that you understand exactly what they’re going through (and believe me, this is KEY to building rapport with them) and the BEST way to get your ideal clients excited to invest with you.
What’s your biggest ah-ha from this video?
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The #1 way to inspire on the spot action is to make an Irresistible Offer to an interested prospect.
Why do I say that? Because far to often, experts are attempting to make hot offers to cold prospects. You see, it doesn’t matter how wonderful your discounts or bonuses are if the prospect isn’t desirous of the outcome or transformation you are offering. For your prospects to move forward, they have to be hungry for the destination you are offering. It has to be a place they want to go. Otherwise, it doesnt matter how awesome the plane is. You can promise to take them on a Leer Jet, but if its not going where they crave to go, you may be surprised when they decline the ride.
On the other hand, if you take someone who is hot on the destination you are offering, and you then make that offer irresistible with a few great, relevant bonuses, some special pricing and last but not least, a “today only” limiter…my friends, now you’ve caused some internal tension to arise in that potential client and that is just what they need to bring themselves to a YES!
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In this blog, I’ve been showing you how to find speaking engagements where you can offer your products and services in the back-of-the-room at the end of your talk. Now I’m going to tell you how to actually get one.
My #1 secret for getting the gig is to be prepared with the following five things before approaching a host.
You need all five in place, because if you’re scrambling to pull them together, the host may conclude that you’re not ready to speak on their stage.
So here are the 5 things that you need to prepare in advance:
1. A talk outline. In a brief opening paragraph plus three to five bullets, list what your talk covers and what the audience will learn. When the hosts ask for mine, I literally email it while we’re talking.
2. A professional photo in digital format. You also want to be able to email this right away.
3. A bio. In a punchy way, get your credibility down on paper so that they can see you’re ready and have experience that makes you a great choice to put on stage.
4. A leveraged offer. You need to be able to serve more people than you can handle one-on-one, so you need a teleseminar, a workshop, a group program of some kind to offer from the stage if you are going to sell from the stage.
5. Confidence. You’ve got to approach hosts with confidence. And what gives you confidence is having your Signature Talk, your Irresistible Offers and all of the above ready to go!
If you show up prepared with those 5 things, your host will be confident that you can step on their stage tomorrow and make both them and you look really good!
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People ask me all the time, “Lisa, how do I find speaking gigs?”
There are many options out there, but one of the best — and easiest — is to mine the gold from every event you do speak at.
At those events — whether they’re live or teleseminars — there are three parties that you can network with to find out about other speaking engagements and even get booked on-the-spot.
And the beauty is, you don’t have to do any cold calling!
Here are 3 ways that you can turn your one speaking gig into many:
1. Talk to the host.
The host has just seen you in action, so, obviously, they’re a great resource for getting booked for an upcoming event. If that doesn’t work, see if they might know of other events or hosts for whom you would be a good fit.
2. Talk to the other speakers.
If you’re at an event with other speakers, you’re selling into the same target audience, so you can compare notes about where else you’ve each spoken, and give each other referrals and introductions.
This is a great way to find other gigs, because, generally, once a speaker has spoken somewhere, they’re not going to be back for a while. So whether you’re actual competitors or just speaking to the same audience, there’s nothing to lose — and everything to gain — by sharing referrals with each other.
3. Talk to the audience members.
The members of the audience are part of your ideal client base, so at a live event, network with them and find out what other events they attend and what online groups they subscribe to.
Those are the places where you would want to speak in order to reach that person as well as other members of your target market. Sometimes people can even give you the name of the person to talk to for the group or make a warm introduction for you.
These warm connections could easily get you a dozen leads that could lead to several actual gigs. And then, if you keep repeating this process, each of those gigs could lead to several more.
In fact, if all you did was work your warm connections for every event you spoke at, you could speak as often as you wanted to — and serve thousands along the way.
How have you turned one gig into many? Let me know below!
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Promoters are looking for speakers who will make a deep and lasting difference for their audiences.
That’s why I say if you want to get the gig, you’ve got to emphasize in your talk title the unique outcome or transformation that you provide.
But what if you’re not sure what the outcome is? Or, you don’t know how to find the words for your title?
It’s actually pretty easy. Here’s my five-step process for creating your own hooky, outcome-laden title:
1. Identify one client (choose only one) who’s been a real success story for you. If you haven’t had any clients yet, choose someone whom you’ve helped, even though you weren’t paid.
2. Write down all of the exact results that client got from working with you. Did she lose six pounds in two weeks? Triple his income? Have better communication with her teenager?
3. Now, list the transformations that happened for that client as a result of those results. If she lost six pounds in two weeks, did her marriage improve because she felt better about herself? Did she get a raise at work because her self-confidence and energy were higher?
4. You now have a list that includes many words and phrases that are perfect for crafting your title. Underline the ones that resonate with you.
5. Now, put those words and phrases together until you find the gold — until you have a title that will thrill the promoters and pull in the crowds.
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