Most of you know that I run a specialized speaking company called “ES5000.com” It is unique in that I teach you how to speak live, on the phone, or in front of a video camera using an electronic hidden devise that is literally feeding you your lines so you don’t have to remember a thing! It is brilliant and I love it because it removes the fear 100% no matter where you are speaking!
Whether you are a Real Estate Agent, Business Coach, Home Stager, Small Business Owner, or other type of Entrepreneur, your single greatest attribute is to speak- one on one, to a small group or the nation.
Remember the pied piper? As he led the rats out of the village, he was “Speaking” to them. It was in fact a bit of an odd language if you will, but the truth is that he became a leader to the rats, but more importantly (thankfully), to the people of his village. He convinced them that he could lead the rats away from the village and then he also wooed the rats—ah rhetoric!
What you have to understand about speaking is that no matter your topic or your intention, you are selling.
You can be selling in a variety of ways:
1) Selling product, services or coaching
2) Selling and idea or concept
3) Selling for a cause
But no matter what, you are always selling yourself which is why you should get comfortable with the idea of speaking to sell.
In this day of tough competition, tele-conferences, online videos and abundant opportunity, those that can speak successfully, no matter your occupation, will thrive.
For today, let’s talk about speaking to sell in the literal term. In other words, you have a product or service that you want to leave with everyone in the room or on the call.
1) You must make sure that your message matches your market and that they have a desire for your product. This seems simplistic but there have been a million great ideas that have been presented to either the wrong crowd or a disinterested one.
2) Once you have defined your audience and their desire for your product or service, make sure they have the money to spend and that they want to spend it. There are many more “bankable” groups than others and if your intention is to be a serious selling speaker then I would highly suggest you seek out the ‘spending’ crowd.
3) When you begin your talk, whether it is live or on a call, you need to let your audience know your topic, what they are going to learn from you, that you have very little time and you will give them an opportunity in the end to experience/buy/learn more. This is contrary to popular belief where we have been conditioned not to let the cat out of the bag until the last minute, thus amazing our audience with our wit and a remarkable element of surprise.
Just like fashion changes, so do people and the way they like to be treated. Gone are the days of offering very little content and then expecting everyone to jump up and down and spend thousands of dollars.
Now when you speak, you tell them up front they will have an opportunity to buy in the end. It is called ‘transparency in marketing’ and it is what today’s audience wants.
4) Once you have told your audience they will have an opportunity in the end, then it is your job to ‘seed’ that opportunity throughout the presentation. All you have to do is each time you refer to a topic or strategy you can’t complete you can say something like “and for those of you really ready to kick start your Home Staging Business” you will get the entire Digi-Stage System at Stager Pro. You can also refer to others in the audience that has worked with you which is a very effective ‘seeding’ process.
5) Finally, as the end approaches, it is now your job to share with the audience your great opportunity. Tell them its coming. You can even ask them permission if that works well for you. Either way, don’t feel as though you have to sell. They know you are there to make money, just tell them about your irresistible offer.
6) Next, give them in incentive to buy on the spot. If you decided to promote a Full Service Coaching package which normally sells for $1500, you might have it on special for $1200. They can get the special for a full week. But, if they buy that same night, it is $1000. Give them a strong incentive to say “yes” right on the spot and you will increase your sales by thousands of dollars.
In the future I will discuss the various forms of selling from the stage, but for now, it is your job to attract as many customers as possible in order to build a buyers list.
One of the easiest ways to do this is to get my Complimentary Plan on “How to Attract a Million Customers in the next 90 Days” and follow me in real time as I do the same! It is my gift to you! www.TheBornLeader.com/BusinessPlan
Giving Back:
My Children’s Book Give-Away to the world has launched! Don’t you think Phoebee Fleabee is cute? You can get her story as my gift at www.LuvMyStripes.com right now!!! Oh, and please, pass her to everyone you know!
By giving her away to over a Million People, I am satisfying my need to give, as well as the burning desire within me to spread the word about my wonderful book. It is interesting what happens when you give…you receive abundantly!
Be an extraordinary person every day and look for ways that you can give back. Sometimes, it might mean calling someone to say hello, picking up a piece of discarded trash in a park and throwing it away, or hosting “poker night.” Whatever it is for you, practice being extraordinary every day, by giving back.
Watch for “The Born Leader” FREE publication to come to you each and every week, filled with Business Strategies, Marketing for Small Businesses and Compelling Mindset Strategies designed to set you apart from all the others and to literally step into your greatness!
Become a Born Leader…when you are ready to change the world!
To Your Greatest Joy and Success,
Karen Schaefer
Founder, APSD; The Association of Property Scene Designers for Home Staging Professionals
Your Home Stager Weekly Mission:
I want you to practice giving a talk or presentation, telling your audience you will have an incredible offer in the end, and then seeding with hints of the great opportunity yet to come. Make sure you do this talk in front of a friend, spouse or even your dog so you get some practice time in.
Now you have to go out and deliver it. Where can you offer your talk right now? Is there a realtor’s office just waiting for your presentation? What about a local school or church you could help with their marketing? Is there a Chamber of Commerce or Kiwanis’s Club near you that might be looking for a distinguished speaker?
There is no better time than now to begin to make more money in whatever you do by speaking. Get out there and talk!
Joy and Success,
Karen Schaefer
