Are You Asking for the Business?

Whether it be from the platform, or in follow up with clients, most of us are lousy at asking for the business.

And, if you were to do a quick calculation, you’d see the cost.

Just imagine if every audience could provide spin off to 3 more engagements….

And if each of those audiences held 3 more engagements…. and so on.

And you didn’t ask for the business from the first audience…. yikes, that’s alot of business lost!

So here’s my suggestion from the platform – refer to page 133 of The Wealthy Speaker http://speakerlauncher.com/tools.html Kudos to Thom Winniger for this tip 18+ years ago.

Right before you begin your closing story, you stop and say “as you can see I am passionate about (your topic). If you know of any group or association who could benefit from this material, please come and hand me your business card after the presentation”.

That’s it. Two lines and you go on to deliver your awesome closing story.

Why does this work?

1. Because people generally want to help but they usually don’t know how to help. You are guiding them specifically on what to do.

2. If you have done a good job*, then they probably want an excuse to come and talk to you.

* If you ask every time and still do not get the business, your speech may need work.

Asking for the business is the #1 way to build momentum. I hope this will be the kick in the butt you need to do it!

PS: In the spirit of asking, I have something to ask you. If you are a new speaker, my next cycle of group coaching (Club Quick Start) is about to begin on March 17th. Join us? Here are the details on this terrific program. http://www.speakerlauncher.com/quickstart.html

PPS: If you have been speaking awhile, and are interested in a group dynamic, please e-mail me now. I am putting together something new called Club Catapult and would like your input on a couple of features.

Where are You on Your “S Curve”?

There’s that old saying, what goes up must come down.

And if you believe the philosophy behind the S curve in business, you’ll understand why.

In last months Voice of Experience (NSA’s monthly audio) Mike Rayburn talked about the S curve and how you need to re-engineer your business before you get to the bottom of the cycle.   Sage advice.

For those of you on the way up, you can still use this guide to prepare.

But I have a suspicion that if you’ve been in the speaking business for more than 7 years, this snake like curve has lashed out to bite you in the butt a time or two.

Often (as Michael Gerber so eloquently puts it) we are working IN our business so much that we forget to work ON our business.

Many speakers can’t see the forest for the trees because they are simply too caught up in the day- to-day of the biz.

So here’s one idea…..

Blow up a diagram of an S Curve (you can google to find one that you like – Ashridge Business School of the UK was kind enough to loan me theirs) and post it on your business bulletin board.

Using stickers, post-its or push pins track where you are in your business with the date and keep moving it each month. Now you can consciously track your business swings.

(Warning, may be related to mood swings!)

When you look at your curve and find yourself at the bottom, trying to figure out how to pick up and start again, (here comes my shameless plug) think about dropping me a line. I am known for helping people out of the forest and I have a whole new host of programs that can help you catapult. http://speakerlauncher.com/coaching.html

Gotta run so I can print my S curve right now!!!

Fire, Without Shooting Yourself in the Foot

How is next year going to be different for you?

As we start to wind down for the holidays, you’ll no doubt be thinking about how you want to start off the New Year in your business. And, of course, you want to start it right. Right?

Remember in The Wealthy Speaker, the formula Ready, Aim, Fire?

Ready is – get crystal clear on what you are selling
Aim is – move that clear message out into your marketing
Fire is – roll that out to your target markets.

Many people hit “Fire” without doing the “Ready” and “Aim” work. And by doing this, ultimately, shoot themselves in the foot.

Why? Because you are sending out an unclear message to your market.

So, when 2010 rolls around, my holiday tip for you is to spend some time on Ready and Aim. And then, if you are ready, hit Fire!

With a strong and consistent message, your prospects will keep you top of mind when they are in need of your expertise.

Happy Holidays Everyone!

ps:  Thinking about a gift for a fellow speaker, or some holiday learning for yourself?
Check out my first EVER holiday special!  Purchase any item in the store and receive 20% off.
Whether it be Teleclass MP3’s, DVD’s, CD’s or books, you’ll get 20% off.

Use coupon code HOLLY.
Valid until December 31,2009.

Happy shopping!

Speakers, Back Away From the Pedestal

You know that term, the bigger they are, the harder they fall? Of course, no one knows more about that this week than Tiger Woods. So a billionaire sports figure was cheating on his wife. Duh, big shocker!

In the speaking industry, one wouldn’t expect the fall to be quite as far. But, is it?

About 10 years ago, I was working with Vince (most of you know his story) and we got a multiple booking engagement with a public seminar company. He was going to be sharing the stage with some very big speakers and celebs.

Mr. X (who shall remain nameless out of respect for his near retirement status) was someone I was excited for Vince to meet. Rookie meets famous speaking veteran. I envisioned Mr. X becoming a friend and maybe even a mentor since he was well known for his ideas around helping others getting what they want.

Mr. X fell from my pedestal so fast!!

Upon meeting, he was rude, obnoxious and even went out of his way to ‘dis’ Vince in front of other people. He seemed threatened. Big disappointment.

Fast forward to 2009 NSA convention. A colleague was all excited because her hero (a well known author in her field) had agreed to meet her for coffee. When I ran into my colleague later at the airport, she had been completely bummed out that the guy blew her off – and was a jerk on top of it.

So what can we learn about pedestals?

1. Don’t allow yourself to be put up on one.

You put your pants on one leg at a time, same as everybody else. When getting on that plane heading to the next speaking gig, check your ego at the gate. When people line up for hours to talk to you and get your book, don’t buy into the hype. Keep it real, stay humble.

No one got this lesson more than James Ray this year. James was at the center of the sweat lodge incident which resulted in people dying. Now, I won’t speculate about where his ego may have been during this event, but this tragedy is a fall from grace that will no doubt weigh heavily on his heart forever.

2. Find your grounding. Speakers with small children know that you can easily go from a 1000 person standing ovation to changing a poopy diaper the minute you get home. Treasure the diaper!

3. Don’t place others up on a pedestal. I’ll say it again, we all put our pants on one leg at a time. Some people are just waiting to catch someone slipping up.

An old friend in Dallas was a Delta Airlines gate agent. He and I both followed spiritual author Wayne Dyer who flew through DFW a lot.

My friend told me that Wayne always stopped and had a kind and thoughtful conversation with him. In Wayne’s words though ‘it’s a short distance from enlightened to a**hole’. Mr. Dyer held up to the pedestal test that time, but many people do not.

So what’s the point? Sure we need heroes, but pedestals don’t serve a purpose. Meet people where they are. If they are good, acknowledge it, but don’t give them some God like status that they can never live up to.

PS: Feel free to comment, below!

What’s a Social Media Listening Station?

Today’s teleclass ‘Creating Fame Using Social Media’ has been postponed until January.

Our guest expert Laura Roeder felt really bad about having to reschedule. So she wanted to pass along this exclusive video as an apology.

It’s about how to set up a Social Media Listening Station. I’ve used this, it took 11 minutes, and it’s very cool for those of you who are actively online and want to know what’s being said about you. Here’s the link (a bonus to all). http://www.lauraroeder.com/speaker-launcher- exclusive/

THE NEW DATE FOR THE TELECLASS IS:

Thursday, January 7th at 1pm Eastern
Topic: Creating Fame Using Social Media
Guest Expert: Laura Roeder

If you didn’t sign up for the call today and would like to join in on Jan. 7th, click here to register: http://www.speakerlauncher.com/teleclass.html

If you did register and can’t make it, a free MP3 audio will be made available to you. (Just drop me a line).

See you in January!

PS: Pricing Note: It surprises me that a few people still pay to participate in my teleclasses. Wealthy Speaker purchasers gain access to these classes at no charge. Why would you pay $19.95 to be in the class when the book is only $17? (And you get an incredible book!)  I’m just saying…..

What’s the Cost of Distraction?

After pulling myself up out of a quagmire of family drama that went on for about a year, I can look back and realize how incredibly distracted I had been.

As grateful as I am for my family, I was 100% lost in the problems of others and my profit and loss statement reflected it.

It began with my stepdaughter and 1-year old grandson moving in with us (which I must say was a blessing). And continued when we moved my brother with cerebral palsy to our town. Then throw in a healthy dose of aging parents (80 and 82) with a history of cancer, heart attacks and broken bones, plus two home renovations, and you’ve got a recipe for some major distraction.

My coach can tell immediately whether or not I am focused on business or family issues. And he was so relieved to see me come back!

With his help, I pulled myself up and out and saw revenue go up 70%. And it’s not that I wasn’t aware of being stuck in the drama, it’s that I didn’t feel willing or able to make a change sooner.

What are your distractions?

Your children?
Your aging parents?
Loss of a loved one?
Financial issues?
Your health, or someone else’s?

Whatever it might be, the key to moving forward – when you are ready – is the following:

1. ACKNOWLEDGE: The first step to getting out of a state of distraction is to realize that you are there. Look around – is your business down? Are you doing good work or just phoning it in? Are you creating new ideas and products?

2. DECIDE: There are times when you just need to do what you need to do! Maybe your child is sick and needs you. But know that your business cannot go on without you forever. At some point you may have to decide to re-claim your focus and your self.

3. SET A DATE: For me it was an entire year. And it was easy to set a date because my step- daughter and grandson were getting their own place. Woo hoo! The timing was so good that I even renovated my office to signify a fresh start. And at that point, I came shooting out of the gate full steam ahead!

4. ALERT THE TEAM: You’ve probably conditioned your family to depend on you. So let them know that you are not leaving, but you are not going to be at their beck and call anymore. I find it easiest when an issue arises to earmark some time (like Friday afternoons) to focus on my family. Come Monday, and I am right back at work.

5. WATCH THE NUMBERS: To know what’s going on in your business check your P & L. Taking your statement from red to black requires a focused effort on your part. Ask yourself good questions like ‘how will I move my business forward today?’ ‘What products or services haven’t I thought of yet?’ Even writing can help you re-engage in your business.

This past summer I managed to take a tough year and turn it into a profitable one in the span of 6 weeks. I hope that these tips will help you, too, move from distraction to action.

Happy booking!

PS: Want a great way to get re-focused on your clients? Check out the teleclass we did with Brian Palmer called Avoid the 3 Things that Will Stunt your Business (and Annoy Your Clients). It was hot!!! http://www.speakerlauncher.com/teleclass.html

Firing Clients: Is it worth it?

I’m lucky to be in a business where I get paid before I do the work. There’s no waiting 30 or 60 days to receive a check. It’s all arranged up front before coaching is provided.

But this summer I had a new client who really couldn’t afford me and delayed payment for weeks after our initial session. After alot of rig-a- marole, when the payment did arrive, it was short.

This didn’t feel great to me.

A day later another new client package arrived by Fedex. This client had started the day before. He overnighted his book, the signed agreement and full payment.

Now this felt perfect.

Although I felt bad for my cash strapped customer, I am clear that two qualities of my perfect clients are: 1. That they pay gladly and 2. That they pay on time.

In fact, I have a long list of qualities of a perfect customer/coaching client. They include things like being fun to work with, taking action after each call, and not getting easily distracted (this is a tough one for most speakers).

I hope that you will strive to surround yourself with perfect clients as well. Here are a few questions to help you get the ball rolling:

1. What are the qualities of your perfect customer?
2. Who are the clients that you love to work with? And why?
3. Who are the clients that cause you the most work for the least reward?
4. Who do you need to let go of? Or fire?
5. If you should have done it a long time ago, what are you waiting for?

Now you might say that this is a pretty tricky economy to be speaking so loosely about firing clients. And you’re right.

But let me ask you this….if you are not willing to let imperfect clients go, how will you make space for clients who are perfect?

I believe that if you do the right thing, the Universe will support you.

ps:  Although I am currently on coaching sabbatical, I am doing these awesome ‘Focus 40′ sessions – they seem to be a hit! Check it out http://www.speakerlauncher.com/coaching.html

Are You Stuck in Your Business Model?

Back in 1992 when I entered the speaking business, things felt much less complicated.

I worked with a speaker who was a leadership expert.  We worked the ‘call-send-call’ process to book speeches and workshops.  And she had a book which we used to leverage her expertise.

We didn’t offer consulting, teleseminars, membership clubs, webinars or podcasts.  There was no such thing as Facebook, Twitter, Technorati, Digg or Flickr.  Yet, we doubled our business every year.

I was a bit surprised by the climate at the National Speakers Association conference this year. Several very successful speakers confided in me that they were in transition and were not entirely sure which way to turn.

Business has been down and they haven’t been on the road as much as usual.  That part isn’t a shocker, but they enjoyed being at home so much that they were questioning how much they wanted to speak in the future.

I can totally relate as my coaching has been down these first two quarters and I’m considering taking a sabbatical to see if I miss it.  I can find other ways to deliver my message, building a different and perhaps better business model.

If this sounds familiar to you, perhaps you are stuck in your old model.  So how do you get unstuck?

Let’s say you set out to make keynoting 70% of your revenue, products 20% and consulting 10%. With keynotes down right now, you might want to consider adding something that allows your audiences to hang out with you after the event.

Some will use podcasts, teleclasses or membership clubs to keep their message alive.  So now your model is more balanced and not nearly as dependent on keynotes for survival.

Or perhaps a new product becomes your focus.  In my mind, there is no better feeling than to have an income stream set up that requires 0% of your attention yet brings in a nice revenue.  (If you want to get inspired around this read ‘The 4 Hour Work Week’ by Tim Ferriss.

Ask yourself…. ‘how can I deliver my content in a way that no one has thought of yet?’

Speakers who are able to shift and deliver their message using different outlets will ultimately be able to bob and weave with the economy.  They’ll be able to shift their focus towards the new and different learning methods that future customers will demand.

ps:  Are you stuck in an old business model?  If you need help gaining focus, check out my ‘40 minute focus’ coaching session at a special price.  http://www.speakerlauncher.com/coaching.html

Recession Means Getting Back to Basics

George C. Speaker has been in the business for 20 years and has thrived for most of them. But his calendar in the past 12 months has been hit hard. Business is down nearly 50%.

So what does George do?

Well, back when I first entered the business, there was a process that we followed…..’call-send-call’. Call a prospect, discover their needs, see if they’re a fit, send over some information, call and follow up.

(You can read more about call-send-call process in The Wealthy Speaker, Chapter 5). http://www.speakerlauncher.com/tools.html

George needs to get back to basics and start connecting with his clients and prospects in a meaningful way. So what might that look like?

Step 1. Identify your prospects. Pick a target market based on who needs the ideas that you provide. Develop a list of organizations to approach.

Step 2. Establish expertise. Consider writing an article for your target industry that discusses the problem and your ideas as the solution. The article may help you get a foot in the door.

Use your research to help build industry relationships. And, make sure you include a call to action at the end of the article that drives people to your website.

Step 3. Discover your prospect’s needs. Is there a problem that you can help them solve with some consulting or training? Is there an event that might require a pro with your message?

When it comes to finding events, searching associations is often easier and more productive than corporations. Association events are often held at the same times each year and are listed on their websites. This search engine on ASAE’s website can be useful.  http://www.asaecenter.org/Directories/AssociationSearch.cfm

Step 4. Be in the right place at the right time.

By planting seeds and continually fertilizing, we allow the prospect to get to know us. This is where our newsletters and blogs are helpful.

Build your list of prospects and regularly send them something that is helpful. When they have a need for your expertise, you’ll be in a great position to get the business.

Be sure to include a bit of promotion (perhaps a “ps”) with each tip so that your list is well aware of your offerings.

Step 5. Follow up. This is where many of us drop the ball. Staying in touch via newsletters is one thing, but picking up the phone or dropping a personal note or e-mail to see how they are doing, is another.

Getting back to the basics means reaching out and connecting rather than waiting for the phone to ring. We all (including George) need to ask ourselves every day ‘how am I moving my business forward?’ And, most importantly, we need to take action.

PS: There’s nothing like good press to help boost your career. We did an awesome teleclass with PR expert Marsha Friedman ‘Harness the Power of Publicity’ and it’s available now on MP3.
http://www.speakerlauncher.com/AudioTools.html

Give a gig, get a gig

Paying it forward is not a new concept.

Remember Haley Joel Osment’s character (Trevor) from the movie ‘Pay it Forward’ several years ago? The 11-year old boy inspired thousands with his concept of helping 3 people.

But we all need a reminder every now and again.

Sam Silverstein gave us one during a recent edition of NSA’s Voices of Experience when he talked about a colleague of his dropping a gig in his lap.  There was no arrangement between them, the friend just did him a “solid” by introducing him to a client, which turned into a booking.

So here’s what I’d ask you to do.

Think about a speaking colleague who could use a gift – someone whose talent you know and trust.

Then think about a client that you’ve worked with who might be a good fit for them.

Without any formal agreement with the other speaker, simply pick up the phone or drop the client a line to introduce your friend.  Word of mouth can be so much more powerful when coming from a trusted source.

The idea is that we give without thought of what might return.  That said, if you are a recipient of a gig, I hope you will in turn, give a gig.

If everyone on this list does it, that’s 5000 gigs, just imagine!

Give a gig, get a gig.  Got it?  Good.

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