Advertiser or Expert?

I’ve been preaching the “expert first” idea for a long time, so excuse me if I’m repeating myself.

If a client’s first impression of you was:

a) reading your article in an industry mag
b) seeing a print ad for your business which do you think would have more impact?

I vote for “a”.

If a client’s first impression of you was:

a) seeing you speak at the convention or
b) meeting you at your trade show booth….

which do you think would have more impact?

I vote for “a”.

If a client receives a piece of mail from you:

a) an article that was written by you
b) a copy of your one sheet…

which do you think would have more impact?

Again, I vote “a”.

Whenever you have a choice to position as an expert, take it.

If they throw in a trade show booth as part of your payment, then be there for an “autograph session” after your speech. Be there as an expert, not a sales person.

Position, position, position.

Comments welcome below….

PS:  Club Update:  Club Quick Start for new speakers is now full.  However, I have added another cycle of Club Catapult for seasoned speakers, for details…  http://speakerlauncher.com/clubcatapult.html

Summer Goals, Cha-Chings & Flip Flops

My summer time goal has shifted quite drastically over the past 5 years.

Where I used to be aggressively thinking about marketing and how to ramp up biz for the Fall, now I base the success of my summer on my flip flop tan line.

If it’s well defined, I’ve done a good job!

Is it silly and not very strategic to base success on a tan line?

Perhaps, but isn’t the point of having your own business to be able to dictate how you spend your time? To me it’s proof that I’ve had fun!

If you are in the early stages of your business and you’re working like a dog – please know that things will get better!

Why not set the goal that next year, you’ll take 2 weeks off? And in 3 years, maybe a month?

(I’d love to hear your goals or your summer time wins – just comment below.)

For me, the best feeling in the world is to be sitting at the cottage on the porch, sipping a glass of wine and I hear “cha ching” from my laptop.

That means I just made a sale.

Closing a deal or making a sale while doing nothing is absolutely brilliant!

So this summer you can be thinking about:

a) what product you can develop to increase your cha-ching

b) what do you need to let go of in order to move your business forward this fall

c) what other passive incomes streams can you consider (clubs, membership sites, online content)

d) and, how can you take more time off next year!

I’ll see you soon Wealthy Speakers.

ps: And speaking of Clubs, my group coaching for beginning speakers has been full all year. So I’m starting another Cycle in September.

If you’d like a step-by-step formula for launch with a coach at your side, check out Club Quick Start. http://www.speakerlauncher.com/quickstart.html

What’s the New Normal in Speaking?

While traveling to Kansas City this past week, I noticed a new normal in air travel.

We pay extra for checked bags, we pay extra for carry on, we pay extra for aisle seats, we pay extra for snacks.

The new normal in air travel is “we might give you a cheap ticket but we’ll squeeze you everywhere else”.

In hotels it’s the opposite. Before, some hotels were nice and modern. Now many, if not most, boast awesome beds and sheets, flat screen tv’s and upgraded rooms. More and more have free wireless.

The new normal in hotels is that you have to be updated just to be average.

So what’s the new normal in speaking?

Before: Standing on a stage with good presentation skills and an engaging style was enough.

Now: Today’s audiences demand fresh, relevant content and WIIFM. If you haven’t taken the time to make it about them, you’ll lose them.

Before: Fees were on the rise and client’s pockets were deep.

Now: Clients are nervous about spending. You must demonstrate return on investment and value. And even then, you might still need to negotiate to win the business. (see my article “The Fee Factor” in Speaker Magazine for more on this). http://speakerlauncher.com/about.html

Before: Being great was a bonus for the client.

Now: If you’re not great, your audience will Tweet their boredom while sitting right in front of you. You need to combine solid content with powerful, engaging stories.

The new normal in speaking is that we have to stay sharp, we have to be unique, and our content must be moulded to the needs of our audience.

How do you measure up to the new normal?

Feel free to comment below…..

See you soon Wealthy Speakers!

Do You “Own Your Podium”?

In case you’ve been living under a rock, the 2010 Olympics just wrapped up in Vancouver.

Team Canada’s theme was “Own The Podium”. Now, I wasn’t 100% in favor of that message as I thought an athlete’s journey was important too, but in the end it was effective. 14 golds, woo hoo!

As speakers, we need to own our podium. By this I mean stage or platform or even the room. The minute you enter the room, you should be “on” and in full swagger. And when you step on the stage, it should be with 100% confidence. Be bold!

Does that mean we should become something we’re not?

No way.An audience can spot a fake a mile away.

It means that we should be THE best, THE most powerful version of ourselves.

A self-assured speaker conveys that vibe to the audience and it puts them at ease.

One sure fire way to gain confidence is to know your stuff. That one helps me every time I speak at a CAPS or NSA Chapter.

I know a few colleagues that after 20 years still get nervous. But you would NEVER know it when they walk onto the stage. They ooooze confidence.

Next time you enter your meeting room, tell yourself “I’m owning this podium!”

See you soon Wealthy Speakers!

PS: Seasoned Speakers: we still have spots available in Club Catapult. If you’re interested in taking your business to new heights, check out this powerful group coaching program. http://speakerlauncher.com/clubcatapult.html

New Speakers – Club Quick Start is FULL. To be placed on the wait list, please e-mail me at jane@speakerlauncher.com

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