How Will You Measure Success in 2013?

Late last year I became involved with Dan Sullivan’s Strategic Coach program (even a coach needs a coach).

One of the things that struck me was Dan’s take on recognizing achievement.

The theory is that while some people look backwards to see how far they have come, others look forward towards their big goal and never really feel satisfied (because there is always more to do).

Let’s say you have a goal to speak 50 times a year and you’re sitting with 25 engagements on the board. Do you focus on the fact that you booked 25 or that you still haven’t achieved 50?

Which one are you?

I know that I have the ability to look at things from the negative standpoint. Years ago one of my speakers got 200 great evaluations and 2 negative, and I honed in on the negative.

So I’m working on that!

After reviewing last year’s Wealthy Speaker University launch, I successfully graduated nearly 30 people. But 2 people dropped out half way through the year. So my goal? It’s to focus on those 30 graduates and the fact that two years earlier, the University didn’t even exist. I must focus on what was accomplished and how far I have
come.

(BTW, We still have a few spots in the University which starts next week). http://wealthyspeakeru.com/

Q. When measuring success, will you focus on how far you have come or the vast distance between you and your ultimate aspiration?

By focusing on your achievements, both big and small, you will find that you are happier and more committed to success in the future.

See you soon Wealthy Speakers!

PS: The Wealthy Speaker University has 5 spots left in the Master program and 6 spots left in the Bachelors program. Click Here To learn more……

Do Your Clients Know What You Do?

Assuming people truly understand the services we offer and the benefits of those services, is a mistake.

Has anyone ever said to you, “oh, I didn’t realize that you offered training?”

That’s why we constantly have to reinforce the message. Think about the ways that you communicate with your prospects (blogs, eTips, speeches, books) and pepper those communications with stories about your work. i.e.: in a speech you might tell a story about working with a consulting client and what the outcomes were.

It’s not difficult, just something we need to be reminded to do.

It occurs to me that I haven’t done a good job of educating you on my offerings. So here are some links:

- Private coaching and consulting
http://speakerlauncher.com/private-coaching/

- Group coaching (Wealthy Speaker University)
http://speakerlauncher.com/group-coaching/

- The Wealthy Speaker 2.0 product line
http://speakerlauncher.com/bookstore/

- Online learning, 90 Day Catapult program
http://wealthyspeakeru.com/90-day-catapult/
See you soon Wealthy Speakers!

Get your Book in Print Without Going Broke

Writing the book can often be the easy part!

Once you have finished your manuscript, the real work begins. Having just run through the process for the 3rd time with The Wealthy Speaker 2.0, I’d like to offer you a few tips:

http://www.thewealthyspeaker.com/

THE IMPORTANCE OF THE EDITOR. I think the single most important relationship in the process will be between you and your editor. And if you’re lucky like me, you’ll stumble across someone who can manage the entire project for you. It’s like having a general contractor, which is helpful because dealing with bar codes and library of congress stuff may not be in your wheelhouse.

If you don’t click with your editor, the process can be brutal. So the tip is “hire slow, fire fast”.

I adore my editor, Cathy Leek http://greenonionpublishing.com/

SUPPLIER RELATIONS. The test of a supplier/author relationship really comes when your project hits a snafu. How they handle it, will tell you whether or not you continue the relationship in the future. My book design company showed their true colors when we had a problem with a print run of my workbook. They weren’t sitting flat and I was embarrassed to sell them. My company, researched a better printer and we ran the entire lot again. I was 100% happy with the new binding.

I adore my book design team at Heidy Lawrence Associates. http://wemakebooks.ca/

WHEN TO SAY “WHEN”. When you get into the editorial process of your book, it’s easy to continue to make changes and never ever want to let your baby leave your hands. But at some point, you just to say “this will be good enough for now”. If you continue to stress about each word, you will never get your book into print. As my buddy Joe says “let it go”!!!

PRE-SELL TO COVER COSTS. A great way to cover some of your up front costs on your book is to offer a pre-order to your fan base. After all, they should be chomping at the bit waiting for your new product if you have been planting seeds for a few months. Thirty days out is a reasonable time frame on your offer and you can give an incentive to purchase up front.

And of course, I must model this for you by offering you an special advance copy price of The Wealthy Speaker 2.0 which is due out on July 20th, just weeks from now! (I couldn’t let this sweet opportunity pass, now could I?) http://www.thewealthyspeaker.com/

Communication Styles: When to Shut the Pie Hole

Years ago when I worked in the speakers bureau, we complained that speakers would call and keep us on the line for 30 minutes – whether we had interest or not.

We had a (somewhat vulgar) term for this. “Show up and throw up.”

That’s when someone tries to tell you their entire life story in a voice mail or in the first 3 minutes of a phone call.

Since we’re talking to clients all of the time, I thought we’d discuss 4 different communication styles to help you improve your client dealings:

Style #1, The Chatter Box:

This is the person I was just referring to. They talk far more than they listen. They are anxious for you to know everything about them and want to tell it all to you, whether you show interest or not.

If this is you…

Know when to shut your pie hole (that means mouth). Give information slowly and wait for signals to proceed. If people are interested, they will ask you questions. Learn to listen (this takes practice).

Style #2, Sales Shy

You have a difficult time articulating the value you bring to the table and are, therefore, reluctant to pick up the phone to call on prospect.

If this is you…

First, get clear on your value. You have to know this in order to get booked. Then, rather than thinking of it as “selling,” treat it as a fact-finding mission. You are there to determine whether or not there is a fit between what you offer and what the client is needing. Asking good questions should take you there.

Style #3, Bottom Liner

This person is very direct, sometimes to the point of being rude. (I know because I move into my Bottom Liner style when dealing with Chatter Boxes).

If this is you…

Consider whether or not you are providing enough information to book the engagement. Share stories that decision makers can connect to – perhaps about your audiences or clients. Ask good open ended questions and listen patiently.

Style #4, The Born Sales Person

Many professional speakers are blessed with the gift of being likeable. You can communicate easily with clients, which gives you an edge in bookings.

If this is you…

Use this to your advantage, but don’t overstep. Be aware of your client’s limitations on time. Build the relationship, ask good questions, but always be keep your eye on the clock. I hope these styles will give you some ideas on how to communicate more effectively with your clients.

See you soon Wealthy Speakers!

Have you picked your low hanging fruit?

While talking to a client the other day, we were brainstorming on how to “shake the trees” and see what she has not already capitalized on with her current client base.

Funny, she had at least 3 ideas of people she could follow up with about her new keynote, a training opportunity and product sales.

Where are your low hanging fruit?

Are there clients that you should have re-connected with?

When entering into a relationship with a speaking client, do you have a long term goal in mind?

One client has this type of sales stream:

• Someone reads his book
• Calls to book a speech for their group
• Group purchases books for entire audience
• Engagement leads to consulting contracts
• Consulting contracts include training and coaching
• Training sessions result in more product purchased
• And the whole thing goes round for each new client

Look at what picking one piece of low hanging fruit might produce!

Are you making the most of each connection with a client? Or are you ending the relationship once you leave the stage.

See you soon Wealthy Speakers.

PS: Club Quick Start is beginning another cycle (Cycle V) in September. If you are a new speaker, interested in following a strategic path to launching your business, check this out http://www.speakerlauncher.com/quickstart.html

Seasoned speakers: Interested in seeing another Club Catapult? http://www.speakerlauncher.com/clubcatapult.html (add yourself to the wait list)

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!

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

What’s Your “Book More Business” Strategy

I’ve been hearing some good news stories lately so I know that there is business out there!  This tip is designed to help you get out and get your share of the pie!

Here are some ideas to consider when planning your 12 month sales and marketing initiatives (because I know you HAVE a plan, right?)

1.  What expertise do you have that can help people through a difficult time?

Not all companies are in trouble right now, but the fall-out of this economy is wide reaching.  So how can you help?  How can you ease the pain? Bring those ideas forward in your marketing and that will help position you for success.

Read more

Does Your Preview Video Get You the Gig?

In some cases, the speaker booking process might
look something like this:

1.  The client decides they need a speaker.
2.  If they don’t already have someone in mind,
they shop around online based on the topic or call
a speaker’s bureau for suggestions.
3.  They view all of the speaker’s materials and
preview videos.
4.  They narrow their list and perhaps set up a
phone call with the 3 or so speakers who have made
the short list.
5.  Then they choose the speaker based on fee,
expertise, talent (as displayed on the video), and
the ability of the speaker to meet their needs.

In this scenario, a poor video could mean that you
don’t get past step 3.  You’re out before the
conference call which means you don’t even get
a shot at telling them how you would meet their
needs.

If your video keeps you in the running, then it’s
doing the job.

Does your video show how great you are?  If not,
you’ve got some work to do.

For those of you who own ‘The Wealthy Speaker’,
check out Chapter 4, for a full segment on video.
Here’s a link to the book if you need a copy:
http://www.speakerlauncher.com/tools.html

We recently did a teleclass with Robin Creasman
called Creating Your Rock Star Preview Video

To check out the MP3 of this class go to:
http://www.speakerlauncher.com/AudioTools.html

From 0 to 80 Gigs, Really?

A lot of people ask me if it’s really
possible to go from 0 to 80 engagements in
just a few years and the answer is ‘YES’!

How many people do it?  I’d put it around the
5% mark.

So what does it take to actually get there?

Well, I’m going to give you a formula, but we
also have an upcoming teleclass that will put
you together with someone who has done it
brilliantly in the past 3 years.

Consider these 3 questions when working
towards filling your calendar:

1.  Speech – How talented are you?

Without concrete platform skills, you will
not be able to succeed.  This business is NOT
all about marketing, it’s about speaking.
The people who happen to speak well AND
market well, come out at the top.

(I apologize if I’m beating this point to
death!)

2.  Strategy – How well do I ‘stay the
course’ and stick with my strategy?

If you’re the type of speaker who goes into
your office without any goal or list of
actions for moving your business forward
every day, then you are without strategy.

Develop your plan, know your plan, work your
plan and you will be more focused and less
likely to allow distractions to eat up your
entire day.

3.  Focus – When you are clear on what you
are selling, your clients have an easier time
buying. Without that focus, you have no place
to start and you’ll spin your wheels and
waste your precious marketing dollars.  If
you need help picking (or clarifying) your
lane, click here to check out your coaching
options:

http://www.speakerlauncher.com/coaching.html

4.  Consistency – How consistent is your
marketing?

When you develop and follow a marketing
calendar, you know that your prospects are
hearing from you on a regular basis.  This
keeps you top-of-mind for when the need for
your expertise arises.

Speech, strategy, focus and consistency are 4
keys to moving in the direction of 0 to 80
engagements per year.

And if you’d like to hear firsthand from
someone who has conquered the speaking
circuit in record time, join us for our next
teleclass:

Monday, November 26th at 2pm Eastern
Moving Quickly From 0 To 100 Gigs Per Year
With guest expert Steve Little.

Here’s the link to find out more
http://www.speakerlauncher.com/teleclass.html

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