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.

How Memorable is Your Speech?

Whenever people find out that I am a coach for professional speakers, they always want to tell me about a speaker that they experienced.

It’s rare that they remember the speaker’s name.

But frequently they will tell me a story that the speaker told and we’ll be able to piece together the identity of that person.

Often, when we leave a speech, we’re feeling like a rock star and think that they will never forget us!! But the truth of the matter is that by next month or next week, they most likely will have forgotten our name!

What is it that you are doing within your performance that will allow people to remember you?

And more importantly, how will they tell others? (I believe this to be the key to more spin off).

We’ve talked about the “thru-line” before. http://tiny.cc/LiBEh

It’s typically a short phrase, word or gesture that you use throughout your presentation. You integrate it so well that the audience is saying it back to you by the end of your program.

I remember many moons ago going to a Tony Robbins event – I wanted to see what made this guy tick. He used the term “step up” so effectively in his talk that even now, 10 years later, when I say those words I have a physical response.

You’ve also heard me talk about that famous Joe Calloway speech where Joe used the term “let it go”. Let it go took on a life of it’s own and people still reference it many years later. BTW, if you’ve wondered what all the hub hub about that speech was over, check out the DVD that inclues the full speech and the dissection… Diary of a Killer Keynote.
http://speakerlauncher.com/killerkeynoteDVD.html

If you’ve got something that is really working for you in your speech, I hope you’ll share it. Comment below!

Be memorable!