In a recent conversation with a client, we were discussing the idea of positioning as an expert vs. a speaker.
Because my client is a business author, I suggested he think about business authors that he admires when making decisions about his business.
He said he admired James Collins, author of ‘Good to Great’.
‘Okay perfect’, I said.
He suggested a little later in the conversation the idea of him personalizing each demo video that went out, with a little message from him for each client.
‘Not a bad idea’ I said, ‘do you think that Jim Collins would do that?’
‘Well, probably not’.
Later we were discussing the merits of putting your photo on your business card.
I said ‘would Jim Collins put his photo on his business card’?
‘Probably not…. point taken’.
When establishing yourself as an expert, think about an expert that you admire and ask yourself what they would do in the same situation.
I stopped short of asking my client to wear a WWJD bracelet. He got the point – loud and clear.
ps: We have another JC coming to share his expertise with us this September.
You won’t want to miss our next teleclass: Recession Proof Your Speaking with guest expert Joe Calloway.
Joe is a role model for many speakers and we’ll be talking about how to make yourself the first choice for clients.
Here are the details:
Date: September 11, 2008
Time: 2pm – 3pm Eastern
pps: PRE-TELECLASS HOMEWORK: If you haven’t
already seen Joe Calloway in action, you may want
to check out the ‘Diary of a Killer Keynote’ DVD
that includes a full speech by Joe. There is
special pricing for clients and Wealthy Speaker
purchasers – check it out.