* Speaking allows you to deliver your message to MULTIPLE POTENTIAL PROSPECTS AT ONCE.
* A able-bodied-constructed speech, seminar, or webinar can authorize you as an EXPERT in your field and access your CREDIBILITY with prospects.
* Every speech has the abeyant to REACH FAR BEYOND THE ORIGINAL AUDIENCE. If you deliver a compelling message, there is no telling how abounding times it will be repeated to others by your audience members.
What should you speak about?
Attending for topics that are of particular absorption to your target prospects. You can action advanced approaches for solving especially troubling bag problems. You can educate your prospects on compelling advanced technologies, or other concepts that will advice them professionally or personally. You can altercate absolute-action position studies and share stories about how you (or your company) helped specific customers advance their businesses. Whatever topic you choose must RELEVANT and IMPORTANT to your target audience.
How should you construct your speech?
Constructing an able advance-generating speech requires walking a fine line. You appetite to accommodate your audience with TRULY VALUABLE INFORMATION. However, you again appetite to MOTIVATE THEM TO CONTACT YOU for supplementary advice. As a aftereffect, you accept to accomplish sure you don’t accommodate so much advice that your audience can solve their problems all by themselves.
This is not a ample affair if you are speaking to generate leads for a product, as the audience members will likely charge to purchase the product to completely solve the problems you altercate. Where giving away too much advice becomes a absolute affair is when you sell services. If you share all of your adeptness about how to solve specific problems, why will your audience members charge to come back to you?
To avoid this undesirable outcome, chase these seven steps to constructing an able advance-generating speech:
1. Accessible with an “attention grabber”. This can be a truly startling actuality or an emotionally compelling adventure that relates to one or added of the answer points that you will inscription in your speech.
2. Accord the audience a brief outline of the answer points you will be covering in your speech.
3. Call the botheration or problems your speech is intended to advice your audience solve.
4. Call the appulse of each botheration as graphically as you can. Engage your audience’s emotions by asking them to call how a botheration has affected them personally or professionally. Another alternative is for you to acquaint compelling, absolute-action “botheration appulse” stories that call how (current and former) customers were affected by specific problems.
5. Relieve the tension you accept built up in the audience by letting them apperceive the problems can be solved. However, DON’T acquaint them EVERYTHING they charge to apperceive to solve them! Accommodate a brief outline of the solution. That road the audience will charge to come to you for added details.
6. Statement glowing chat pictures to advice the audience visualize how admirable their lives will be when the problems accept been eliminated.
7. Close by revisiting the answer points from your presentation and giving the audience a “call to action”.
IMPORTANT NOTE: Be actual careful about SELLING from the stage. Audiences alter to annoyed actual quickly if they air a speech is annihilation added than a thinly disguised sales pitch. You must deliver truly admired insights and advice to your audiences to reward them for captivating age out of their active schedules to attend your speeches.
What “call to action” should you deliver at the borderline of your speech?
It is perfectly adapted to accommodate a affable “call to action” at the borderline of your speech. Accede closing with a statement such as:
“If you would according to to analyze the possibility of applying the concepts that were discussed during today’s presentation in your company, please accord me your bag card before you allowance.”
Here are some other able calls to action:
* Accommodate a “please contact me” checkbox on a presentation evaluation anatomy that you accord to each audience member.
* Accord them a anatomy they can statement to appeal a chargeless adapted report and/or subscribe to a chargeless newsletter.
* Invite the audience to appointment your company’s website to download a chargeless adapted report and/or subscribe to a chargeless newsletter. NOTE: Accomplish sure you crave them to accommodate their agname and e-mail inscription in adjustment to accept the chargeless amount-added advice!
How should you prepare for your speech?
Preparing for seminars and speeches is a lot of assignment. Here are some of the answer steps:
* Prepare your presentation materials, inscription scripts, and practice them to the point where you can deliver your presentation smoothly and convincingly without having to rely on your notes too much. If you don’t accept much speaking acquaintance, you may appetite to accompany a local Toastmasters chapter. They accomplish a acceptable action of teaching platform and presentation skills.
* Secure a ease for your speech and accomplish arrangements for any all-big audio/visual equipment.
* If you are going to serve refreshments, accomplish arrangements for the refreshments.
* Advance and apparatus a aim for attracting an audience. This might accommodate sending direct mail or e-mails, manufacture phone calls, and contacting trade, able and social associations and organizations.
What can you accomplish to maximize your return on investment?
If you are going to invest the age and accomplishment required to deliver a aboriginal-class speech, you should again advance a aim for maximizing your return on your investment. This could accommodate the following activities:
* Accord each audience member an evaluation anatomy they can statement to accommodate feedback and appeal supplementary advice.
* Accommodate handouts that accommodate presentation highlights and your contact advice.
* Authority a picture for some type of baby prize (books, specimen products, etc.) to animate attendees to accord you bag cards and/or hand in completed evaluation forms.
* Block age during the day or two following your presentation to accomplish phone calls to audience members. When you accomplish the calls, buzz for feedback and action an befalling to buzz questions that might not accept been answered during the accident. Again buzz for referrals to bodies they apperceive who might be absorbed in your presentation topic. These referrals may alter to immediate prospects. At minimum they should be added to your invitation list for approaching events.
Delivering properly designed speeches, seminars, and webinars (online seminars) is a terrific road to generate ample quantities of affection sales leads. If you chase the instructions provided in this article, you should beam a satisfying access in the figure, size, and affection of leads in your sales befalling pipeline!
About the author:
Sales performance expert Alan Rigg is the author of How to Beat the 80/20 Rule in Selling: Why Most Salespeople Don’t Perform and What to Accomplish About It. His company, 80/20 Sales Performance, helps bag owners, executives, and managers DOUBLE sales by implementing The Adapted Formula(tm) for building top-performing sales teams. For added advice and added FREE sales and sales management tips, appointment
Originall posted December 28, 2011