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Thursday, March 01, 2007
Speaking Tips - Turn your engagements to lifelong clients
One of the things I have found a bit of a challenge is to find new 'one-off' speaking engagements constantly. Over the years I have endeavoured to turn these one off’s into clients that I can go back to year on year. Here are the strategies:
Have more than one talk. If the client loves you, they want you back again and it is much easier to generate repeat work than new engagements all the time.
Get in front of the traffic – find out who buys your services and speak in front of those groups. I constantly speak for four different CEO groups around the world and with the decision makers being in the audience, if they like you they will book you. This also applies to associations and trade bodies.
When you speak for a client, find out where they have other offices and conferences. One of my American clients started with a talk at their sales convention in Europe. From there I spoke at their conference in the USA and then Asia.
I was referred to a client who was a large paper merchant and I was booked to speak at their convention in Germany. Although I knew nothing about the paper business I learned very quickly and the talk was a success. From there I was asked to speak at their European distributors conference and discovered that they were part of a $9 billion annual turnover business. At the distributors conference were the CEOs of the biggest paper merchants in Europe and I immediately received 2 bookings in the UK and one in Barcelona and I am expecting a lot more.
Build up client banks in cities and countries. I have many regular clients all over the world and whenever I know I will be speaking in their city or country, I email them and let them know that I will be there at that time and all they need to pay is the fee. I will pick up all the other expenses including travel and hotels. Having a large base I am able to do two talks a day at full fee, so I don’t mind picking up the expenses.Using this method I have generated up to 11 talks in a week.
I am planning another trip to Asia in May and using this strategy I will speak in 7 countries in two weeks.
Keep in touch with your clients. I send out a regular newsletter and I know that every issue will generate new engagements – out of sight, out of mind.
Keep your face in front of your clients and prospective clients with regular articles in their magazines. I have a regular column in a Directors magazine and have just been asked to do bi-monthly articles for a USA financial services association. The more people see your name, the more likely they are to book you. I have also recently been featured in the popular 'In Dubai' magazine which we are using in our marketing to generate loads of work
Update your materials, website and marketing packs. Send these to past clients and bureaus so that they will remember you.
Candice and I are constantly marketing as we realise in the past the only times we have had a slump was when we stopped marketing.
There are many strategies, tips and techniques in my series with the link below
How to find New Business for Speakers, Trainers, Coaches and Consultants
Have more than one talk. If the client loves you, they want you back again and it is much easier to generate repeat work than new engagements all the time.
Get in front of the traffic – find out who buys your services and speak in front of those groups. I constantly speak for four different CEO groups around the world and with the decision makers being in the audience, if they like you they will book you. This also applies to associations and trade bodies.
When you speak for a client, find out where they have other offices and conferences. One of my American clients started with a talk at their sales convention in Europe. From there I spoke at their conference in the USA and then Asia.
I was referred to a client who was a large paper merchant and I was booked to speak at their convention in Germany. Although I knew nothing about the paper business I learned very quickly and the talk was a success. From there I was asked to speak at their European distributors conference and discovered that they were part of a $9 billion annual turnover business. At the distributors conference were the CEOs of the biggest paper merchants in Europe and I immediately received 2 bookings in the UK and one in Barcelona and I am expecting a lot more.
Build up client banks in cities and countries. I have many regular clients all over the world and whenever I know I will be speaking in their city or country, I email them and let them know that I will be there at that time and all they need to pay is the fee. I will pick up all the other expenses including travel and hotels. Having a large base I am able to do two talks a day at full fee, so I don’t mind picking up the expenses.Using this method I have generated up to 11 talks in a week.
I am planning another trip to Asia in May and using this strategy I will speak in 7 countries in two weeks.
Keep in touch with your clients. I send out a regular newsletter and I know that every issue will generate new engagements – out of sight, out of mind.
Keep your face in front of your clients and prospective clients with regular articles in their magazines. I have a regular column in a Directors magazine and have just been asked to do bi-monthly articles for a USA financial services association. The more people see your name, the more likely they are to book you. I have also recently been featured in the popular 'In Dubai' magazine which we are using in our marketing to generate loads of work
Update your materials, website and marketing packs. Send these to past clients and bureaus so that they will remember you.
Candice and I are constantly marketing as we realise in the past the only times we have had a slump was when we stopped marketing.
There are many strategies, tips and techniques in my series with the link below
How to find New Business for Speakers, Trainers, Coaches and Consultants
Marketing with Video
There has been a virtual explosion on the internet with video. You only need to take a look at the success of Youtube to realise that the new phenomenon in low cost, no cost marketing is video on the web.
All it takes is a webcam or video camera and some software and you can be seen by millions in hours. The easiest software to use is Microsoft Video which is free and easy to use.
I use a number of other programmes which are excellent.
Pinnacle Pro is an inexpensive video editing programme that I have been using for years. I also use the more advanced Vegas and Adobe Premier Elements.
If you really want to have special effects like having any background ( you could be seen to be speaking in Moscow, Outer space or on the beach), I use Visual Communicator from Serious Magic. The software is brilliant and it comes with a greenscreen, good microphone, great software and an extensive manual. Take a look at my video on how it works at http://www.news.frankfurness.com/greenscreen/
Many of you who receive my newsletter know that I send out regular video sales tips using this software. I have also uploaded these tips to youtube two months ago, and so far have had over 25,000 viewings. This is truly free marketing. The results - Product sales, speaker and training bookings and thousands of new subscribers to my newsletter and hits to my sites. You can do the same with your business.
My favourite piece of software is Camtasia. This captures the screen of your computer while you speak. I use it to promote products, explain and show how different pieces of software work and explain any technical concepts. Take a look at an example. Once again I use this to show video hints and tips on microsoft products, software programmes, view powerpoint presentations and much more. Anyone can and must use this software, there are just so many applications. You can also upload your videos to your website or put them in your one-page salesletters.
Now that you have made the videos, there are plenty of video sites on the internet that you can upload them to. Some even pay you. Take a look at my Hints and Tips to see the various sites.
I recently bought an excellent Ebook for $37 on how to use video with YouTube to generate traffic and lists and sales. To my surprise I found that after I had bought it, I now had the full resale rights so only had to sell one copy to recoup my investment.
This was over and above the brilliant tips and strategies that I picked up from the book. I immediately put five new strategies into place on youtube that had already had a dramatic effect on my business. Take a look at the book on http://www.y outubestrategies.com and if you buy it you also receive the resell rights, brilliant
You can also have your own channel on Youtube, my channel generates plenty of viewings and subscribers and new business.
Get onto the video and YouTube phenomenon today.
All it takes is a webcam or video camera and some software and you can be seen by millions in hours. The easiest software to use is Microsoft Video which is free and easy to use.
I use a number of other programmes which are excellent.
Pinnacle Pro is an inexpensive video editing programme that I have been using for years. I also use the more advanced Vegas and Adobe Premier Elements.
If you really want to have special effects like having any background ( you could be seen to be speaking in Moscow, Outer space or on the beach), I use Visual Communicator from Serious Magic. The software is brilliant and it comes with a greenscreen, good microphone, great software and an extensive manual. Take a look at my video on how it works at http://www.news.frankfurness.com/greenscreen/
Many of you who receive my newsletter know that I send out regular video sales tips using this software. I have also uploaded these tips to youtube two months ago, and so far have had over 25,000 viewings. This is truly free marketing. The results - Product sales, speaker and training bookings and thousands of new subscribers to my newsletter and hits to my sites. You can do the same with your business.
My favourite piece of software is Camtasia. This captures the screen of your computer while you speak. I use it to promote products, explain and show how different pieces of software work and explain any technical concepts. Take a look at an example. Once again I use this to show video hints and tips on microsoft products, software programmes, view powerpoint presentations and much more. Anyone can and must use this software, there are just so many applications. You can also upload your videos to your website or put them in your one-page salesletters.
Now that you have made the videos, there are plenty of video sites on the internet that you can upload them to. Some even pay you. Take a look at my Hints and Tips to see the various sites.
I recently bought an excellent Ebook for $37 on how to use video with YouTube to generate traffic and lists and sales. To my surprise I found that after I had bought it, I now had the full resale rights so only had to sell one copy to recoup my investment.
This was over and above the brilliant tips and strategies that I picked up from the book. I immediately put five new strategies into place on youtube that had already had a dramatic effect on my business. Take a look at the book on http://www.y outubestrategies.com and if you buy it you also receive the resell rights, brilliant
You can also have your own channel on Youtube, my channel generates plenty of viewings and subscribers and new business.
Get onto the video and YouTube phenomenon today.
Client Based Selling
In the last issue we looked at Relationship focused buyers. Now we will see what motivates the Security based buyers and how we can recognise and adapt to get the best results when selling to them.
Security Focused Buyers
STRENGTHS
Supportive
Respectful
Willing
Dependable
Personal
WEAKNESSES
Conforming
Retiring
Non-committal
Undisciplined
Emotional
OFFICE
Friendly and open
Family pictures on desk
Desk is neat and functional
Open contact; round desk or couch
ATMOSPHERE
Open and sincere
PRIORITIES
Develop the relationship
PACE
Cautious and deliberate
ABOUT YOU
You must be friendly/honest/ non- threatening or pushy
WINNING ACCEPTANCE
Show personal interest
YOUR PRODUCT
Why your product is best
PROBLEM SOLVING
Support their feelings and interests
DECISION MAKING
Provide guarantees and offer opinions
How to win them over
Impress them by: Friendliness
Ask questions that: Are non threatening
Support their: Feelings
Demonstrate your: Warmth
Make benefits: Personal
Show commitment by: Working with them
Be impressed by their: Loyalty
Best close: Assumptive
Take a listen to a cut on Client Based Selling
Security Focused Buyers
STRENGTHS
Supportive
Respectful
Willing
Dependable
Personal
WEAKNESSES
Conforming
Retiring
Non-committal
Undisciplined
Emotional
OFFICE
Friendly and open
Family pictures on desk
Desk is neat and functional
Open contact; round desk or couch
ATMOSPHERE
Open and sincere
PRIORITIES
Develop the relationship
PACE
Cautious and deliberate
ABOUT YOU
You must be friendly/honest/ non- threatening or pushy
WINNING ACCEPTANCE
Show personal interest
YOUR PRODUCT
Why your product is best
PROBLEM SOLVING
Support their feelings and interests
DECISION MAKING
Provide guarantees and offer opinions
How to win them over
Impress them by: Friendliness
Ask questions that: Are non threatening
Support their: Feelings
Demonstrate your: Warmth
Make benefits: Personal
Show commitment by: Working with them
Be impressed by their: Loyalty
Best close: Assumptive
Take a listen to a cut on Client Based Selling
Public Speaking and Sales Tips by Frank Furness
Public Speaking and Sales Tips by Frank Furness: "To all my Chinese friends around the world, I hope you had an enjoyable New Year. For us the year has started with a bang with a few trips to Asia, the most enjoyable being speaking and visiting in Saigon in Vietnam.
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore."
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore."
Views from Vietnam
To all my Chinese friends around the world, I hope you had an enjoyable New Year. For us the year has started with a bang with a few trips to Asia, the most enjoyable being speaking and visiting in Saigon in Vietnam.
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore.
Firstly, I love shopping (especially for gadgets and electronics) and visiting the indoor market was fascinating. I returned with piles of things, 20 beautiful ornate business card holders (which I will now sell on Ebay), wine racks, shirts and plenty more. I then visited the Cu-Chi tunnels where the Vietcong lived and fought the silent war.
There are over 200 miles of tunnels with underground hospitals, shooting ranges, sleeping quarters and virtually enough to hide an army. I decided to go down the tunnels and it was the scariest thing I have done. With my size I had to crawl on all fours in the pitch dark and halfway through had a panic attack. I came out pouring with sweat and shaking like a leaf. To think that people lived down there for years is astounding.
It was also scary to see the weapons of war with the barbed spikes and pits with razor sharp spikes. I also had the opportunity to buy some bullets and shoot an AK47 on the shooting range. This was pretty cool as the last time I used a gun was when I was in the army.
Saigon has the craziest traffic I have seen, thousand of motor cycles, no traffic lights with everyone converging from different directions and managing not to have accidents. ( I was told before I arrived there that if I wanted to cross the road, I should just walk slowly across the road and the traffic would go around me, (and they did). In the afternoon I hired my own boat for $40 and was picked up by a tiny Vietnamese woman who indicated that my transport to the river would be me sitting behind her on a small motor cycle and braving the traffic. Well, when in Rome.
The afternoon was wonderful, just three crew and myself on the boat, cruising the river and drinking beer.
To get over this difficult ordeal I then visited Phuket. This was my first visit and as expected the service, people, beaches and food was excellent. Take a look at some of the photographs.
Over the years I have spoken in 48 countries, taken time to enjoy the places, people and cultures and captured so much on video and film. I’m currently setting up a website, blog and newsletter of my travels and experiences as well as tips on how to do business and places to see. Let me know if you would be interested in receiving the newsletter which will be totally different to my normal one. Take a look at the Saigon photos
It is one of the countries that I have always wanted to visit. I added some days onto my speaking engagement and decided to explore.
Firstly, I love shopping (especially for gadgets and electronics) and visiting the indoor market was fascinating. I returned with piles of things, 20 beautiful ornate business card holders (which I will now sell on Ebay), wine racks, shirts and plenty more. I then visited the Cu-Chi tunnels where the Vietcong lived and fought the silent war.
There are over 200 miles of tunnels with underground hospitals, shooting ranges, sleeping quarters and virtually enough to hide an army. I decided to go down the tunnels and it was the scariest thing I have done. With my size I had to crawl on all fours in the pitch dark and halfway through had a panic attack. I came out pouring with sweat and shaking like a leaf. To think that people lived down there for years is astounding.
It was also scary to see the weapons of war with the barbed spikes and pits with razor sharp spikes. I also had the opportunity to buy some bullets and shoot an AK47 on the shooting range. This was pretty cool as the last time I used a gun was when I was in the army.
Saigon has the craziest traffic I have seen, thousand of motor cycles, no traffic lights with everyone converging from different directions and managing not to have accidents. ( I was told before I arrived there that if I wanted to cross the road, I should just walk slowly across the road and the traffic would go around me, (and they did). In the afternoon I hired my own boat for $40 and was picked up by a tiny Vietnamese woman who indicated that my transport to the river would be me sitting behind her on a small motor cycle and braving the traffic. Well, when in Rome.
The afternoon was wonderful, just three crew and myself on the boat, cruising the river and drinking beer.
To get over this difficult ordeal I then visited Phuket. This was my first visit and as expected the service, people, beaches and food was excellent. Take a look at some of the photographs.
Over the years I have spoken in 48 countries, taken time to enjoy the places, people and cultures and captured so much on video and film. I’m currently setting up a website, blog and newsletter of my travels and experiences as well as tips on how to do business and places to see. Let me know if you would be interested in receiving the newsletter which will be totally different to my normal one. Take a look at the Saigon photos
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