5 Steps to Finding Prospects for Your Speaking Business and Turning them Into Buyers

Speaker Launcher

Each month at the Wealthy Speaker School we focus on a specific business topic to tackle. The post 5 Steps to Finding Prospects for Your Speaking Business and Turning them Into Buyers appeared first on Jane Atkinson. Emerging Speaker Rising Superstar Speaker Seasoned Speaker Speaking Business Strategy converting prospects to sales finding prospects finding the buyers sales sales prospecting

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#SpeakerSuccessTip: The Difference Between Quantity and Quality When Prospecting in Your Public Speaking Business?

Speaker Launcher

When it comes to growing your speaking business, how you reach out to prospects and clients plays an important role in your level of success. The post #SpeakerSuccessTip: The Difference Between Quantity and Quality When Prospecting in Your Public Speaking Business?

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A Quick Read on Prospect Theory and Loss Aversion

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Prospect Theory or the loss-aversion theory in behavioral economics and behavioral finance, aims to determine people’s decision making and their tendency for loss aversion. What is Prospect Theory and Loss Aversion? Prospect Theory vs. Utility Theory.

How to Use Business Systems to Find More Buyers

Speaker Launcher

This is an area that many speakers struggle with, regardless of how long they’ve been in business. So, today I want to take a look at how we can use business systems to find more buyers for your speaking business.

Buyer 101

Social is the new prospecting

SpeakerSue Says...

With good enough follow-up, sometimes we even got lucky and built new business. Goodies today are still necessary but not the kind you drop off to a busy possible lead. What do you know, what photos can you show, what insights can you post to create excitement in the mind of your prospect? BONUS Is this prospecting? You drive interest, expand your audience and have a larger pool of prospects. Remember sales blitzes?

Your Prospecting Sucks – And 6 Tips to do something about It!

SpeakerSue Says...

WHY WOULD THIS COMPEL THE PROSPECT TO ACT? Create excitement for their success, happiness, business outcome. Use business orientated terminology. The point of prospecting is to intrigue your buyer so s/he will want to learn more. If you aren’t doing that, your prospecting sucks, (Sorry). How do you like the title of my new book? I haven’t written it yet, but that is what I’m going to call it. Because it’s true. Take this email (please!):

Should You Use Text Messaging as a Prospecting Tool?

SpeakerSue Says...

What mass SMS companies (and their marketing stats) don’t make as clear: Texting is too personal a tool to use for prospecting. But until you have communicated enough and are comfortable with each other, consider this, from Leads360 research: “…for the same reasons that text messages can be an effective way to communicate…, they also have the potential to be interpreted as intrusive or in violation of one’s personal domain when used for business purposes.”.

Psychological Biases to Avoid When Decision-Making in Business

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Behavioral Economics and Decision Making in Business. The way psychological biases affect business decision-making is explained by behavior economics, which is the study of how these biases impact and alter decision-making. Prospect Theory. What are Psychological Biases?

How to prospect in 2019: Stop introducing yourself

SpeakerSue Says...

So how can you engage a prospect right from the start? an insulting question (What would it mean to you if you were able to close more business?). Email Etiquette & Productivity Email Sales Writing Featured Selling Skills email as a sales tool email etiquette hospitality and hotel sales Hospitality Sales how to say it to sell it Power Sales Writing prospecting sales skills sales success sales training say it to sell it SpeakerSue

2019 43

Why offering promotions when you’re prospecting is stupid

SpeakerSue Says...

They gave you a 25% off promotion that you can use when prospecting. Their thinking: We need business now. When you prospect based on a discount, you devalue everything you offer. Top performers don’t prospect by discounting. They prospect by building excitement and value. So unless you have a clear strategic plan (like getting your foot in the door) or you are the McDonalds of your industry and proud of it, do not prospect on a promotion.

Building the Business of YOUR Dreams with Dan Miller

Speaker Launcher

We all strive to create a successful speaking business but are we truly living the life that we envision for ourselves? Today I am happy to welcome to The Wealthy Speaker Podcast, Dan Miller who joins us to talk about building YOUR ideal business model. The post Building the Business of YOUR Dreams with Dan Miller appeared first on Jane Atkinson. We all strive to create a successful speaking business but are we truly living the life that we envision for ourselves?

2019 60

How to Get Your Top Prospects on the Phone

Succeed Speaking

” “I can’t get prospects on the phone.” Here’s the truth: Our prospects are under extreme pressure to do more in less time with fewer resources. Join us for a 29-minute sales training this Friday, October 28, at 1pm Eastern / 10am Pacific and you’ll learn: The criteria your prospects use to decide your fate — and how to influence them. How to gain access to crazy-busy prospects who haven’t got time for the pain.

3 Steps to Mentally Preparing Yourself to Attract the Perfect Buyer

Speaker Launcher

When you lose a piece of business that you know you would be perfect for, it stings. And it can push us through a flurry of different emotions, many of which aren’t conducive to closing more business. Let’s be honest.

Buyer 56

Ghostwriting Books: Pitch package to prospect

Jane Genova: Speechwriter - Ghostwriter

The sweet spot in pitching to a prospect for a book to be ghostwritten is to frame that as a total package. So, we who have been in the game have to tap into that knowledge and insight gap - and demonstrate to the prospect that we are the ones to fill it. Today I again nailed down the business by explaining to the prospect what a book needed to achieve his goals.

Ideas - Prospects Want Those, Not Laundry List of Credentials

Jane Genova: Speechwriter - Ghostwriter

When prospects contact communications strategists/content-providers, they want us to showcase that we are a bulging source of ideas. We will not get their business if we don't throw out there some quick recommendations how they could be leveraging fresh approaches to achieve outcomes.  The currency of 2017 is The Idea. Finally, I got that.

Want to book more business? Change your email response.

SpeakerSue Says...

We sabotage our own success when we think our clients and prospects only want answers. That is how you book more business now. ” You will book more business when you aim for the heart. Do people tell us the truth about why they don’t buy from us? When they tell us, often they say “price,” but what they mean is “you.” You’re the reason I went “in another direction.”. Harsh? Please know I include myself in that word.

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3 Keys to Qualifying Prospects Now

SpeakerSue Says...

Once upon a time, it may have been possible to qualify a prospect by asking questions that would determine whether you had the goods to sell to them. Is this a big piece of business for our main ballroom?). But they shouldn’t be asked at the beginning of a conversation because your prospect knows exactly what you’re doing… and what you’re doing is thinking about your own needs and making the sale.

Are You a Pusher or Attractor?

Speaker Launcher

Was I in the mode that I wanted to be in when it came to my business? As I left the zoom call with Gabriella, I thought about how the call went. And the answer was “no”. I felt myself “selling” Gabriella on my services and it wasn’t the position that I wanted to approach my calls from.

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What to say after “hello” – Prospect for Success!

SpeakerSue Says...

but live-speak is a business accelerator, not an interruption. Or you phone a prospect who seemed interested when you met at the trade show/sales blitz/networking event and instead of getting him, you get his voice message. Will you be prepared to enable the best business conversation? Plan a conversation starter that focuses on your prospect not your product. Enable the best business conversation and your voice message just may get returned.

Increase Business Sales: Prospecting Tips for a Slow Economy

Fripp THE Executive Speech Coach

Prospecting Tips for a Slow Economy. Frequently I am asked, “How can I prospect for more business?”   My favorite Frippicisim: It is not your clients' and prospects' job to remember you. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve. You could well quadruple your business close to home. 

One prospecting tip to kick off the New Year

SpeakerSue Says...

People do business with people they like and trust and those decisions are made on a gut level and instantaneously. Tell your prospect –concisely and with a message that revolves around them – why you’re calling. Whether in email, on the phone or face to face, Selling Skills how to say it to sell it prospecting sales mastery sales success sales training say it to sell it SpeakerSue Welcome to 2014!

One prospecting tip to kick off the New Year

SpeakerSue Says...

People do business with people they like and trust and those decisions are made on a gut level and instantaneously. Tell your prospect –concisely and with a message that revolves around them – why you’re calling. Whether in email, on the phone or face to face, Selling Skills how to say it to sell it prospecting sales mastery sales success sales training say it to sell it SpeakerSue Welcome to 2014!

How the Endowment Effect can Affect Businesses

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Businesses can be affected due to consumer behavior that they might find hard to predict. Perhaps the most underrated concept in this regard has been the endowment effect and its implications for businesses. In a previous post we discussed the prospect theory and loss aversion.

2020 68

Shortage of new prospects? Really?

SpeakerSue Says...

He makes 2 0 -30 outbound cold calls every single day and he is starving for new business. Anyone willing to tilt at windmills by truly making (and I absolutely believe him) that number of calls each day should have so much business (given the good product that he reps) that he should be his company’s top sales person. He is a kind, good person and doesn’t want to shove himself on someone who may be busy.

Secrets to Building a Successful Speaking Business

Ian Griffin - Professionally Speaking

He shared the tips and techniques that he has used to build his own successful speaking business. Post openings at the business school. Shep’s talk covered many more topics including the secrets of low-cost book publishing in hard cover; scripting your calls to prospective clients when using the phone to build your business; generating passive income from products, and more. “The job is not doing the speech.

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Tips to Better Prospecting with Hosted Buyer Appointments

SpeakerSue Says...

“We don’t need to prospect,” my client said, “Our funnel is overflowing but we aren’t getting new business. We go to these hosted buyer things and come back with a boat load of new prospects. ” By prospecting. Even if your prospect says to you, “Yes, please tell me about your property,” please don’t – other than very quickly and in general – until understanding what about the property she wants to know.

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Why Customer Centricity Will Win You More Business (in 2020)

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Almost 90% of businesses are already competing on this factor. So neglecting the ‘customer’ aspect of your business can ultimately cost you… new customers. The majority ( 80% ) of shoppers will stop doing business with a company if they had a negative customer experience.

2020 81

A Simple Strategy for Getting to Your First Yes

Speaker Launcher

When we reach out to prospects who do not know us, our goal should never be to “book a date” from our early communication. Most Recent Post Speaking Business Strategy communicating with prospects contacting prospects getting booked getting to yesThe goal should be to gain forward movement, start building a relationship and rapport. Once you begin to develop that relationship, the goal shifts to then hoping that the recipient will […].

2017 71

How Our Thinking Impacts the Bottom Line with Kris Plachy

Speaker Launcher

She specializes in teaching and coaching entrepreneurs how to maximize the performance of their business by harnessing the talents of their ‘human’ capital. What does it take to create a positive mindset?

2020 72

Is being emotional a positive in business?

Speak Schmeak

Barbara Corcoran posted the following question on Twitter during last week''s Shark Tank episode: "What do you think - is being emotional a positive in business?" Was just saying 2 myself crying in business 2 me is such a turn off. emotions can make you look weak and you never want to look weak in business." To be fair, there were a few people who saw the positives of emotion in business: "Emotional investment is a must, however, know your audience.

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Ghostwriters: Giving clients, prospects the gift of listening

Jane Genova: Speechwriter - Ghostwriter

  That includes the kind of arguments, tone, organization, and selection of audiences which yield outcomes for our ghostwriting clients and prospects.  That's why the most wonderful gift we can give clients and prospects as well as our own careers is listening.    Successful sales representatives dig artfully and with great care to find out what the prospect needs.  Everything changes. 

NDAs - The Business & The Politics

Jane Genova: Speechwriter - Ghostwriter

The prospect had gone to Rocket Lawyer to prepare the agreement. In the last 18 months or so, the Non-Disclosure Agreements (NDAs) I have been signing have been taking on additional kinds of provisions.

2019 52

How to Blow Up Your Business

Matt Eventoff

The nasty saleswoman was condescending, treated us as if we were beneath her, and indicated through her behavior that she could care less if we ever did business with her, or told anyone about our experience with her. I am no threat to her or her business. I was recently told of a service provider who was rude to the security guard of an office complex visiting a prospect – guess who didn’t get the business?

2010 148

Sales Generation: Prospecting Tips for a Slow Economy

Fripp THE Executive Speech Coach

Prospecting Tips for a Slow Economy by Patricia Fripp, CSP, CPAE. Frippicisim: It is not your clients' and prospects' job to remember you. Go through your address book, data base, Christmas card list and confirm everybody you know is familiar with your profession, what your specialty is, and who is the perfect prospect for you to best serve. The better your relationship with them the more they will want to send you new prospects.

Developing a Sales Strategy for Booking More Speaking Gigs

Speaker Launcher

There is a lot that goes into building a speaking business. Booking Speeches Emerging Speaker Rising Superstar Speaker Seasoned Speaker Speaking Business Strategy booking more gigs developing a sales strategy finding speaking gigs hiring a salesperson hiring an agent list building prospecting sales strategyYou need to perfect your message so that you can put strong marketing in place.

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The Best Ways for Summarizing Business Presentations

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Two things are the easiest to lose when delivering business presentations. The best way to avoid death by PowerPoint during a business presentation is to summarize your content smartly. Why Should You Summarize Business Presentations? How to Summarize Business Presentations.

3 strategies to create a proposal that wins the business

SpeakerSue Says...

According to Hubspot, 80-90% of business is lost at the proposal stage. But here are three more compelling reasons proposals (and the sellers who submit them) lose the business. Create a proposal introduction for each line of business by industry vertical and type of meeting: Throw out all fake, fancy “verbiage.” I couldn’t find actual research to support this and it’s reasonable it’s just the odds.

Why should your prospects trust you?

SpeakerSue Says...

These orders got me thinking about what the companies did that was so important and how we, as salespeople, can help our prospects feel so charmed with us. Help your customer by answering their unasked questions and you’ll not only delight them, you’ll convert the lead to booked business: • Prove to me you’re trustworthy (Reputable recommendations on LinkedIn, blog posts, association memberships). Twice within the last two weeks, I made purchases totally on faith.

Generation Z Females Need Economic Incentive To Shun Violence - For Baby Boomers, That Was Landing Husband "With Prospects"

Jane Genova: Speechwriter - Ghostwriter

" Otherwise, come on, we would never land a husband "who had prospects." The majority of members of Generation Z, reports Lindsay Stein in PR Week , want to own their own business. From the get-go, we female Baby Boomers were socialized to be "ladies." " When we entered the all-important mating arena of college, that conditioning was reinforced, heavily.

2015 47

An Introductory Guide to Brand Management For Business Leaders

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Over the years, the electronics brand optimized every touchpoint they have with prospects — from in-store browsing to product unboxing and customer care — to steer up the feeling of excitement, dreams, aspirations, and power-to-the-people among the brand’s buyers.

2020 52

[Podcast] Marketing Strategies to Book More Business with Carolyn Crummey

Speaker Launcher

I think one thing anyone reading this article can agree on is that developing effective marketing strategies for your speaking business is essential for finding and securing new prospects and clients. The post [Podcast] Marketing Strategies to Book More Business with Carolyn Crummey appeared first on Jane Atkinson. In this podcast, we discuss three important elements of marketing that will help you get more business including: * Creating a clear marketing strategy.

2017 46

Is lack of attention costing you business?

Speak Schmeak

Vendor prospect] emailed the general webmaster about a month ago to ask what the procedure was to carry new products. People of the world, I know you're busy. Your response: "Oh, I'm so busy, it's ridiculous." (See You are responsible for all of these aspects of communication when working with others in the business world. It's not that hard, and you're not that busy. Quick Fixes Preparation Pet Peeves The Business of Speaking

2011 164

Using LinkedIn as a Sales Tool? Try this to build business…

SpeakerSue Says...

LinkedIn is an awesome prospecting tool if your mindset is right. Try this cadence instead: Your prospect accepts your invite? Communication Skills Featured Selling Skills Social media selling skills hospitality and hotel sales Hospitality Sales how to say it to sell it interpersonal communications skills Power Sales Writing prospecting sales skills sales success sales training say it to sell it SpeakerSue

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