- Stephen M.R. Covey - Author of Speed Of Trust, NY Times bestseller
- Jack Canfield - Author and brains behind the "Chicken Soup" series, many NY Times best-sellers
- Stewart Emery - Author of Success Built To Last, NY Times Best-seller
- Ivan Misner - Founder of Business Network International and author of at least 10 NY Times best-selling books
- Bob Burg - Author of Endless Referrals, & The Go-Giver and several other NY Times best-sellers
- Lisa Nichols - Author of No Matter What & Abundance Now, NY Times best-sellers
I was very humbled to be speaking at the same events and, as a developing speaker, I watched everything they did and took copious notes.
When it came time for their "close", I observed the reaction from the audience as well as listening to their "pitch". About 7 years ago, audience members listened attentively and wound their way to the back of the room to purchase one or more products.
But each year, the attention of audience members waned. In fact, the number of people who either pulled out their phones instead of listening or actually walked out of the room during the talk.
Three years ago was the most interesting - when Brian Tracy went into his "close" on stage, one-third of the 600 people in attendance actually got up and walked out.
From the very beginning, I felt very uncomfortable when these highly-successful people went into their "close". I didn't want to turn my audience off like I was seeing happen at the events I attended.
So what did I do? NOTHING!
I didn't promote anything from the stage!
After all, I reasoned, if they really liked me and what I shared, they would go to my website and sign up. Right?
People came up to me after, complimented me on my talk and the content I shared, and said they were going to go to my website and check out my products. But they didn't... I checked my email to see how many people signed up almost hourly but no one signed up. No one took action. I was devastated and discouraged!
I believe they had ever intention of doing so, but, the minute they were done talking to me, they checked their phone as they walked out of the room. They became distracted by everything else going on in their lives and forgot. They probably put my business card on their desk, telling themselves they'd do it later. But as time went by and their initial interest and enthusiasm decreased, my card eventually wound up in the trash.
In other words, my 3rd worst mistake was that I didn't ask the audience to do anything IMMEDIATELY!
Here's my advice if you speak to groups: Include an offer when you speak but seed it throughout your talk so taking action is the natural next step for audience members.
P.S. Over time I developed a system that engaged my audience and they responded positively to my "ask" at the end of my talk. This system generates $6,000-$8,000 from a room of 40 ideal prospects each and every time for me and it works just as well for my clients. If you'd like to learn more, schedule a free 30-minute strategy session with me here.