Do you have "desperation breath" when speaking to your audience?
Here are 3 things speakers do which limit their success and cause them to come across as "desperate":
- Assume that everyone in the audience has a problem you can help with and are willing to do what it takes to solve it. If you vet your speaking opportunities correctly, you'll be speaking to groups that attract your ideal prospects. However, just because they have the problem doesn't mean they are willing to do anything about it! Your job, as a speaker and expert in this field, is to share stories that engage emotion in a way that makes it more painful for the listener to stay where they are than to make the necessary changes which will help solve their problem. People will do more to avoid pain than to gain pleasure. Become a powerful story teller that persuades people to take action and think that it was their own idea!
- Name drop and/or award drop. People don't care about you, your company, who you've done business with, or what awards you've won. People care about themselves and what you can do for them! Once you've captured their attention and interest, they'll discover these things as they research you. Here's an example: I was listening to a speaker brag about all the business a specific company had done with them because he thought it was building his company's credibility. However, a couple of people in the audience knew this company did business in a way that most of us would be uncomfortable with. As a result, the speaker created suspicion and distrust.
- "Buy now or else..." How comfortable are you as an audience member when the speaker starts the hard sales pitch? Does the time-scarcity of the offer make you run to the back of the room to buy immediately? Or does it turn you off? Offer something of value that correlates with your talk and the solutions presented, without pressure. I've had excellent results when I offer a free digital report that is sent electronically. Rather than give them the link to access the report directly, I have them complete a form which includes their email address so I can send it to them.
Planning ahead will help you posture yourself as confident, capable, and credible. Isn't that how you want them to see you?
PS Would you like to learn how speaking to groups could significantly increase your business? I offer a free, 30-minute consultation to find out about your goals and then I'll share 2 to 4 ideas that will help you reach those goals, whether you work with me or not! NO PRESSURE. NO OBLIGATION. Click here NOW to schedule our call!