Look at the picture of the guy in the rapids on his kayak. Do you think he just decided to take his kayak into the rapids and "wing it"?
Of course not! He worked out to increase his strength. He studied the water, speed of water flow, current, curves, rocks, and any information he could get from others who had kayaked at this location on the river. He did everything he could to ride the rapids successfully and flow with the water's current BEFORE HE EVER GOT INTO THE WATER!
Too many speakers take the stage, deliver a great message, and leave their results to chance. This is like trying to kayak upstream! All you'll end up with is exhaustion and frustration. Trust me, if this is your business model, you will end up broke.
You see, taking the stage or platform and delivering a great talk just isn't enough if you want to generate income.
When you are the speaker, whether for fee or no fee, you have to be on your "A game". You smile, chat, greet, answer questions, shake hands, listen, and share before, on, and after you leave the stage. You need to stay "in character" as long as you are at the event.
Even if you love the game, it can become quite discouraging when you don't "win"... meaning that you haven't acquired the number of prospects and sales you had anticipated. Sometimes that is due to being in front of the wrong crowd.
Most often it is due to not having a game plan that puts you in control and leads you to winning consistently. You are paddling upstream.
In his book, "7 Habits of Highly Effective People", Stephen Covey advised that we start with the end in mind. This is great advice for speakers!
Think about the goals you've set: the number of leads you want from the event, your desired conversion from prospect to buyer, and the income projections you expect from each speaking opportunity. Now work backwards - how do you make that happen? Put strategies and processes in place to attain your goals and implement them consistently. That's how you win the game!
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