Speakers don't make money by accident. They formulate a plan, implement the plan, and monitor results. As time goes on, they adjust their plan to obtain the results they want. Profits are not left to chance. They don't let the meeting "happen to them", they strategically plan for a specific outcome.
Here are 5 things to consider when formulating a plan to increase profits from your speaking gigs:
1. Have an intro that gets their attention right from the very beginning. Forget the boring introduction that everyone else uses... be different! One effective strategy is that your introduction start with "Sue Henry is known as...." and then fill in your celebrity identity. Follow up with "She is famous for... " In this case, "celebrity" and "famous" is specifically related to how your clients know you and the results you offer, not the celebrity of the world at large.
2. Begin with the end in mind. What do you want them to do at the end? I use speaking as a way to grow my list and market my products to them over time, not necessarily sell that day. Now that you know what you want them to do, seed your talk with a "call-to-action path" that naturally leads them to where you want them to arrive.
3. Have a great email sequence to add your prospects to. The purpose of your email sequence is to build rapport, develop a relationship, and help them solve their problems with the products and services you offer. The emails will provide great content and many will also include a call-to-action. I've found that 80% of my sales come between my 5th and 12th email. But it's a specific and strategic sequence, not just random thoughts and sales offers. The email sequence needs to be as deliberate as your talk - begin with the end in mind and make the path easy for them to follow.
4. Vary how you market your message. Your audience likes to learn in different ways. To capture more profits, offer your messages in video, podcast, text, and power point presentation with pictures, not many words. Some of this may be uncomfortable for you but remember, it's not about you. It's about your target market and converting prospects to paying customers.
5. Let you come out. Use your own voice. You are unique - you have a story. Share it and let it become a part of your "celebrity". Show how you are different from everyone else. It will create strong loyalty to those who relate to and connect with your story. Be real.
Often, speakers allow the meeting to happen "to them" instead of being strategic with the outcome. Following these 5 simple steps will help you turn your speaking gigs into revenue-generating activities.
PS Need help monetizing your speaking gigs? Want to get paid as a speaker but don't know where to start? Contact me for a free 30-minute consultation. No pressure. No obligation. Just 2-4 ideas you can implement right away to start getting results!