Getting Clients from Speaking Engagements and Conference Calls
Getting Clients from Speaking Engagements and Conference Calls
One of the fastest, easiest ways to get new clients is speaking engagements and conference calls. In this article I will discuss several specific ideas and strategies you can immediately implement to grow your business.
There are two common types of speaking engagements and conference calls: paid ones and free ones. The ideas I am going to share in this article will work for paid and free presentations.
What I mean by a speaking engagement is where you have the opportunity to speak in front of 4 to 40,000 people for 5 minutes to 5 days.
What I mean by a conference call is where you have the opportunity to speak to a group on a bridge line or speaker phone to 4 to 4,000 people for 5 minutes to 2 hours.
When delivering your presentation you can focus on making a specific offer or by offering a complimentary session. This article is going to focus on offering the complimentary session.
Begin by setting a goal for the number of new clients you would like to get from speaking engagements and conference calls. Then identify how many leads you need to generate to get your new client goal. Then identify how many speeches or conference calls you need to do in order to generate that many leads. Then create a list of people you can contact to schedule speeches or conference calls. Then write down a script of what you will say to the decision makers to book yourself. If you don’t know what these numbers are they make an educated guess.
When you speak or do a conference call you are positioned as an expert. Many of the people who are listening would like to be like you or learn from you. All you need to do during your speech or conference call is let the listeners know how they can set up a free session. The key is to clearly communicate what you would like them to do and then make it easy for them to sign up.
Here is an example. Let’say I am a financial planner who wants to get new clients. I have set up a speaking engagement at the local chamber of commerce. The chamber has given me 15 minutes to speak. This is what I would do. I would ask the person in charge of the meeting if I can end the meeting. This way when I am done people can immediately come and speak with me. I almost always like to end the meeting. I would come to the meeting with a handout for each participant. Stapled to the back of the handout would be a registration form to sign up for a free consultation. I would give out my handout with an index card before I spoke. I would map out exactly what I would say during my 10 minutes. I would begin the talk by building rapport. I would then let everyone know that my first outcome for my talk is to share 2 ideas that will help them with their finances. I would then say my second outcome is to let everyone know how I can help then by creating a free, customized financial plan for them. I would now be at about the 3 minute mark. I would then share 2 stories that illustrate a relevant point. I would now be at the 9 minute mark. I would then raffle off a book like, Rich Dad, Poor Dad by Robert Kiyosaki. Anyone could enter the raffle by giving me their business card. If they don’t have a business card they can write down their information on the index card I have given them. Lastly I would offer a free consultation. To receive the consultation they would fill out the second page of the handout I gave them at the beginning of the meeting. Here is word-for-word script to get the audience to fill out the form.
“What I would like to do now is share with you how each of you can receive a free financial plan. How many of you would agree that having a written financial plan can help you acquire wealth by a show of hands. Do you think more than 50% of the population has a written financial plan or do you think more than 50% don’t? (they will respond they don’t) I am very passionate about what I do because most of the population can benefit from my service. How it works is simple. If you will go to the second page of the handout I gave you at the beginning of the meeting. You will see there is a space for you to put down your name, phone number, and contact information. By filling out this form you will receive a free consultation. During this consultation we will both have a chance to get to know each other better. After we meet for the consultation if you like working with me we can talk about setting up another meeting where I will share with you some specific ways I can help you. What I would like you to do where it says name on the form. Take a moment and write down your name. Where it asks for your phone number go ahead and jot that down. Once you have completed your form you can turn it in to me at the end of the meeting. Before we wrap up does anyone have any questions? (let them respond) I want to thank you for being a great group. Have a great day.”
In most cases over 30% of the audience will request a free consultation. The techniques can be done over the phone on a conference call. The only difference is instead of the prospect filling out a form they would call you or go to a web site.
Speaking engagements and conference calls are one of the best ways to grow your business. If you haven’t done them before make a decision today to schedule one in the next 30 days. Your business will never be the same.
Eric Lofholm is the President of Eric Lofholm International. To learn more about Eric or to receive a free copy of his ebook 21 Ways to Close More Sales Now go to www.ericlofholm.com.
Getting Clients from Speaking Engagements and Conference Calls - To learn more about this author, visit Eric Lofholm's Website.
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Getting Clients from Speaking Engagements and Conference Calls
One of the fastest, easiest ways to get new clients is speaking engagements and conference calls. In this article I will discuss several specific ideas and strategies you can immediately implement to grow your business.
There are two common types of speaking engagements and conference calls: paid ones and free ones. The ideas I am going to share in this article will work for paid and free presentations.
What I mean by a speaking engagement is where you have the opportunity to speak in front of 4 to 40,000 people for 5 minutes to 5 days.
What I mean by a conference call is where you have the opportunity to speak to a group on a bridge line or speaker phone to 4 to 4,000 people for 5 minutes to 2 hours.
When delivering your presentation you can focus on making a specific offer or by offering a complimentary session. This article is going to focus on offering the complimentary session.
Begin by setting a goal for the number of new clients you would like to get from speaking engagements and conference calls. Then identify how many leads you need to generate to get your new client goal. Then identify how many speeches or conference calls you need to do in order to generate that many leads. Then create a list of people you can contact to schedule speeches or conference calls. Then write down a script of what you will say to the decision makers to book yourself. If you don’t know what these numbers are they make an educated guess.
When you speak or do a conference call you are positioned as an expert. Many of the people who are listening would like to be like you or learn from you. All you need to do during your speech or conference call is let the listeners know how they can set up a free session. The key is to clearly communicate what you would like them to do and then make it easy for them to sign up.
Here is an example. Let’say I am a financial planner who wants to get new clients. I have set up a speaking engagement at the local chamber of commerce. The chamber has given me 15 minutes to speak. This is what I would do. I would ask the person in charge of the meeting if I can end the meeting. This way when I am done people can immediately come and speak with me. I almost always like to end the meeting. I would come to the meeting with a handout for each participant. Stapled to the back of the handout would be a registration form to sign up for a free consultation. I would give out my handout with an index card before I spoke. I would map out exactly what I would say during my 10 minutes. I would begin the talk by building rapport. I would then let everyone know that my first outcome for my talk is to share 2 ideas that will help them with their finances. I would then say my second outcome is to let everyone know how I can help then by creating a free, customized financial plan for them. I would now be at about the 3 minute mark. I would then share 2 stories that illustrate a relevant point. I would now be at the 9 minute mark. I would then raffle off a book like, Rich Dad, Poor Dad by Robert Kiyosaki. Anyone could enter the raffle by giving me their business card. If they don’t have a business card they can write down their information on the index card I have given them. Lastly I would offer a free consultation. To receive the consultation they would fill out the second page of the handout I gave them at the beginning of the meeting. Here is word-for-word script to get the audience to fill out the form.
“What I would like to do now is share with you how each of you can receive a free financial plan. How many of you would agree that having a written financial plan can help you acquire wealth by a show of hands. Do you think more than 50% of the population has a written financial plan or do you think more than 50% don’t? (they will respond they don’t) I am very passionate about what I do because most of the population can benefit from my service. How it works is simple. If you will go to the second page of the handout I gave you at the beginning of the meeting. You will see there is a space for you to put down your name, phone number, and contact information. By filling out this form you will receive a free consultation. During this consultation we will both have a chance to get to know each other better. After we meet for the consultation if you like working with me we can talk about setting up another meeting where I will share with you some specific ways I can help you. What I would like you to do where it says name on the form. Take a moment and write down your name. Where it asks for your phone number go ahead and jot that down. Once you have completed your form you can turn it in to me at the end of the meeting. Before we wrap up does anyone have any questions? (let them respond) I want to thank you for being a great group. Have a great day.”
In most cases over 30% of the audience will request a free consultation. The techniques can be done over the phone on a conference call. The only difference is instead of the prospect filling out a form they would call you or go to a web site.
Speaking engagements and conference calls are one of the best ways to grow your business. If you haven’t done them before make a decision today to schedule one in the next 30 days. Your business will never be the same.
Eric Lofholm is the President of Eric Lofholm International. To learn more about Eric or to receive a free copy of his ebook 21 Ways to Close More Sales Now go to www.ericlofholm.com.
Getting Clients from Speaking Engagements and Conference Calls - To learn more about this author, visit Eric Lofholm's Website.
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