When Speaking, Add the Bookend Method to Get More Clients
When you add speaking to your Marketing Mix TM , it catapults you into the one-to-many conversation expanding your level of influence. [ Tweet This! ] There are many advantages to speaking, too.
As a Speaker, you:
- Leverage your business by serving many more people in your area of genius.
- Promote your business through targeted venues.
- Add revenue streams by either being paid for speaking or selling other products and services in the back of the room once you’re done speaking.
One of the most important, but often forgotten by new speakers, is not creating a process for their audience members to keep in touch. Creating a process for your audience to keep in touch is critical to nurturing long-term relationships and converting your prospects to clients.
To keep in touch, many speakers conduct a drawing where they give away a free product at the end of their speech. (I’ve done this for years with great success.) You provide each audience member a form where the attendee writes in their name and email. Once the forms are collected, the drawing is conducted. It’s a great way to add continuous value and start a relationship with your audience members.
There is one flaw to conducting a drawing at the end of your speech: you may miss out on getting interested audience members to complete your sign up form because they either get distracted at the end of your talk or need to leave to get to their next appointment.
Instead, try the “Book End Method”. Switch it around and conduct your drawing at the beginning of your speech. However, know that those people who are hardwired for information may be reluctant to give you their name and email that early in your program simply because they haven’t experienced you yet.
So, to meet their need for more information, include an automated system at the end of your speech, where they text you their name and email and, in return, automatically receive a copy of your slides. This way, you provide additional value through your speech and also gift your slides. It gives people who need that information a way to connect after they’ve heard your information-rich content. It also saves your assistant time in manually entering the names and emails into your system.
Don’t stop there! After you return to your office, add continuous value by providing weekly tips in your area of genius and engage with them in other ways through social media. When you do, you’ll create that continuous connection and consistency. As you create consistency in your messaging and they develop trust in you, you will be at the top of their mind when they are ready to do business with you. After all, people do business with people they know, like and trust.
P.S. To experience the automated system, developed for me by Marketing Monsoon , that I used at the end of one of my recent presentations, text your name and your email in the body of your text to (734) 606-0428. You will also receive my slides as well as my weekly training videos showing you how to automatically bring in pre-qualified prospects and turn them into invested clients.
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