Inspired yet overwhelmed is how I felt when I left the National Speakers Association annual convention last week (the association’s new name, Platform, was announced last Wednesday).
I went through my notes and picked out 10 nuggets to take action on (mostly regarding business development):
1. Doug Stevenson: Step-in to your story (act your story) for 30 percent of the time. Step-out to narrate 70 percent of your story. Stay within 45 degrees on either side of center as you do so.
2. Nancy Duarte: Have a STAR moment in every speech (Something They’ll Always Remember)
3. Karen Post: “Newsjacking” Create content, such as blog posts that are relevant because they take advantage of what’s already news.
4. Patrick Allmond: Get alerts about speaking engagements via Google Alerts and Mention.net (use search terms in quotes such as “Call for speakers” and “Speaker request for proposal” or “Speaker RFP”).
5. Sarah Michel: People come to meetings to solve problems through education and networking. Add networking and peer-learning opportunities to your presentations to create “planned serendipity.” Resource: The Speaker Report
6. Steve Gilliland: Speakers who offer added value will get booked more often (and can increase fees with current clients). Examples:
- Presell books and consider giving X number free as part of your fee.
- Pre-event value: have a generic pre-event video and then just customize the opening/closing
- Follow-up value: a reinforcement webinar
7. Mark Hunter: Demonstrate return on investment as you negotiate for an engagement. Ask, “What would it be worth if your people could do X?”
8. Mark Hunter: Don’t discount your fee. Add services.
9. Alan Weiss: Stop telling me what you do and tell me how you help. Your website should state what you do for clients.
10. Allan Weiss: “Brand differential.” The stronger your brand, the more you can charge.
Guess who will be working on creating a brand differential in the next few months? I will be taking a hard look at updating my brand and website: http://smalltalkbigresults.com/. Your suggestions/comments are welcome!
How will you up your game in the next few months as a speaker? What speaking skills will you work on? How will you do it? If you are a professional speaker, how will you advance your business?