Time Is On My Side

"By the time we've made it, we've had it." - Malcolm Forbes

I recently enjoyed a vacation with my family. We had a wonderful time together at the beach. However, there was so much to do when I came back that it made me question the decision to go on vacation in the first place.

There has to be an easier way, right?

Pamela Slim shows me that you can keep from losing your mind. Check out her blog post, 10 ways to maintain your sanity while hustling your startup.

You don't have to be in the startup phase of your business to benefit from this blog. Check it out and get time BACK on your side.

Everyday Super HARO

"I'm just your average ordinary everyday superhero." - Smash Mouth


Meeting and event planners don't hire speakers. They hire experts. So how do you become the expert?

Publicity helps. Being quoted in the New York Times goes a long way toward establishing yourself as the expert. If you don't have the budget to hire a professional PR firm, there are other options. You can do it yourself. One of the most effective and economical (it's free) tools out there is HARO.

HARO = Help A Reporter Out
HARO is a great resource for reporters looking for subject matter experts to quote or ask questions for articles. The process is simple. You can have your own PR in 3 easy steps.

1. Sign up: Go to the website and enter your name and email address.
2. Get information: read the email notifications you receive daily.
3. Submit your pitch: find a query you're a match for and respond.

Step 3 is the most difficult. Most people want to give their entire life story in a query response. You need to keep it simple and concise. Give a little information about yourself including your experience. Address the specific request. Include your web site but don't expect the reporter to check it out. They are on a deadline and will usually read what you send. I suggest the following template. Just tweak it to fit the query you're responding to.

Template*
Good Morning,
My name is ___ and I am an author, speaker and expert on ___.(use the topic you're pitching) I have over ___ years of experience and am the author of ___, the book on ___ and how it impacts ___. I hold degrees in ___ and focus on ___.

My strategies have been featured on OR I have been interviewed by ___. OR I have worked with: (corporate examples like Coca Cola)

For your article on: QUERY SUBJECT LINE

If you have any questions or need additional information, you can reach me at ___ or emailaddress.com.

Sincerely,
The Expert
mywebsite.com


You have nothing to lose. This is a great free service. Who knows. Before long you too could be an everyday Super HARO.

*Template created by Michael Hart, PR Expert.

Do Unto Others

"I'm a true believer in karma. You get what you give, whether
it's good or bad." - Sandra Bullock



Alabama recently experienced one of the most devastating disasters in the state's history. Wednesday April 27, there were 312 tornadoes that ripped through the state causing damage and claiming lives. I have lived here all my life and have never seen anything like it.

The damage was shocking, but the after math was even more surprising. Buildings are gone. There were injuries and fatalities. There was no power or water. Trees blocked roads and access to assistance. However, in the middle of the chaos, there was hope.

People came together to help each other out. Neighbors helping neighbors. People who lost almost everything, reaching out to those who lost more. Disaster created need and the community came together to respond. Every agency, non-profit and church mobilized and acted immediately. Donations poured in. Shelters went up. Food, clothing and other supplies were handed out.

It will take years to rebuild what was lost in the storm but we'll get there. Thank you to everyone who has volunteered or helped out a neighbor. I believe it will come back to you....hopefully, when you need it the most.

What you bring to the table

"Never, ever, ever get in the front of the room without something to sell in the back of the room." - Monica Cornetti


There are many articles, videos and blog posts on how to sell product in the back of the room. Don't believe me? Google the phrase "selling product in the back of the room." However, today we aren't going to discuss the HOW. Today we are going to discuss the WHAT and WHY.

WHY?
You're a professional speaker. By definition, you get paid to speak. Why do you need to spend time creating product for the back of the room? You're busy. You don't have time to write a book. You travel 200+ days a year. You couldn't possibly record an audio product. That stuff is complicated and you don't have the right equipment.

If you really believe that, you have just limited your income forever.

Product is an important part of establishing your expertise. Authors are perceived as subject matter experts. You can get additional speaking engagements and revenue by being published. If you create an introduction CD to go with your book, you have a package. Add consulting to that and you have just increased your average sale.

If you have great content, you're doing your audience a disservice by not offering them additional information. I can't absorb everything you teach in 45 minutes. I might need to hear or see the message again to get that 1 critical learning point. You don't have a CD? Now what am I supposed to do? You have just irritated and disappointed a potential fan.

WHAT?
So what does product mean to your business? If you don't have product to sell in the back of the room, you are leaving money on the table. There are speakers who make more money in product sales than fees. You might be happy with less than double, but you'll never know if you don't try.

There are many products to offer. You don't have to offer them all. Pick what works for you and try that. You hate to write? Focus on CDs. You love step by step assistance? Create a workbook. Make the process simpler by going with a platform you enjoy.

It doesn't have to be a complicated or expensive. There are free resources available now for almost everything. Once you decide on a platform, research the tools. Most resources can be created for minimal cost. Free Conference Call.com is a great resource. You can record a phone call and download the file to your computer.....for FREE. It doesn't get any cheaper than that.

If you need help, ask me. I post resource information and other marketing tips on my Facebook page. You might also consider attending training that will walk you through the process like BEvents. If you need help, its out there.

The next time you're in the front of the room, look at the table in the back. No matter what's there, you should see opportunity.

Three is a Magic Number

"Action is the foundational key to all success. " - Pablo Picasso


The social media question I hear the most is, "How do I grow my network? How do I get more friends, likes and connections?"

The answer is simple. Three is a magic number.

You must focus on a single platform at a time. So pick the one that works the best for you and start there. The process is the same for any of the platforms.

1. You want to reach out to 3 people you don't know or want to know better every day.
2. Spend 30 minutes on the site looking around. You want to post a question, comment, or discussion 3 days a week.
   
3. Repeat the process for 3 weeks.

You can increase the amount of time you spend growing your network if you like, but 3 is the foundation. If you apply this process, you will see growth.

The process is the same for each platform but the details vary a little. If you want to grow your Twitter followers, you will retweet 3 other posts. On Facebook, you should comment on 3 posts of new connections. Discussions are the most powerful tool on Linked In. You will start or comment on (you guessed it) 3 discussions. If you want to add readers, comment on 3 blogs that compliment your area of expertise.

Social media is a powerful tool to grow your business. Connections equal dollars. However, you can waste a tremendous amount of time on social networking sites without any benefit. By having a plan of action, you reduce the amount of time you waste and increase growth. After all, 3 is a magic number.

Getting Linked In In 5 Easy Steps

Step 1: Complete your profile.

No one wants to be the friend of someone they don't know. Make it easy for them. Complete your profile. There is a bar graph right on the profile page that tells you how complete you are and what steps you need to take to be 100% complete. What could be easier than that? A few things to keep in mind.

• Ask for recommendations. You have happy clients. Ask them to recommend you. Nothing says more about you than third party endorsement.
• Add your contact information. Make it easy for people to find you, your web site, phone number, email.
• Complete your past education and experience. People want to know that you know what you're talking about. Been doing it 30 years? Tell me about it.
• Keep your summary short and direct. Most people won't read 13 pages of summary. Assume you get 3 sentences and make them work for you. Be wordy in the experience NOT the summary.

Step 2: Join Groups

You can join up to 50 groups. There is no reason not to join 10 immediately. It is the quickest way to connect with other people.

• Assert your expertise with your groups. Are you a member of NSA or ASTD? Join the groups and show it.
• Connect with people who already love you. Your sorority or Toastmaster buddies already know and love you. Some of them might be able to hire you.
• Join groups your potential clients are in. Did the majority of your work come from banks last year? Join financial groups.
• Do you need more connections? Join Top Linked. It is the easiest and fastest way to get connected to more professionals.

Step 3: Get Connected

You have to connect to other people. Once you are a member of a group, you share common ground. Go through the groups one at a time and invite the other members. Sounds simple but most people don't do it. Your goal is 500 connections in the first 30 days. If you join Top Linked and personally invite a few from groups everyday, you'll be amazed at how easy it is to reach this goal.

Step 4: Become the Expert

No one hires speakers. They hire experts. Establish yourself as the expert. Comment on a discussion. Answer a question. Post a news article, preferably one you wrote. After you have joined a few groups, check out the discussions. Throw your .02 in. This is how people will come to recognize you and your expertise. Remember those discussions go out to all the members of the group. You can show 19,000 people that you are the one who has the answers.

Step 5: Do it

It only works if you actually do it. It won't take long. You can accomplish this in 20 minutes a day. You don't even have to do it everyday. Try it 4 days a week. Once you get the process down, you'll breeze right through it. The object is to keep it simple and manageable. Don't inflict too much process on the steps.

You can do it. We'll help.

Can you hear me now?

"Every choice you make has an end result." - Zig Ziglar


A colleague of mine called me earlier this week. She was very upset from a phone call and wanted to discuss it.

A salesman called her to let her know her name came up at least a dozen times at a recent NSA Conference. The salesman went on to ask if my colleague would like to purchase a booth at the National Convention. Then the salesman proceeded to ask her if she had any experience working with professional speakers.....3 times.

I find this amazing. Why would her name be mentioned at professional speaker's conference if she didn't work with speakers? Why would she be interested in a booth at the conference if she didn't work with speakers? And why.....oh why.....wouldn't the salesman take a few minutes to look her up on line and find out BEFORE calling and asking her to spend money?

There is no excuse for a cold sales call these days. Thanks to Google, Facebook, Twitter and Youtube, you can find out more than you ever needed to know about most people. At the very least you can find out what service is listed on their web site.

Nothing makes a better impression with a potential new client than knowing about them and what they do. It leads to better questions, which get better answers and more sales. So in this day and time, why wouldn't you do your research before picking up the phone? My colleague was so offended by this salesman's line of questions and lack of knowledge, she would never buy anything from him. If he had taken the time to even glance at her web site he would know she has an impressive (and lengthy) list of professional speaker clients.

NSA has amazing conferences and there is tremendous potential there for speaker vendors. Too bad this negative experience might keep others from having a positive one at the next conference.

No offense to Shakespeare

"What's in a name? That which we call a rose By any other name would smell as sweet." - William Shakespeare

No offense to Shakespeare, but I disagree.

The name matters and looks are important....when it comes to your marketing material. Marketing material should be polished and professional. Often, you only have seconds to capture a potential clients interest. If the title of your presentation is boring or your marketing materials aren't polished.....time's up.

Let's take a closer look at one sheets. Most professional speakers and trainers have a one sheet. This is a summation of your expertise, topics, and experience in an attractive and easy to email package. Every good one sheet should have the following 7 elements.

1. Source file of head shot or other photo
You need a professional head shot. There are economical options available. This is the first thing most people see so it should be a good representation of who you are. Do you want to speak to large groups? Include a photo of you in front of a large crowd.

2. Source file of logo
Does your logo work? Can someone glance at it and understand what you do? If the answer is no, then it might be time to update your logo.

3. List of topics - no more than 5
You want to establish expertise and you can't be the expert on 20 different topics. Try to limit the topics listed to 5. If you have more, then you might consider consolidating.

4. Short description of each topic
You should include a short description of each topic. Try to avoid jargon or complicated language. If your client doesn't understand the description, they probably won't select the topic (or you).

5. Testimonials - 3-5
Every speaker has been told they are great so try to include specifics for your testimonials. Any ROI statement or action item is ideal. "You are the greatest speaker ever" will do in a pinch but nothing beats, "after hearing ___, I implemented ____ and got ____. Best money I spent. Ever".

6. List of previous clients
This is a good way to let your potential clients know you have some experience. Just getting started? Skip it until you have a decent list or start volunteering.

7. Bio and experience
The most common mistake speakers make is the bio. Most people make it all about themselves. What? Isn't a bio supposed to be about you? Nope. The bio should give information about you but is really about what's in it for the client. Focus on your end user and you'll get it.

I love the graphic designer I work with. Kimb does amazing work and has one sheet experience.

Still not convinced? Take a look at the difference a good one sheet can make. The one sheets included in this blog include the same information. Which one would you want to represent you?

Sorry Shakespeare, but I'll take the rose.

Doing as I say

"Do as we say, and not as we do." - Giovanni Boccaccio

I was on the phone earlier today with a potential new client. He called me based on the referral of a colleague. After chatting a while, he confessed, "I almost didn't call you after checking out your blog." I gasped, "OH NO!"


Talk about a reality check. I preach about process. It's all about the process. Everything you do should be process driven. Your blog should drive people to your Facebook page and the Facebook page should drive people back to your blog.


Well that only works when you actually write in your blog. Yes, it's true. I have neglected writing in my blog. It has been months since I posted. Now I would have a fit if a client of mine had done this but I am guilty.

I've been busy.
I'm working on a new web site.
I have a lot going on.

There's no excuse. I work with professional speakers all over the country who spend all day training and still have time to network through Meetups, get out a newsletter, write a blog, post a LinkedIn discussion and comment on Facebook.

The process is what drives sales and clients. If you neglect the process, any part of the process, communication breakdown is inevitable. Why should a client trust me with the task of maintaining their social media if I neglect my own?

I am committed to the process for each and every client. I am now also committed to the process for myself. You will definitely be hearing from me again...soon.