How to Turn FREE Speeches
Into PAID Clients

... offer to continue the relationship. For instance, I offer a free emailed newsletter.

In my speech, I'll say, "If you think these tips are valuable, you can get even more information emailed to you in my newsletter."

I also offer a free initial phone consultation so we can continue the relationship started during my speech. If you're a coach or advisor, offering a free phone consultation will encourage people to call you.

How to avoid the three most common mistakes made by new speakers:

Mistake #1: Selling instead of sharing

No one wants to hear an infomercial. Instead of “selling” from the front of the room, share information, which positions you as an expert.

Imagine it this way. In a restaurant, people spend a minute reading a menu and an hour enjoying their food.

If the menu took an hour to read but I only got a minute to eat, I’d avoid that restaurant.

So, forget the “infomercial” approach. Instead, focus on what causes pain in your client's life.

What is your target market’s pain? If you’re a graphic designer, maybe your audience wants to avoid the pain of ugly designs. Or, they want to avoid the cost of choosing the wrong designer. Give them advice on how to avoid those pains.

Share ideas on how to solve your client’s pain. Give them a taste test so they’ll want more and continue the relationship.

Mistake #2: Devaluing yourself

What do you know that other people would pay money to learn?
Bob Bly, who wrote the book, “How to Become a Recognized Authority in 60 Days or Less” says, “Experts don’t know more than other people; their information is just better organized.” Things that seem simple to you may be a breakthrough to your clients.

For example, I was coaching a speaker who occasionally glanced at her notes. I gave her advice that seemed second nature to me: if you need to use notes, turn your notes into props.

I told her to look at her notes and say, “This part is so important, I want to read it to you word for word so you don’t miss anything.”

She felt relieved. After 10 years as a professional trainer and countless hours with Toastmasters techniques like that are second nature. But to a new speaker, my advice was a lifesaver.

Don’t assume everyone ...

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