Public Speaking Leads to Success!!
When it comes to my sales strategies, speaking and putting on seminars is Number One. So far for the month of November, I have seven opportunities already booked and hope to get a few more in. They range from Realtor presentations, consumer presentations, and sales/business owners presentations. Some will have just a few attendees and a couple will be in the hundreds. Speaking allows me to showcase my knowledge and expertise. It puts me in front of prospects and future opportunities and it also "ups" my hourly rate.
What is your hourly rate?
For those who have followed my philosophy, you know that I put a money value on time. For those who have never calculated their hourly rate, then go get your calculator out and follow along. What do you want to make in gross income for 2011-let's use $150,000 for an example. How many weeks will you take off for vacations-let's say three for argument sake. Take $150,000 and divide 49 into that as 49 will represent the remaining weeks. Your answer will be earning $3,061.22 for each working week. Divide the amount of working weekly hours you are willing to work for that income-let's say 45 hours a week. Take 45 into $3,061.22 and you will get an hourly rate of: $68.03. So, here's the question, will one-on-ones give you a better chance to earn $68.03 an hour or speaking in front of a group will give you a better chance?
The Rule of 250
Joe Girard is in the Guinness Book of World Records as the greatest salesman in the world. Joe was a car salesman in Detroit and sold more cars by himself than 85% of all car dealerships in America--five years in a row!! How did he do this? He understood the rule of 250-that most people had approximately 250 friends, family, co-workers and acquaintances well and if he did a good job selling them a car, they would refer him to some of the 250. If the Rule of 250 applies in sales, it can also apply in doing seminars and in speaking. If you speak in front 20 people and they all know 250 people that number grows to 5,000. What's your chances of getting some referrals from that number?
"Give-aways and Take-aways"
When you get the opportunity to speak, make sure the audience receives something of value before they leave. Maybe it's a workbook, a "tool" they can use for their business, a list of books to read, etc. It's important that you give "something" of value. Remember the Law of Reciprocity-when you give something of value, the audience is more apt to book an appointment out of obligation.
Follow up for Success
If I send out a marketing piece to my data base and don't follow up with a phone call, I've just produced another piece of junk mail. The same is true with presentations. Without follow up, I've just wasted my opportunity to engage with prospects and opportunities. Create a form that captures contact information, a comment area and a check list of subjects the attendee would like to follow up with. If you are doing a "give-away" then collect everyone's business card. This will give you all of their contact information.
Final Thought
Consistency in speaking is very important. Getting in front of an audience will keep your pipeline full of prospects and opportunities. Make sure you prepare and practice your presentation and follow up with all potential prospects-all of this will greatly increase your opportunities and your chances of having a successful business.
Have a terrific and prosperous week!!
Tom Ninness is Vice President/Regional Production Manager for Cherry Creek Mortgage in Denver, CO. He is also the President of Summit Champions, Inc. and creator of the "The 90 Day Journey to Your Sales Success", a powerful 90 day action plan for the sales professional. To learn more about The Journey and Summit Champions, go to www.summitchampions.com or contact Tom at information@summitchampions.com Office:303-840-0753.
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