Selling during a speaking gig is a hot button topic – but let’s be real – most speaking gigs are somewhere between 5 to 20 minutes long. In five minutes, it’s hard to make an offer where people will run to the back of the room, credit card in hand, ready to spill out the content of their wallets (although that would be great, right?).
While you might struggle to have your paid offers convert in a room of potential clients, there is a way you can make thousands of dollars from just a five minute speaking gig. You’ve got to approaching this type of a talk in the right way.
Most people want to just come in, drop their knowledge, and then ask people for money. But you are not most people – and we want to make sure you don’t make this mistake.
Speak to Inspire, NOT to Sell
Take a look at the infographic – where would you place yourself on it? If you find yourself anywhere before the Speak to Profit stage, you may not be ready to be dropping paid offers every time you speak.
Converting in just five minutes – the art of the free offer
All good offers, whether free or paid for, follow a system. Of course there’s a difference in having people take advantage of something free versus something they pay for, but in both scenarios, you have to inspire people to take action. The action you want them to take when making a free offer is exchanging their information (email, phone number) for value you’re going to provide – that they want.
How do you turn this into thousands of dollars? You’ve got to do the follow-up work that comes with ANY speaking event. This will look different for different people, but you must follow-up and put prospective clients into the appropriate stage of your sales process in order for them to convert.
Three years ago, we spoke at an event where 78 of the 80 people in our room took advantage of our free offer. We’ve turned that speaking opportunity into over $100K to date.
How? By doing the work that all entrepreneurs must do and most fear or avoid: sales.
You can’t make any money if you don’t follow-up like a boss and have sales conversations.
Over the years we’ve really been at work on our sales process. It’s what has had us grow as rapidly as we have. If you’re going to make it as a business owner, YOU MUST design and perfect your own sales process and then actually execute it. The longer you avoid this, the more it will hurt your business.
Tune in to our blog next week where we’ll give you great tips and actionable strategies to perfect your sales process and execute it with confidence.