Wednesday, January 19, 2011

Speak Like a Pro and Make Money Doing It!

One of the fastest ways to attract clients is to become known as the expert by speaking to groups. Yet, most people would rather be pushed from an airplane than get up in front of a group and speak. No one was ever born a natural speaker. When you watch dynamic speakers, it may seem as if they deliver their speech effortlessly. The ease with which they deliver their speech is the result of many hours of preparing and rehearsing.

I spoke and lead two workshops at the International Window Coverings Expo. I loved speaking to the business owners, sharing my sales and marketing strategies to help them grow their businesses. Believe me; it wasn’t always this way for me. It wasn’t too long ago that the thought of getting up in front of a group paralyzed me. I laid awake many nights worried about how I’d come across. What would they think of me? What if they’re not interested in what I have to say? What if I forget what to say? After years of practice, preparation, and training, my confidence increased and I became an effective speaker.

Let’s take a look at the world of speaking and what the benefits are to you.

  • When you become a speaker, you immediately elevate yourself in the eyes of the audience. They see you as the expert and this establishes instant credibility.
  • You’re reaching more than one person and that increases the chances of more people interested in your service or product.
  • Your confidence increases. As your speaking improves, the most powerful benefit is the improvement in your general confidence and self-image.
  • Research shows that in selling, a speech demonstrating your services is 50% more effective than the most glowing testimonial. You’re showing the audience first hand how you think and work.
  • When you’re speaking, the audience has come to you rather than you having to find them.

What makes a great speaker?

I saw Suze Orman, the financial guru, speak at a conference. As soon as she walked on stage, she connected with us. She was down-to-earth, funny, and knowledgeable. She shared her own personal story of growing up in Chicago, working as a waitress for several years making only $400 a month. Although she has achieved great success and fame, she had her ups and downs just like you and me. Because she shared authentically from her heart, she had us all sitting on the edge of our seats listening to every word she said.

Here’s 10 valuable tips to draw the audience to you from the beginning to end of your talk.

  1. Know who’s in your audience before you speak. Call the event or program planner to find out the profile of the people attending.
  2. Arrive early before you speak and walk around introducing yourself to some of the people. This helps to relax you and get you related to them.
  3. If you’re speaking for a half-hour to an hour, your talk should cover only 3-4 points. The audience can only retain a limited amount of information in a short period of time.
  4. Let the audience know at the beginning what you’ll be talking about and how long you’ll be speaking.
  5. Speak to only one person at a time for about 4-5 seconds. Don’t look over their heads. Speak to them. This helps to reduce nervousness, increase confidence, and connect with the audience.
  6. Create a compelling memorable story. People are interested in “you.” By sharing a memorable story, you’re connecting with the audience at a more personal level. They now will feel more related to you and what you have to say.
  7. Engage the audience throughout your presentation and make it interactive. Check in with them by asking questions. It’s much more fun when you include them.
  8. Throughout your talk, share other stories about people who you helped and the results. People love to hear real-life stories of triumph and success.
  9. End your talk with a “call to action.” What do you want as an outcome for your talk? Do you want the audience to take an action step? Do you want them to buy your product or service?
  10. Capture your audience. If you want to keep in touch with them, offer to send them notes from your talk or give a gift if they give you their business cards.

Here’s a story from a person who took my tips and the results he achieved.

“I was preparing to enter the ‘final exam’ interview step with a new company—the position was for US Sales Director—and I had to give a presentation on how I would construct their sales organization. I had to sell two things: my ideas and ME. I took Rochelle’s ideas to heart and revised my presentation. The presentation went very well and they made me an offer when I was done! Two major points my audience commented on were the opening story and that I asked them questions throughout the presentation. The other candidate didn't engage the audience, he just talked straight through. Guess what? The first task the President has given me is to work with the Market Development VP and create a presentation to launch the product to physicians. Rochelle's stuff works!”

If you liked what you've read and want help in applying these steps to your business, I invite you to take your first step by signing up for a Breakthrough Strategy Session with me. If you're stuck in your business or frustrated you're not bringing in more sales, please stop suffering and call me. There is a solution! I will walk you through a step-by-step process that will give you clarity about the direction of your business, create a 180-degree turn around in your thinking about sales, and move you forward quickly. I will personally give you my one-on-one breakthrough strategies that fit you and your business. Click here to learn more.

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If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit www.SalesBreakthroughs.com.

Wednesday, January 12, 2011

7 New Strategies to Attract More Business in 2011

World Puzzle

I was watching a video the other day of a successful entrepreneur and he said last year everyone was operating on “pause.” He said many people were cautious about doing business and waiting for things to change. He invited us to let go of the past year and start the New Year being “creative and productive” in our businesses. Now that’s something worth taking on!

It’s a brand new year filled with new possibilities and opportunities. It’s a chance to try new ways and to do things differently.

If you look at what successful business owners are doing, you’ll notice they’re always creating. They never are stopped. They listen keenly to what’s wanted and needed in the marketplace, and then start creating new programs and products.

As you know, we’re living in a new economy where the rules have changed. If you want to succeed in your business, you have to be willing to implement new strategies and try new ways of doing business.

Here are 7 new strategies for growing your business in 2011.

  • Develop Strategic Alliances
    With so many business owners and entrepreneurs working alone, there’s a great opportunity to work together, brainstorm, and create new ways to help one another. You can also grow your community by collaborating with another entrepreneur. There’s a synergy that is created when you combine your expertise with another. To get myself known in the new community I’m living in, I formed a strategic alliance with another entrepreneur and started a business group. By developing this alliance, I’m getting known in the local community.
  • Reach Out to Past and Current Clients
    Pick up the phone and call past and current clients. Call for no other reason than to see how they’re doing. Let them know you’re thinking of them. With so much communication done on the Internet, they will greatly appreciate this personal touch.
  • Give First and You’ll Receive
    Look for opportunities to help others. Be willing to put others first. Be more interested than interesting. When you open yourself up to giving first, you’ll see how easily you receive back so much more. Ask first, “How can I help you?” and watch how others respond to you and what you get back!
  • Create a New Product or Program
    Maybe it’s time to try something new. Doing the same thing year in and year out can become stale after awhile. If you’re not getting the result you want, it may be time to try something new. Is there a program or product you’ve been thinking about creating. Now is the time to DO IT!
  • Repackage Your Programs and Products
    What can you revise, add to, or remove? It may be time to shelf an old program and create a new one. Do you offer low, medium, and high-end products? Maybe it’s time to update a product you’ve had for a while.
  • Trust Yourself
    Spend quiet time with yourself. Write down in a journal questions like, “What do I REALLY love to do?” “What feels right for ME to do right now?” Other people have good intentions and want to help you but their ideas may not be right for you. I’ve learned this past year to listen to what feels right for me and trust myself.
  • Get Out There and Network, Network and Network Some More!
    When I moved to Charlotte, I made a promise to myself that I would do things differently. One of the things I took on was meeting as many people as I could. This helped me quickly feel at home in the business community. I did things here I never did in NY. Within a month of arriving, I started a monthly business group. Every week I attend at least two to three networking groups and have coffee with someone new two to three times a week. This has led to meeting so many amazing people and receiving back some great opportunities. You’ve got to get out there and become a master networker.

If you would like to use this article on your website, or for your own ezine, not a problem; however, there’s one thing you MUST include: Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System™, a proven step-by-step sales process that will help you close more sales, sign on more clients and make more money with ease and velocity. To sign up for her free sales articles and teleclasses on closing more sales, visit http://www.salesbreakthroughs.com/.