Public Speaking Tips to Generate Leads – Part 2

In Part 1 of this series, I wrote that you can generate leads by speaking to groups of people. There are two common types of speaking engagements and conference calls: paid ones and free ones. When delivering your presentation you can focus on making a specific offer or by offering a complimentary session.

Let’s examine how to generate leads by offering a complimentary session. Begin by setting a goal for the number of new clients you would like to get from speaking engagements and conference calls. Then identify how many leads you need to generate to get your new client goal. Then identify how many speeches or conference calls you need to do in order to generate that many leads. Then create a list of people you can contact to schedule speeches or conference calls. Then write down a script of what you will say to the decision makers to book yourself. If you don’t know what these numbers are then make an educated guess.

When you speak or do a conference call you are positioned as an expert. Many of the people who are listening would like to be like you or learn from you. All you need to do during your speech or conference call is let the listeners know how they can set up a free session. The key is to clearly communicate what you would like them to do and then make it easy for them to sign up.

Clearly Communicate What You Would Like Them To Do

Here is an example. Let’s say I am a financial planner who wants to get new clients. I have set up a speaking engagement at the local chamber of commerce. The chamber has given me 15 minutes to speak. This is what I would do. I would ask the person in charge of the meeting if I can end the meeting. This way when I am done people can immediately come and speak with me. I almost always like to end the meeting. I would come to the meeting with a handout for each participant. Stapled to the back of the handout would be a registration form to sign up for a free consultation. I would give out my handout with an index card before I spoke. I would map out exactly what I would say during my 10 minutes.

I would begin the talk by building rapport. I would then let everyone know that my first outcome for my talk is to share 2 ideas that will help them with their finances. I would then say my second outcome is to let everyone know how I can help them by creating a free, customized financial plan for them. I would now be at about the 3 minute mark. I would then share 2 stories that illustrate a relevant point. I would now be at the 9 minute mark. I would then raffle off a book like, Rich Dad, Poor Dad by Robert Kiyosaki. Anyone could enter the raffle by giving me their business card. If they don’t have a business card they can write down their information on the index card I have given them. Lastly I would offer a free consultation. To receive the consultation they would fill out the second page of the handout I gave them at the beginning of the meeting.

In Part 3 of the series, I will share a word-for-word script to get the audience to fill out the form.

Want to hear how I create value and sell on a conference call?

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Success,

Eric Lofholm
Master Sales Trainer and Coach

Click Here for Part 1 of this series