Editor’s note: this post is a compliation of my notes for the morning. I’ll edit it in the next couple of days for better clarity.
The day started with Ed Tate leading his customary “Follow the Leader” opening that involved some dancing, along with whatever it is that I do that is like dancing. Yes, yes, there is video evidence…
Leading today’s session were Patricia Fripp, Mark Brown, Craig Valentine, Ed Tate, and Darren LaCroix. There are about 75 EDGE members in attendance at the session.
Darren’s opening including the story of how his idea for the World Champions Edge started, and gave us two words to consider: Campaign and Momentum
For all of your endeavors (i.e. products or services), you must campaign for yourself. You have to be your own best advocate. Darren and Craig’s first WC Edge event had just 3 people, but they built momentum.
Craig told us to ABC – Always Be Creative. You can’t keep getting called back if your material is always the same. He also talked about how he gained a client (spokenadvantage.com) through his actions, not his words.
What you are speaks so loudly I cannot hear what you say. – Ralph Waldo Emerson
Patricia Fripp reminded us to set long term goals, but use short term decisions to get there.
When giving an inspiration speech, what are the most powerful conclusions that motivate life change
Mark said that motivation comes from within, and that is why he is an inspirational speaker (not a motivational speaker). He also mentioned that you have to know your audience. You have to connect with their heart. Remember, it’s not about you and your expertise, it’s about them and their needs.
When telling a story, a speaker might add a little acting or a lot of acting. How much is the right amount?
Craig says – Take the word “add” out of the speakers vocabulary. It’s just like humor, don’t add anything – uncover it
Don’t be over the top, be under the influence…of your own emotions
What are the key elements to include in your 30-second elevator speech. Darren says your whole goal is to get them to ask “how do you do that?”
He reminded us that everyone knows 100 people. When you are in front of 20 people, you are in front of 2,000. Will those 20 pass your information on to some of their 100 contacts?
Ed added – prior to the 30 second commercial is the verbal business card. “I help you breathe life into business presentations”. Get them to ask you for more. If they don’t care, then you don’t have to waste your time.
What is the value of being a member of a professional speakers association?
Patricia said the value of belonging to an organization like NSA is a lot like the advantage of WC Edge – access to people.
What is the number one thing we can do today to grow our business?
Ed talked about how everyone wants to speak, but no one wants to market. His answer is to Market Relentlessly. He also said you have to market first and speak second. If you get that order mixed up you won’t be doing either for long.
An Entrepenuer is just a person that solves problems for people at a profit. – T. Harv Ecker
Speaking about the power of YouTube, Darren mentioned that he heard from a member that looked up “Public Speaking” on the Internet and came across Darren’s videos, and, as he told it, “had breakfast with Darren every day” watching his YouTube videos on speaking.
The next mini-seminar sessions were from the list of topics created by the audience:
Moving from Free to Fee – and negotiating your rate
Darren and Ed spoke about some ideas, and Ed told us about the 100 Marketing Weapons from their session tomorrow. I can’t repost those here, since it’s copy written material. Suffice it to say that these are awesome ideas for marketing your business.
Creating product – Darren talked about the power of having product. He asked members who had created their first CD about what the gained, and he was looking for answers in terms of $$s. What he found is that creating that first product gave those speakers belief in their own credibility.
Ed played a game where he quoted prices for the SuperBowl, and we were supposed to tell him where we would be sitting. The point was that fee = perception of value.
Raise your fee every 18 months.
Change the negotiaion technique to switch from showing your qualifications to pre-qualifying the customer.
How did you find out about me?
Why do you think i would be a good fit?
Who is making the decision? – Let’s talk to them.
I charge $x.xx – do you have that amount of money?
Then send the contract they have already agreed to.
If you don’t go through the process, you won’t grow through the process
Particia Fripp answered a question about how to customize your presentations for different audiences.
She talked about how she became an expert in certain markets, like the cemetery and funeral home market. She was speaking on some specific customer service/sales topics, but because of her attention to their market, she is seen (and PAID) as an expert in that market.
How? By reading industry magazines – looking for connections with her own experiences. She sits in on industry seminars and
Sell by doing…don’t sell by telling.
On coaching executives, she said working with a speech coach is not like worrying with a psychatrist, although you do have to be just as comfortable.
See the speech from last year
Make friends with the Admin – “What would you tell him if you were the speech coach?”
When negotiating fee with the customer, don’t do the math yourself. For her sales clients, she tells them with the amount of money you’re losing, her fee is inconsequential. She uses this to switch the conversation from “should we use her” to “how do we use her”.
I assume you are talking to other companies or coaches. “Can you tell me which of my friends are you talking to?” I’m willing to do a 10-minute coaching call, with one of the decision makers listening.
2 key aspects to getting business:
Be willing to walk away
Give a sample of what they will be getting
What are Lumens? Lumens is a definition of brightness in projectors. The average today is 2,500 – 3,000 for corporate speaking.
Microphones: There was discussion about different microphone types.
The morning wrapped up with a mini-coaching session for two Edge members. Patricia, Mark and Craig all gave feedback for the first speaker.
One interesting note on the second speaker, Craig said to be sure not to tell the audience about their experience, but to ask them. Instead of saying “We all have such-and-such happen in our lives”, you should ask “have you ever had such-and-such happen to you?” When you get the audience to respond with the head nods, then you can later refer back to this and the audience bought in to it.
Mark made some wonderful points about adding specificity to the story. Including the name of characters, specifics about the environment and showing appropriate reactions.
Off to lunch…in Vegas!
Affiliate link alert: World Champions EDGE. This link will take you to the Edge website, where you can see some free materials or sign up for just $1 for the first month.