EdgeNet Summit – Las Vegas 2013

Gems – draft notes from today

Leverage (ET) – not to the next level…to the next atmosphere
– blue man group – original members now manage groups in multiple cities
– sprinkler story – $500 vs $25 do it yourself -“pay those people their money” – over $2,000 after

Repurpose (PF) – take your YouTube and have it transcribed and put on your blog post

Unstuck (MB) – transform your body, mind, and life. That first step is uncomfortable. Like Ed says-mindset shifts. The next level, the next chapter, the next atmosphere, the next dimension

Speakermatch.com
Nobody cares what you should’ve done…stop should’ve on yourself <-- PR/PR - article advice Actionable bullet point lists (tips) Take out the I, we, us Pitch - combo phone/email - articles Trying to save money where you shouldn't is false economy (PF) Successful - work with the PR - take advice - marketing and follow-up - meeting planners like follow-up - be flexible - get out of your own way - start publicity before you think you're ready - be more specific Not successful - being too rigid - not taking opportunities that are "too small" I don't need the practice, and I'm not doing it for nothing. I will take soft dollars. - PF received a round trip to the UK once. - "let's not give up so easily" - "what else can you give me?" - 5 day vacation in a suite including meals 68% do not follow up (ET) The first sale is to yourself - Alan Weiss - what problem do you solve - have the conversation about the problem - put together three options - option 1: Just keynote - option 2: Keynote plus follow up in 30 days - option 3: $50,000 full option - most will want this one, but will choose option 2. Value Based Fees (Alan Weiss) - chapter 7 - read it each month for the rest of your life What do you want to talk about – list created by the whole group
Stage presence
Top three things to get started
Where should I speak outside TM
Mastermind
Create problems in my clients minds that only I can solve
Pricing ie workshops vs. keynotes (schedule in Million Dollar Speaking)
Accents
Technology tools
Small town obstacles
Leverage accents
How to better sell “me” in a proposal – How to write a proposal that wins every time (AW)
How to best use (leverage) service club presentations
How to leverage
Preparing for speaking in contests
What do you do during downtime – creating content, selling content, and delivering content – for everything else write a check
Where do you get your stories from
Creating the specific words for your niche market
Finding target market
Do’s and dont’s for building website
Honing content
Involving audience
Creating juicy titles

Accent
– are you understandable? (PF)
– Don’t lose it, use it (MB)

Target market – be clear with what is your subject – how do you find their problem? (PF)
– was I the result of a google search?
– what was the search?
– why this search – example – we just lost a $120,000 sale
– ow
– is that a big sale?
– what if you went from 1 in 3 sales closed to 2 in 3.

Stage presence (ET)
– authority – speaker is important – stance can affect authority
– energy – topic/subject is important – your enthusiasm shows
– awareness – audience is important – make every person feel they are having a conversation with you
– record yourself every single time you speak

Service Clubs (MB)
– leverage that relationship
– networking opportunity
– referral business can transcend speakers bureau business
– purpose to serve them, not to display skills
– 20-30 minutes – if you don’t respect their time, they won’t ask you back
– ask, “at what time do I absolutely have to end this presentation?”

Top three things you need (DL)
– a speech – if you aren’t booked enough, it’s your speech
– a website (google yourself, it’s not a sin) w/blog and YouTube
– shopping cart

Coaching tips
Use time as a set up. Don’t finish a sentence with a measure of time.
– instead of “… for the last eight weeks”, use “for the last eight weeks …”
Anything you can do in narration, you can/should do in dialog
Reaction tells the story
When in doubt, the truth isn’t bad
Too many speakers spend to much time on the people and the places
Get to the action and resolution
Don’t distract your message with unnecessary movement
The most important part of speaking is the thought process in the listeners mind
Identify emotions of your characters at the beginning of the story and at the end of the story

Scott McKain – author of Create Distinction
Great stories about interviewing stars
Tom Hanks, John Travolta and Meryl Streep
Book discusses how we are all different, and why distinction is important

Kevin Burke – actor in Vegas show.
Play high – your head should be no lower than the people in the back of the room
Open with something that establishes a bond
Believe in what you’re saying

Practice Pay Solutions
– this is the shopping cart program the pros use
– there was a lot of good data on setting up your own shopping site

How to internalize your speech (PF)
– if you have a systems, that is one way
– if you had one sentence rather than 45 minutes, what would it be? – this is your premise, or big idea
– the written word is for the eye, the spoken word is for the rhythm

Storytelling (MB)
– the client/audience will be more comfortable if the story matches the circumstances
– people will by from a place of pain – I need you to solve my problem
– telling a story about a related problem can identify a solution for this customer
– data is not the most important thing – the findings/results is the most important (ET)

Keynotes vs. Training (ET)
– keynoting is about leveraging your content – you are the expert
– training is about educating people
– facilitation is the exact opposite of keynoting – the answer is in the room
– in a keynote, the speaker is more of a star, and the ideas are at a higher level of abstraction (PF)
– in training, you drill down more and the audience are the stars

Your first speech (DL)
– three questions by Alan Weiss
– why you? Who will pay? How do you reach them?
– you have to be known in your niche

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