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Get the Premier Position To Make More Sales With David Newman

Win In the Attention Economy 

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Sales Tips you'll learn today on The Sales Podcast...

  • His book makes "for great bathroom reading"
  • Speaking is the ultimate one-to-many sales and marketing strategy
  • When you're in front of your target audience you have the halo effect of expertise, trust-worthiness, and knowledge
  • You're in the premier position
  • You have something to say
  • You have something to sell
  • There is unprecedented power that only comes from speaking
  • You must build your personal brand
  • It's more important than your business brand
  • Read Bryan Kramer, "There is No B2B or B2C: It's Human to Human #H2H"
  • We're in the people business
  • Podcasting, webinars, live-streaming, YouTube, etc. are also speaking avenues
  • We're living in the attention economy
  • Put compelling value into the marketplace
  • Offer value and invite engagement
  • You don't get married on the first date
  • Speaking lets you build personal relationships at scale

Eat This To Sell More

  • We're sellers and also buyers
  • Alan Weiss "the shortcut is the long way." Get his book "Million Dollar Consulting: The Professional's Guide to Growing a Practice, Fifth Edition"
  • "If you're going to sell fire extinguishers, you must first show the fire." David Ogilvy
  • What is the problem you are solving?
  • What insight do you offer them?
  • Accelerate and shorten the path to success for your prospects
  • Go to Google and find where your ideal prospects congregate
  • Find a chapter meeting
  • Visit the meeting and see if the right demographics attend
  • Then reach out and let them know you just attended a meeting and ask to be considered
  • Action words beat learning words in your presentation description
  • Think about the outcomes, i.e. go into "resume mode" with action words
  • "After this program your members will be able to boost, eliminate,..."
  • Your sales will explode
  • You'll get paid to generate leads and/or paid to speak
  • Visibility. Credibility. Shareability.
  • Be everywhere your prospects are
  • Fish where the fish are
  • Your mindset has to be to offer value and invite engagement to help
  • Be of great service to your audience whether they take the next step or not
  • The conversion process starts when you open your mouth
  • You are building trust from the moment you step on stage
  • You give proof with case studies, before-and-after, customer stories, etc.
  • Weave customer stories into your lessons and teaching points to also help eliminate objections
  • This is also social proof and shows that "the water is warm"
  • Open your phone and book a call with your attendees as you stand by the stage
  • Specificity is the key to success
  • Make your "Active 20" list of associations or groups you'd like to speak to
  • Google "conference, meeting, association, state conference" etc.
  • Constantly refresh this action 20 list
  • Make that initial outreach and make it all about them. Find a topic they haven't addressed that you do.
  • When and what to charge
  • Is this a lead-generation or an income-producing talk?
  • If it's not your target market but you have a good message that can help them then charge
  • If it's a target-rich conference then you can offer to waive your fee to get in front of the best people
  • Your pricing is your positioning
  • You need to be over $4,500 to be seen as a professional
  • The sweet spot is between $5,000 to $10,000
  • NYT Best-Selling authors are in the $20,000 range

Links Mentioned In The Sales Podcast

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