Marketing & Training Services since 1992

Speaker Services: http://www.speakerservices.com

In this issue:

- A note from Susan Levin

- Tips and Advice

- Teleclasses & Workshops

- 5 Tips to Avoid Losing Your Shirt with Your Seminar

- How Sponsors Define Value

- How to Ensure a Powerful Introduction Before You Speak

- Tweets & Blog Post of Interest

Greetings,

Did you have a good holiday weekend?  My gang of friends met at Ellen Reid’s place to celebrate the holiday weekend.  She is my friend the Book Shepherd.   The photo is of me and Kiki Ellen’s dog.

Weekend before last Jean-Noel Bassior our editor for the past 25 years and I were vendors at the ICF LA’s Coaches Expo in Culver City.  I met many wanna be coaches and certified coaches that were very interested to know more about how Speaker Services could help them grow their various expertise. It was not a huge event but the quality of the people who stopped were extraordinary and the conversations were helpful and fruitful.

The Inspired Improv 5 week workshop in August filled up very quickly.  Jack Barnard is teaching it and the people who signed up are in for a treat. I will be there too as it is so much fun.  Do you speak gibberish?

At the end of July Ursula Mentjes and I are offering Speak Your way to More Clients Workshop for the second time in Capistrano Beach, CA.  Last time we sold out.  

We’ll be sharing how to discover the problem that you solve for your clients and the best ways to communicate it to the decision maker and how to create your “Top 25 Target Client List”and more.

“Susan and Ursula delivered awesome value!  The content was complete, thorough and fun.  They are both committed to providing the missing links for the clients they serve. I feel totally prepared to begin the new branch of my work—creating clients through speaking!” -Dorbe Holden, Transformational Coach

Check it out and register: http://tinyurl.com/3h2el9f

Not in LA?  No worries here are some options for you:

- Speaker Marketing Works Virtual Mastermind/Study Group now forming http://bit.ly/jXEUmT

- Budget Minded and enjoy listening to mp3’s?  Join the Speakers Community Membership Club. 60 days complimentary and a mere $19.95 a month plus 4 years of past interviews in the library ready for you to download.  I always say where can you learn from the experts for $10 an hour. I am looking forward to interviewing Dr. Stpehen Jones about the Fear of Speaking- Get Over it! Does the thought of speaking in front of a group evoke fear, make you sweat, start your heart pounding? It’s likely you have glossophobia – the fear of public speaking.

At the end of the month it is my honor to interview my long time speaker, author client Michael Hingson. Michael is the author of Thunder Dog: A Blind Man, His Guide Dog, and the Triumph of Trust at Ground Zero. God does not present insurmountable problems. Instead he gives us challenges, waits for us to overcome them, & then he rejoices . Join now.

- Workshops in LA, Orange County and Atlanta.  See all workshops

- One-on-One consulting on Speaker Marketing and or Presentation Branding Skills and Book Mentoring on the phone or in person in Los Angeles.  This month we are hosting a client from Colorado for a private three day training.  How can we assist you?  We customize for your needs and concerns.

Speak Your Way to More Business

Susan Levin, Speaker Services, susan@speakerservices.com

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TIPS & ADVICE

LinkedIn Group

Professional Keynote Speakers – by Jorge Olson

Discussion: How do you become a public speaker?

- Lenny Laskowski, http://www.LJLSeminars.com

Many people who start out in the speaking business need to remember that it “IS” a business and you need to learn and understand how the speaking business works. Like most business it does change and you need to find what works for you in terms of growing your business. For every business who swears by using “cold calls” as an approach you will find other’s who NEVER use cold calls.

Find yourself a mentor who is doing what you want to do and in the industry you want to work in and learn from them. Take marketing courses and seminars. Attend workshop and seminars on the speaking business and learn from others. At the same time, you need to find what works for you and what style of marketing works for your personal style.

Also, do not remember to keep good records and who you speak to and interface with so you can follow up.

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5 Tips to Avoid Losing Your Shirt with Your Seminar

Daphne Bousquet,  http://eventstrategysolutions.com

It happens to too many people. Grand plans, big vision. You plan, you project, you try to manifest and then you find yourself in a huge hole that you spend the rest of the year trying to get out of.

Yes, I am talking about events. Has it ever happened to you? You poured your heart and soul into planning a seminar and all you ended up with was an empty wallet and crushed dreams? And you wonder what happened?

You see other coaches and expert put on huge seminars and they are making a fortune. What could you have done differently? What do they know that you don’t?

It breaks my heart, because workshops and seminars are powerful tools that transform people’s lives, both attendees and seminar leaders. When done right, they are extremely lucrative and I am not exaggerating when I tell you that you can make more money in a single weekend than most people make in an entire year.

Our coaches tell us to think bigger, they show us what is possible. However, many times what works for them, may not work for you. So you dive into planning the workshops and seminars thinking big, all the while you are missing some critical steps that make the difference between success and utter disappointment.

What can you do to avoid that? Here are 5 tips to avoid losing your shirt and make your next seminar truly one that is transformational for you.

Start small

You may want a seminar for 100 people, but if this is your first one, start small. Keep it intimate and exclusive. It will give you a chance to test the waters, your marketing and your conversion rates. It also keeps your costs down, which is important for obvious reasons.

Focus on your ideal attendee

Who is he/she? Talk to that person and that person alone in your marketing. If your seminar tries to be too many things to too many people, it will not be anything to anybody. Your marketing becomes too broad and ambiguous and no one responds to vague and generic. Be precise. What benefits does your seminar offer and who is it perfect for?

Book your venue as late as possible

I know I am going to get in trouble with my former colleagues in the hospitality industry, but the fact is this. Most seminar leaders who have lost money on their event ended up paying thousands of dollars to hotels for rooms and services they never used. Start marketing and selling tickets before you sign your contract. Once you sign it, you are committed, whether people show or not.

Allow plenty of time for marketing

Start promoting now. Yes now. The more time you have to market your seminar the better. Most seminar leaders fail because they didn’t allow themselves enough time for their marketing campaign. For a multi day event, you will need 6 months. Minimum. Preferably 8 months. That gives you time to add value, build your list, line up promotional partners and create a campaign that gets the butts in the seats.

Have a back end plan

Your seminar should not just depend on tickets sales. You should have a comprehensive plan for generating revenue with your seminar. That means multiple streams of seminar income. Know what you are offering and when. Don’t rely on only 1 or 2 ways to make money from your seminar. There are at least 10, so use them to your advantage.

Daphne will be a featured speaker at Talk Up Your Business, Master the Message, Master the Marketing, Atlanta Sept 30 & Oct 1.  See http://t.co/cu0bNfE

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How Sponsors Define Value

- Vickie Sullivan, http://www.sullivanspeaker.com

Many experts who speak are looking for sponsors to pay their hefty speaking fee.  And sponsors are still doing that buy asking host organizations “how can you provide more value?” first.  Here are a couple of ideas inspired by veteran sports professionals in their sponsorship deals:

Community outreach.  Every sponsor wants more exposure than the event.  How about finding out who their target market is and participating in that?  For example, if your banking sponsor wants to reach out to business owners, why can’t you do an extra session for that audience?

Product placement.  TV shows and movies have taken this to a whole new level with more subtle references.  Can speakers do the same with examples and stories that feature the sponsor?  Let’s go one step further:  in the name of interactive learning, is there any way to demonstrate the sponsor’s product or service?  Use them as a case study perhaps?

Business-building opportunities.  These sponsors are partnering to expand their reach.  Does your community have value to them too?  How could you facilitate introductions between the sponsors and your business contacts?  A reception maybe?

Suggestions that go above and beyond might be refused by the host organization but your offer will not be forgotten.  Great way to position yourself as a partner rather than just a speaker for the convention.

Vickie Sullivan is recognized as the top market strategist for experts who want strong brands with high-fee buyers. She speaks and consults internationally about selection trends in high-fee markets and strategies that position experts for those venues. Vickie’s articles have been published in national publications ranging from USA Today Magazine to Handbook of Business Strategy. This update is sent to thousands of experts throughout the U.S. and 17 other countries.

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How to Ensure a Powerful Introduction Before You Speak

Post by Lisa Sasevich, www.theinvisibleclose.com

There are two types of introductions—the one where you introduce yourself toward the beginning of your talk and the one that your host reads to introduce you to the audience before you get up on stage. Now, that second introduction may seem like a minor concern, but it’s not; it plays a huge role in establishing your credibility.

Building credibility—the impression that you are an expert with proven results who can be trusted to deliver—is the vital first goal of your presentation. If you want your audience to listen to you and eventually buy from you, they have to see you as credible.

So here is my secret formula and two important tips for creating a powerful introduction for your host. An introduction that sets you up to gain credibility and helps people feel open to you and quickly start to build the trust that is needed to invest with you.

Proven Formula for Getting a Powerful Intro Before You Speak When you’re writing your host’s introduction, keep it short: only 30 seconds to one minute long. Hit the high points and include these elements:

A. Have the host tell the audience why they invited you. For example, your introduction might begin: “We know that you or people you know have been affected by the drastic changes in the housing market. We invited our next speaker here today because her program has been proven to work during challenging times.” This is also where they would include any personal testimonial they have to add if they, in fact, have worked with you.  read on http://bit.ly/kjonkI

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WORKSHOPS IN LA, ORANGE COUNTY, SAN DIEGO & ATLANTA

See all workshops

July 29, Speak Your Way to More Clients, Ursula Mentjes & Susan Levin, Capistrano Beach

“Are you tired of figuring out where to find new clients? It’s time for them to find you!”

Ursula Mentjes (Sales Expert) and Susan Levin (Industry Expert) have teamed up to teach you how to grow your business through speaking!

“Speak Your Way to More Clients was packed with “tricks of the speaking trade”!  Following the examples provided during the workshop will be vital to making my next speaking engagement a great success!”, Carleen Paul, Skills for Success Reading Center

“This is the perfect blueprint for pursuing a successful speaking career!  Getting the actual “HOW” was absolutely priceless!  Thank you, thank you, thank you!” – Janise Graham, Janise Graham Insurance and Financial Services

Learn more

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August, 13 – Market Yourself as a Speaker led by Susan Levin, Marina del Rey

Nuts and bolts of lecture circuit.

Are you a seasoned expert with years of advice and experience to pass along? Whether you are an executive, educator or salesperson you could be missing out on an important source of your income: THE SPEAKING CIRCUIT.  Learn more/register

“Susan has given me a great deal of personal advice which has helped me go forward in my career as a speaker and consultent. I am honored to know Susan and to have the opportunity to work with her.” - Michael Hingson, Speaker & Author

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Tweets & Blog Posts of interest:

- Speakers, Authors, Experts R yr marketing materials professional? R u getting noticed? No? Might be the writing! http://bit.ly/pUNiLa

- Social Media Use Nearly Doubles as Audiences Grow Older : MarketingProfs Article http://t.co/pihtYzt via @marketingprofs

- Seven Ways to Name the Decision Makers http://t.co/Lfrj3Kb via @wendyweiss

- 7 Steps to Increase Facebook Fans http://t.co/E3BoCJY via @pc4media

- If God Is Your Co-Pilot, Switch Seats http://huff.to/mrhQPD via @huffingtonpost by BJ Gallagher

- Excellent post How to Create a Value Proposition Positioning Statement with Your Value Proposition – RAIN Group http://t.co/FqhutRB

- 10 Easy Ways To Prepare A Powerful Introduction http://t.co/XXrVEZJ

Post by Lisa Sasevich

Susan Note: View Video below on my thoughts on Introductions

There are two types of introductions—the one where you introduce yourself toward the beginning of your talk and the one that your host reads to introduce you to the audience before you get up on stage. Now, that second introduction may seem like a minor concern, but it’s not; it plays a huge role in establishing your credibility.

Building credibility—the impression that you are an expert with proven results who can be trusted to deliver—is the vital first goal of your presentation. If you want your audience to listen to you and eventually buy from you, they have to see you as credible.

So here is my secret formula and two important tips for creating a powerful introduction for your host. An introduction that sets you up to gain credibility and helps people feel open to you and quickly start to build the trust that is needed to invest with you.

Proven Formula for Getting a Powerful Intro Before You Speak
When you’re writing your host’s introduction, keep it short: only 30 seconds to one minute long. Hit the high points and include these elements:

A. Have the host tell the audience why they invited you. For example, your introduction might begin: “We know that you or people you know have been affected by the drastic changes in the housing market. We invited our next speaker here today because her program has been proven to work during challenging times.” This is also where they would include any personal testimonial they have to add if they, in fact, have worked with you.

B. Include accolades and a personal touch. Then they should list several of your most impressive achievements: the TV appearances, the books, awards, the years you’ve been at your craft or how many people you’ve helped. Also include something personal that sounds impressive. For instance, you have two children at home and you put your husband through graduate school while launching your business from the basement.

C. Tell the audience what they’re going to get. This is where you include your statements of the transformations that your clients get as a result of working with you. For instance, “Today, Susan’s going to teach you how you can lose 10 pounds in 30 days and cut your insulin dependence in half.” Or, “Judy’s going to show you how you can build a six-figure business working part-time from home.”

Having your host end your introduction with the transformation that the audience will get generates excitement. And then you get up there confident and welcomed because they are excited to hear what you have to say, and you’re excited to share it with them!

Bonus Tip 1: Always Bring a Copy of your Host Introduction with You
You can write a fantastic introduction, but if the busy host misplaces it the day of the event and gets up there and wings it, all your effort was in vain. Always bring an extra copy with you. Make sure it’s in large print, easy to read, and before you go on, ask the emcee if he or she has your introduction. If not, you can just hand it over. (This will seriously separate you from the speaker pack and have hosts take notice.)

Bonus Tip 2: Adjust Your Opening Remarks as Necessary
If the emcee botches your intro (it happens!), think fast, because you need to convey the credibility that was supposed to have been established during your introduction. You could do this by mentioning that your business broke the six or seven-figure mark or that you never thought when you started that you’d have more than 200 people in your mentorship program.

If, on the other hand, your emcee does a stellar job of establishing your credibility, then you have the wonderful opportunity to get up there and emphasize your vulnerability, which, along with continuing to build on your credibility, is the goal of your opening remarks.

This is powerful because when someone whom we expect to be larger than life is instead humble and real, we’re surprised and delighted and we like and trust that person even more. Also, it allows people to relate to you better and realize that if you can do it, they can too. Remember, we buy from people we feel like we know and that we like and trust to deliver. So, even this early on in your presentation, you’re setting the stage for record sales.

What introduction tips and strategies have you found to be effective? Let us know on our blog.

Sales-from-the-podium expert Lisa Sasevich has x-ray vision for seeing the sales opportunities that exist in every company, and the creativity to convert them into gold! If you’re looking for simple, quick and easy ways to boost sales without spending a dime, get your FREE Sales Nuggets now at www.theinvisibleclose.com.

Susan Levin on Introductions

Today’s post comes to us from Donna Gunter

Once you have created an information product, you may think you’ve completed all of the hard work. Unfortunately the most challenging piece of product creation is yet to come — the creation of the sales letter landing page where you talk about and sell your product.

Creating an effective sales letter is really all about following a formula. If you look at enough sales letters, you realize that most of them follow the same template. While there aren’t necessarily any hard-and-fast rules, here are 13 steps to help you create the perfect sales letter for your product or service:

1. Headlines. First create an intro headline, which appears in smaller font just before your primary headline and gets your reader warmed up for the headline to follow. Then comes your primary headline, which is a large font in a different font color that must grab your reader’s attention. The best way to get your reader’s attention in your headline is to tug at an emotion, like fear, insider secrets that no one else knows, or how to do something.

Then, you have mini-headlines that are scattered throughout your text. Usually they contain a benefit and are meant to draw the reader’s eye to a certain section of text. They are in a larger font although smaller than the primary headline and in a different color than the text of your letter.

2. Greeting. Start your letter with “Dear , a date, and your geographic location.

3. Introduction. This is section where you reiterate the details of a particular problem suffered by your target market, empathize with those who have a similar problem, outline why it’s important to seek a solution, and begin to drop hints that you’ve got the solution to this problem.

4. Your story and credentials. Elaborate on your background and credentials that make you qualified to sell this product or service, as well as the story that led to the creation of this product.

5. Product introduction. Here’s where you talk more about your product and begin to list and explain the main benefits (not features), or what’s in it for your reader if your reader buys the product.

6. Bullet points. While this isn’t technically a part of the template, you’ll want to make full use of bullet points throughout your sales letter as a way of cleanly listing the many benefits and features of your product. Bullet points make it very easy for a reader to scan your page and pick up the pertinent information she needs to make a decision to buy your product.

7. Testimonials. Testimonials serve as social proof that your product works. If others have purchased and used your product and gained the benefits that you promise, the reader feels more certain that they can purchase it, too, and receive similar benefits. Make your testimonials believable by including a photo, web site URL, phone number, audio, or video of the person giving the testimonial. The more that your visitor can identify with the person giving the testimonial, the more likely she is to purchase from you.

8. Product details/benefits. Here’s where you get to break everything down for your reader, with all of the details of all of the specific components of your product.

9. Your offer and bonuses. Your offer can make or break the sale of your product. Make the offer so irresistible that your reader can’t help but think, “I’ve gotta get that!” When you add bonuses to the mix, you increase the value of the offer immediately. Make sure that your bonuses are directly related to your main product so that your reader sees the enhanced value.

10. Guarantee. Make your reader feel safe by offering an iron-clad guarantee that takes all the risk out of the purchase.

11. Price justification. Compare your pricing to other products/services that you sell, or to items your reader might use regularly. Your goal here is to make the price a non-issue for the reader by reminding her how much continuing to deal with this problem is costing her.

12. Final call to action. Again make your offer here, with clear, specific instructions on how your reader can purchase the product. Remind her of your guarantee and any bonuses she receives for purchase. Remind your reader why she should take action now, and include a sense of scarcity here, as in time limits, product limits, or limiting the bonuses to the few xx number of orders.

13. Closing and postscripts (P.S.). Sign off on your letter and include at least one post-script. The post-script serves as a a powerful place where you give readers a reason to go back and consider the offer. Believe it or not, the P.S. the third most-read section of your sales letter, so don’t forget to include at least one. The P.S. is also the last place many of your readers will end up after reading your offer – just before they leave. Your P.S. needs to be the last persuasive offer to get them to stay and buy.

When you follow these 13 steps, you have now created a powerful sales letter. By following this 13-step formula, any online business owner can create an effective sales letter that sells her product or service.

Internet Marketing Automation Coach Donna Gunter helps independent service professionals create prosperous online businesses that make more profit in less time by teaching them how to automate their businesses, leverage their expertise, and get found online. Would you like to learn the specific Internet marketing strategies that get results? Discover how to increase your visibility and get found online by claiming your FREE gift, TurboCharge Your Online Marketing Toolkit, at ==> http://www.TurbochargeYourOnlineMarketing.com

Wendy Weiss, The Queen of Cold Calling

The first rule in “Naming Your Prospect” is to ask for a title not an activity. Do not ask for “the person who makes the decision to purchase….” Making the “decision to purchase…” is an activity and may get you a name, however, it will most likely be the name of someone who is involved but not in a decision-making capacity.

A better approach is to figure out what department the decision is likely made in and then find out who is the head of that department. If, for example, you know that the decision to purchase whatever you are selling is made in the Marketing Department ask for the head of the Marketing Department. This could be the senior vice president, or vice president or director. If you are calling small companies the person you want to reach is most likely the Owner

Once you have identified the appropriate title or titles(there may be variations from company to company):
1. Check the prospect company’s web site. This is the easiest way to find your prospect’s name.Thanks to the Internet, many companies today list executive and/or senior management on their web sites.

2. Ask the receptionist. Dial the company’s main number and ask the front line person who answers the line for the name of the person who has the appropriate title. Be prepared to throw out variations of that title as different companies may use different titles for the same type of position. When you are calling large companies receptionist s do not screen calls. That question, “What is this in reference to?” is actually a request for information. Keep suggesting titles until one sounds familiar to that receptionist.

3. Call the Chief Executive Officer. The theory here is that Executive Assistants know everything.Call the CEO’s office and ask the Executive Assistant for some help, “I’m wondering if you can help me.” Tell the Executive Assistant exactly what you need and she will more than likely point you in the right direction.

4. Randomly change the general switchboard number extensions. If the switchboard number is 5000, call 5001, 5002… until you reach a human being. It won’t be the right human being, but that’s ok. Once you reach a human being ask that person to help you, “I’m wondering if you can help me.” Ask, “Do you have a company directory?” When asked, most people are very happy to help.

5. The made-up name. Sometimes companies will not give out information unless you have a name. In this case, make up a name and then ask for that person. The switchboard operator will tell you there is no one there by that name. You then say, “Oh, (Made up Name) used to be the (Title). Who has taken over for her?”Many times this will work to get you the right name.

6. Ask a sales person. Call the sales department and speak with a sales person.Say, “I’m wondering if you can help me.” Sales people will understand and if they can they will help you. Tell the sales person exactly who you are trying to reach. If they do not know the correct name ask, “Do you have a directory handy?Could you look that up for me?”

7. Ask Customer Service. Customer Service is there to help. Call them and ask for help, “I’m wondering if you can help me.” Many times Customer Service can give you the information that you require. Again, if the Customer Service representative does not know the correct name ask, “Do you have a directory handy? Could you look that up for me?”

With these seven ways of naming your prospect, finding the decision-maker should never again be an issue.

Wendy Weiss, “The Queen of Cold Calling,” is a sales trainer, author and sales coach. She is recognized as one of the leading authorities on lead generation, cold calling and new business development and she helps clients speed up their sales cycle, reach more prospects directly and generate more sales revenue. Contact her at wendy@wendyweiss.com. Get Wendy’s free Special Report, Getting in the Door: How to Write an Effective Cold Calling Script, at http://www.wendyweiss.com.
© 2010 Wendy Weiss

An important element of your business is testimonials.  I teach my clients to collect their testimonials from their speaking engagements and add them to their marketing packets, blogs. flyers and websites.

LinkedIn has a recommendation section where you can write testimonials about your colleagues.  The following testimonials came from LinkedIn.

Here is how I will use them:  Posting it right here on my blog, adding it to my speaking coaching page on my website.

It is tricky to say I am the greatest…however, if you use a third party endorsement you can say Executive Coach, so and so said ….. Now you can add it to your bio and speaker introduction.

I love the following words.  This is how my colleagues and clients rate me on LinkedIn.

Qualities: Great Results , Personable, Creative, Expert , Good Value, Integrity

“Susan is a brilliant, dedicated and enthusiastic teacher and coach. She has helped my sister to develop professional skills in public speaking, in front of live groups and on video. Her seminars and newsletters are chock full of invaluable information yet despite her popularity, Susan treats everyone as a unique and important individual. I would highly recommend her.”
- Sigrid Macdonald, Writer , Freelance

“Susan offers a great deal of information at an affordable price. Her speaker services calls and services offer a great deal of support for speakers.”
- Jeanette Chasworth, Interior Designer

“Susan helps speakers grow in their skills and marketing capabilities. She invests her time, energy, passion and expertise to develop others. I worked with Susan at a speaker showcase and video production session in Beverly Hills, and got fantastic results from the event and the video. I highly recommend Susan to anyone who wants to boost their speaking career to the next level.”
- Gene Mage, Speaker

“Susan provides a toolbox of services and experts for the business person or author who wants to develop a revenue stream from speaking engagements. I used both her training and directory and more than doubled my speaking revenue in less than 90 days.”
- Betty LaMarr, Executive Coach, Speaker

“Susan Levin will push you into greatness. She knows what needs to be done to help you and she will make sure you get there. She has an amazing capacity to attract some of the best speakers and teachers to her seminars.”
- Gurutej Khalsa

“I had the occasion to refer a client to Susan and Speaker Services. The reports from my client were glowing, beyond her expectations. She reported tremendous value from the experience with Susan. I will refer to her again and again.”
- Rory Cohen, Founder and President , Entelekey, Inc./Take 10 now

“Through her web site, www.speakerservices.com, I have received several speaking invitations which turned into contracts. Susan is well connected in the speaking community and is willing to share her connections and vast knowledge. Whenever ANYONE asks me how to begin a public speaking career my FIRST recommendation is that they visit Susan’s web site and join her networks. Susan has also given me a great deal of personal advice which has helped me go forward in my career as a speaker and consultent. I am honored to know Susan and to have the opportunity to work with her.”
- Michael Hingson, Speaker

“Susan is a great resource for anyone who wants to expand their talents in speaking and writing. I have worked with Susan on several occasions and she has always been helpful with great advice. You can count on Susan to give you un-biased advice that is in your best interest. Her company, Speaker Services is worth your investment if you want to become a speaker or writer for profit.”
- Steve Martinez

“I first met Susan at a meeting for the National Speakers Association and heard her speak. She offers wonderful services for anyone who is thinking about becoming a speaker professionally. I recommend her services highly.
- Basia Chris, Marketive”

“Susan is just amazing at getting new speakers up and running in the profession.”
- Debra Valle, Coach

“Susan’s years of experience pay off! She is able to help clients always create a professional product that will take them to the next step on the way to their goals.”
- Camille Leon, President , WAVEgeneration

“Susan has a tremendous wealth of knowledge pertaining to the speaking world. Her events are extremely entertaining and filled with useful information from people at the highest peak in their speaking careers. I was introduced to Susan three years ago at the start of my new career. I wanted to learn how to become a more effective speaker, however life and mainly fears gave way to me avoiding a phone call to Susan. That changed a year ago when I enrolled in the Speaker’s Bootcamp. Along with Jack Barnard, Susan has taught me so much that week about the art of speaking but mainly, the spirit within me to capture my audience. I highly encourage anyone interested in learning about how to become a speaker to contact Susan and her band of merry teachers. You will be a better person for it; even just to be in her network.”
- Keav Ung , Financial Consultant , Retirement Benefits Consulting

“Susan does such an amazing job of putting on seminars that really help people improve their speaking abilities and effectiveness in any environment. She also has an ability to attract great people to her workshops so that you are surrounded by high level instructors and fellow students. I highly recommend her to anyone interested in speaking.”
- Raul Martinez

“Susan is a long-time pro when it comes to helping people get going in the speaking business, and I say that in a good way. She is constantly looking for ways to help new speakers get their acts together-literally-and to help them create successful speaking businesses. The people she hires to help her are all.”
-Alan Stafford

“Susan is incredibly generous in sharing her knowledge. Her private consultations yield great results. She also creates powerful events with wonderful networking opportunities as well as top-flight experts in the speaking industry. Susan has a deep commitment to offering high value at reasonable prices – I highly recommend her and Speaker Services!”
- Moira Shepard

“I would strongly recommend Speaker Services to anyone who is thinking about using speaking in public to enhance their business. Susan is professional, available, knowledgeable, generous and I always had an excellent return on my investment from Speaker Services!”
- Jessica Waters [Duquette]

“Susan is a tenacious networker. This manifests itself both through her exhaustive online as well as offline projects. She really spends all day, every day, keeping her ear to the ground to be aware of opportunities, best business practices and the latest useful tidbits. While this would have the potential to be distracting in another individual, in Susan it creates a comprehensive knowledge of the speaking industry at all levels and from all points of view.”
- Sam Levy, Netman

“Susan Levin is an expert in the field of Speaking and Training and has truly helped me launch my speaking career. In addition, she has connected me with phenomenal speaking opportunities and wants to see all of her clients and business associates succeed. I highly recommend Susan and her company, Speaker Services!”
- Ursula Mentjes, Author, Speaker

“I have taken Susan’s Media Speak, Speaker Summit and Market Yourself as a Speaker workshops. Susan offers AMAZING value and goes above and beyond to make sure that her students are successful. Her speaker listings are excellent. I recommend Susan as a top professional as well as a compassionate and caring person.”
-Carole Hodges, Speaker, Coach

“Susan has a passion and dedication to helping business people demonstrate their expertise through speaking and getting media attention. She knows the best people and is a wonderful resource. She really wants you to succeed.”
- Dr. Jeanette Raymond, Therapist

“Susan has been an invaluable resource for me. Because of Susan, my presentation skills have increased, my confidence as a speaker has increased and she has introduced me to wonderful people who have been tremendously helpful in other ways. This includes media experts, radio and TV hosts, etc. In addition, the video demo on my website was done by her company. If you want to make speaking a career or use speaking as a vehicle to enhance your business, choose Susan Levin as your # 1 resource.”
- Todd Creager, Therapist, Author, Speaker

“Susan is a great coach in professional development. I’ve learned a great deal from Susan Levin and her organization on public speaking presentations, self promotion, and marketing. I highly recommend her for your professional needs.”
- Susan Orosco

Just thought I would let you know that I have been getting hit after hit after hit on a comment I made on a CNN article on Professional Speaking for a living. EVERYBODY wants to know how to get their name out there.  I am letting the folks who contacted me regarding a career in speaking know about your services and the upcoming Speakers Summit. The support I have received from you has TRULY paid off.
- Marja Lee Freeman

Susan Levin is a marketing consultant for speakers and authors.  She is the owner of Speaker Services since 1992.  The online directory Speaker Services brings speakers and audiences together.  She can be reached at susan@speakerservices.com

Post from Vickie K. Sullivan from RainToday

By now, it’s old news. Experts know that speaking at conferences and conventions builds a platform of credibility, visibility and “brandability.”

The Assumption: That giving a great speech to the right audience will automatically ensure a steady stream of clients.

The Reality: Getting applause and getting clients are very different things.

Getting applause doesn’t mean that you’ll get clients. There’s a difference between an attendee thinking “Oh, what a nice speech” and “We have to GOT to bring them into our organization!”

The above distinction begs a few key questions: Why do so many great speeches not generate more clients? Is speaking just for “brand-building? Is it impossible to get clients without “pitching from the podium”?

Many experts have given up on speaking as a lead-generating tool. They either resign themselves to speak only to develop credibility or use the “speaking can’t generate clients” argument to demand speaking fees (which they can’t get for the reasons listed below). The issue isn’t about realistic expectations – speaking will give you whatever you want. It’s very possible (and lucrative) to get clients without pitching.

The problem is focus. We pay so much attention to giving a great speech that we don’t see the speech for what it really is: a focal point for other outcomes. Below are three of the most common ways experts shoot themselves in the foot every time they open their mouths.

MISTAKE #1: OVERSTATED CONTENT

Why is speaking such an effective lead-generating tool? Because it allows experts the opportunity to differentiate their work from their colleagues and competitors.

Even better: This differentiation occurs in a high trust environment. The audience assumes the expert is a credible source of information even before a word is ever spoken. That assumption makes audiences more receptive to the idea that this credible person can help them individually. (Unlike the typical sales situation, where credibility is not assumed and the “audience” can be more skeptical.)

So what do many experts do? They blow this great opportunity by providing content that is a mile wide and an inch deep. They provide a large laundry list of ideas that don’t question current thinking, that don’t give the audience a fresh perspective complete with quotes from other authors of best-selling books. Result: the audience is not attracted to “think” with you. There is no reason to remember you after the applause dies down. It’s off to the next concurrent session…or lunch.

Key Strategy: Narrow Your Focus, Broaden Your Appeal.

Experts who try to be everything to everybody will attract no one. Instead of cramming three days of content into one hour, create immediate attraction with an overall “manifesto” that sets up a specific point of view. Then follow up with specific insights that can be applied in many situations.

Example: Instead of listing 25 solutions on stress management, create a “grace under pressure” manifesto with specific insights on reframing situations.

MISTAKE #2: LACKLUSTER PERFORMANCE

Especially in the conference and convention market, good speaking skills are expected. Even “free” speakers are expected to be entertaining (or at least not boring)! What separates experts now: the signature style™, a way of communicating that sets you apart from other speakers. Again, potential clients are looking for the “fit.” Speaking allows attendees to not only check out your point of view, it also helps potential clients make decisions about the experience of working with you. Your style conveys what kind of experience they could have.

How you illustrate your points is the best venue to show your style. Do you use stories? Metaphors? Examples? Does your humor let the audience know that you take your work, but not yourself, seriously? A pro uses all of the tools in the toolbox. Tell-tale signs of an amateur communicator: your stories ramble and are “slow.” Your explanations go from explaining to “preaching and teaching.” Your choice of stories focuses on you, crossing the line between confidence and arrogance. And humor is no where to be found.

Key Strategy: Stories Are Strategic.

Avoid the “how great I am” angle; make the client or other party the “star.” Better yet, make yourself the butt of the joke. Cut the details down to only what’s relevant; this will make room for your natural humor to shine through. Use a metaphor instead of a story if you have to explain the point after making it. Metaphors create instant word pictures and don’t take up as much time as stories.

MISTAKE #3: NOT ENOUGH LEVERAGE

Speaking is like any other tool — its effectiveness depends on how you use it. Many experts use speaking in a vacuum, thinking that every speech will create clients.

The Reality: Not all audiences are created equal. Program planners are depending more and more on experts who are willing to waive any speaking fees. Therefore, the case for “good exposure” is being bandied about in every conversation. It is up to the expert to decide when to accept and when to decline a speaking opportunity.

Another reality check: a qualified audience doesn’t guarantee sales. Experts who have a systematic approach to interact with that audience before and after the speech have a better chance of getting clients. Why?

Because attendees are not focused on “shopping” for additional help during the speech. They are focused on getting take-away value. Give the insights and show your credibility during the speech, and the attendee will give you permission to continue the conversation. Or better yet, permission to take a “baby step,” a low risk service or product that will show direct application of your work to the client’s problem.

Key Strategy: Don’t Assume That Every Speaking Opportunity Is A Good One.

Make sure that the demographics are in your favor and that you have access to the group before and after the speech. Springboard beyond this one-time exposure by offering something customized to the audience in exchange for business cards/email addresses. For the more serious “but not yet ready” folks: create a low-risk “trial” that will allow the prospect to see a direct application of your work. Make sure you don’t pitch your services during this session!

Example: A low fee, one-time only coaching or consulting session.

A CLIENT-GENERATING TOOLBOX

Given the above obstacles, is there light at the end of the tunnel? Good news: there are many tools at our disposal that will attract and convert clients from every speech. Below are three outcomes you need to attract clients and the tools you have to overcome the odds.

The first outcome is to generate initial interest. You want to attract by curiosity. Your intelligent distinctions and rhetorical questions alert the audience to the value of thinking with you. The tools at your disposal: an introduction that lists specific outcomes from your work; an opening story or statement that reflects your manifesto; and the nuggets of wisdom in the body of your speech.

The second outcome is to answer the internal questions. There are two questions every audience member has about the speaker. First, the audience wants to know if you work with people like them. Examples and stories about your clients will show attendees that you can work with them, too. Second, participants want to know if you are as good as you appear. Focused content with great distinctions will prove your competence.

The third outcome is the direct application of your expertise. This outcome is the “closer” to many sales. Potential clients must know that your expertise will provide specific solutions to fit their specific need. They may like your stories; they may think you are smart; but without knowing how to use your expertise, many attendees will put off buying from you. Best tools to avoid this pitfall: any interactive exercise or rhetorical questions. And of course, your baby steps provide individual attention to those who are serious.

Public speaking is a very powerful tool. Too many experts sell it short. They blame the “audience” for not buying, or blame the tool itself.

The Bottom Line: The podium is a platform. What happens on that platform drives the outcomes. What happens before and after appearing on that platform drives the outcomes. The outcome is up to the expert, not the audience.

My observations:  Presenters often forget that their introduction is a piece of their marketing.  It gives us an opportunity to seed our marketing and let the attendees know who we are.It is vitally important that you write your own introduction and not leave it up to the person who is introducing you.  Actually send it ahead to that person and you can also add it as one on the links on your meeting planner page.Please remember to say what you are talking about that day and also to say please help we welcome…….

The following post comes from the blog http://www.theaccidentalcommunicator.com

We spend all of this time coming up with our next speech, getting each and every word just right, practicing the speech, the gestures, the pauses, only to get killed before we even open our mouths to speak.How does this crime occur? Simple – whoever is running the show delivers a bad introduction and then turns the stage over to us. Just imagine the total silence that grips the room then – all of a sudden there is no excitement about who you are or what you are going to be saying.

Talk about having to dig yourself out of a hole before you even start!Michael Varma is a professional speaker who had found himself in this situation a number of times and has come up with some ways to avoid it.First off, as a presenter you’ve got to spend some time thinking about just what an introduction is designed to do.

In the world of professional comedy, a warm-up act comes out before the main act. The role of the warm-up act is simply to get the audience used to laughing. This makes things much easier for the main act – the audience is already conditioned to laugh no matter what the main act says. An introduction does the same thing for a presenter.As a presenter, you need to come up with a good introduction for yourself and your speech. A good introduction needs to contain three things:

• Content: What are you going to be talking about? This is designed to grab your audience’s attention so that they will be eager to hear more.
• Context: Just knowing WHAT you will be talking about is not enough, your audience needs to know WHY you will be talking about it and why they should care. Providing them with this information will start to build a bridge between you on stage and the audience even before you start to speak.
• Credibility: Providing the audience with a reason why you are the best person to be talking to them about this topic is the final part of an introduction. All too often we put too much information here (we are, after all, proud of ourselves). In all honesty, one or two sentences does the trick.

Look, you can’t always control the way life goes and sometimes you will be introduced poorly. However, if you write out your introduction, print it out nice an large and provide it to your introducer BEFORE he or she goes on stage, then you will have done your best to avoid being a victim of the crime of a poor introduction.

Scott Ginsberg offers valuable tips on nonverbal communication. Try a few of his tips the next time you are networking and see if it makes a difference!

Your nonverbal communication talks before you do. According to most interpersonal communication textbooks, only seven percent of interpersonal communication is transmitted verbally—the remaining ninety-three percent speaks for itself.

And, because nonverbal communication is learned and practiced on an unconscious level, you won’t be aware that you silently scream, “Please don’t talk to me!”

When you enter a room full of associates, clients or friends, each of them intuitively asks one crucial question: are you approachable? If the answer is yes, the conversations in which you engage will be initiated with ease and comfort. You make new friends. You create new contacts. And you will not have to suffer through another meeting clamped to the snack table. However, if the answer is no, there won’t be any conversations! As a result, you miss opportunities to create connections and meet valuable people.

It is vital to understand some of the non-receptive behaviors that hinder your approachability. If you avoid the following six barriers to communication, you will become more accessible to the people around you. As a result, you will welcome better business and social opportunities to transform strangers into valuable connections.

Eye Avoidance

To start a conversation with a person whose eyes are fixated on the ground is about as easy as hurdling over that person! This is why numbered lights always reside at the highest part of the elevator door—so you don’t have to talk to the person next to you! You gaze at the beautiful yellow numbers ascending to the penthouse while your conversation plummets to the basement!

In his famous book The Presentation of Self In Everyday Life, Irving Goffman stated that eye contact is the single most effective indicator that conversation is desirable. When you avoid it, you will be perceived as anxious, uninterested and bored with the conversation and the company.

When your eyes are focused up, down, away, at your watch, at your notes or simply off into space, nobody is going to talk to you. It’s as simple as that. Remember, eyes always talk. And they always provide valuable cues for approachability.

Lack Of Smiling

If you’ve ever asked yourself, “Why isn’t anyone talking to me?” odds are it’s because you didn’t smile. Of the aforementioned ninety-three percent of communication that is expressed nonverbally, fifty-five percent is through your facial expressions.

When you don’t smile, you look unresponsive and unreceptive to the people around you. You look unfriendly. You look like you don’t want to be wherever you are!

Before you say hello, before you shake hands, and before you even decide to talk to someone, smile. Smile all the time. Smile until your face hurts! Then smile some more. Remember, a smile is your messenger of goodwill. A smile is your free invitation to anyone who wants to have a conversation with you. And a smile, above all, is the most contagious thing in the world. In fact, an article from CNN.com during 2004′s presidental election cited a survey of 1,500 people who voted that a smile was the #1 nonverbal indicator of approachability!

Hand And Arm Placement

As the old saying goes, “You cannot say nothing.” Nonverbal communication expresses emotion, conveys attitude and communicates your personal traits more than any language in the world! A common vehicle for this expression is through hand and arm placement.

Don’t place your hands over your face, mouth or anywhere close to your head. If you bite your nails, play with your hair or tap your fingers against your mouth, forget about it! People assume you’re engrossed in deep thought and unavailable for conversation.

Also beware of the most common, most physical nonverbal barrier: crossing your arms. Even if you’re cold, don’t do it. People won’t want to “bother” you. They will form the impression that you are defensive, nervous, judgmental, close minded or skeptical. Honestly, do you want to approach someone like that?

Posture

Body language is the oldest language. For example, have you ever tried to have a conversation with someone who sat down while you stood up? It’s not easy! If you close your shoulders, turn down your wrists and palms or lean away from someone, you position yourself in a “rejection pose.” This type of closed body language emits an aura of disinterest. If you are not physically open to the people around you, they will physically close the conversational door on your face!

Be certain to keep your posture commensurate with the people around you. This makes everyone feel equal. No one will be intimidated. And no one will be excluded–especially you!

Silence

Silence is a negative influence in the communication process. It creates tension and uneasiness. It makes you look shy, which isn’t necessarily true; but your silence will also be perceived by others as an indicator of disinterest or disagreement.

In regards to silence, one of the caveats to start conversations is something called diffusion of involvement. In other words, everybody thinks someone else will be the first to say hello, and then nobody says hello. And then, silence. Therefore, the longer you wait to interject, ask a question, say hello or break the ice, the more uncomfortable and unproductive the situation will become.

Involvement Shields

Why do people read the paper, listen to headphones or talk on their cell phones at work or in public? To catch up on the news, relax and stay in contact with each other is to be human. But these involvement shields significantly decrease your approachability and result in missed opportunities to create connections.

When you use something to protect yourself from involvement with people, knowingly or not, you put up a nonverbal barrier. These barriers tell others two things: 1) you’re busy, and 2) to start a conversation with you will be an exercise in futility.

Next time you attend a meeting or event, be careful not to spend your “socializing time” clamped to the snack table. Or the brochure table. Or the bar. These are safe havens for the reticent. And by “safe,” I mean silent.

The only thing that stands in your way of transforming people into mutually valuable connections is you. With proper hand, arm and body position, you appear open and ready to talk. With proper eye contact and a contagious smile, you come off as friendly and polite. And, with a continual desire to break the silence without shielding yourself from interaction, others will be happy to step onto your front porch!

Some people will enter into your life and change it forever. Your newest client, best friend, most valuable colleague or even the strangest of strangers awaits the opportunity to interact with, offer help to, or learn from you. Every meeting, event, room, restaurant or public place in which you socialize offers these people to you for the low price of one attribute: your approachability.

Scott Ginsberg is a professional speaker, “The World’s Foremost Expert on Nametags” and the author of HELLO my name is Scott and The Power of Approachability. He helps people MAXIMIZE their approachability and become UNFORGETTABLE communicators – one conversation at a time. For more information contact Front Porch Productions at www.hellomynameisscott.com

Public Speaking Tips: 10 Easy Ways To Prepare A Powerful Introduction
By Thomas Murrell

An introduction is the very first message an audience will hear when you have to speak in public. It can set the scene and make or break a presentation. It is frustrating so very few presenters use this powerful tool. Always request an MC or someone respected to introduce you. This provides instant credibility through third party endorsement.

It is far better for someone else to talk about and endorse your fantastic achievements than yourself!

The more senior, respected, experienced or higher ranked, the greater the credibility boost you will receive. As that well-known phrase goes, you never get a second chance to make a good first impression. So do you leave this opportunity to chance? Or do you want to control every word the audience hears?

It is always best to control the introduction and in particular, write your own introduction and importantly brief the person who will be introducing you.

A well-written introduction you have prepared beforehand also allows you to move smoothly and unhesitatingly from the introduction to your opening.

Here are some public speaking tips and 10 Easy Ways to Prepare a Powerful Introduction when giving a speech for any occasion.

1. It Has To Make Sense.

Your introduction must make sense and cover why you are speaking or have been chosen to speak. Read it out aloud to someone else prior to giving it to the introducer.

2. Keep It Simple.

The best introductions are often the simplest.

3. Keep It Short.

A short introduction will have the most impact. Remember the audience has come to hear you not the introducer. Bill Clinton has made famous his mistake in the US Congress where he took longer to introduce someone than the actual speech. Don’t make this fatal mistake. A good introduction will take between 20 and 30 seconds to read out and be between 3 and 4 paragraphs in length.

4. Make An Impact.

Good introductions make an impact. Ways to do this could be to start with a rhetorical question.

5. Include Personal Information.

Include personal information to make a human connection with the audience. This helps build rapport and empathy.

6. Include The Quirky, Memorable or Unusual.

This helps the audience relate to and remember you. It is also useful as a way of introducing humour or a foil or balance to all your great achievements. The unusual can also surprise and delight an audience. I use my past involvement in the unusual athletic pursuit of hammer throwing to help put a smile on the audiences faces.

7. Link To The Opening.

Make sure you have a link in your introduction to segue seamlessly into your opening. Remember the introduction and your opening are NOT the same. 8. Have Large Font.

Make sure the introducer can read the introduction. Keep the font as large as possible that will comfortably fit on 1-page.

9. Brief The Introducer.

Always brief the introducer on pronunciations and any stage directions. It is especially important for them to shake your hand to give you confidence and energy and permission to connect with the audience.

10. Give Them Plenty Of Time To Prepare.

Avoid handing the introduction to the MC at the last moment. Give them plenty of time to prepare and rehearse. Most are nervous and will want to do their best. Always avoid the credibility sapping experience of them saying ..”So and so has just handed me this and I’m just going to read it out.”

Don’t laugh it has happened to me and nothing dampens your energy and enthusiasm as a presenter more than being introduced with that line.

Here is an example of an introduction I use:

INTRODUCTION FOR THOMAS MURRELL – Presentation Skills How can you more effectively get your message across? More importantly, how can do you this when delivering a speech?

Our guest presenter today is an International Business Speaker, consultant and award-winning broadcaster He is recognized by his peers as a Certified Speaking Professional or CSP, this is the industry’s highest award and there are only 53 people with this in the whole of the Asia Pacific Region.

His company 8M MEDIA & COMMUNICATIONS provides solutions to media, marketing & communication issues for Top 500 companies, government organisations and leading Universities.

In a former life he was a radio & TV presenter, executive producer and Senior Media Executive, describing his 12 years at the Australian Broadcasting Corporation as an “apprenticeship”.

A graduate of three Australian Universities, he gained his MBA in marketing from the University of Western Australia and is a former National Junior Hammer Throw Champion!

To talk about Powerful & Persuasive Presentations, please welcome MR THOMAS MURRELL (turn to Tom & shake hand).

Please feel free to use this as a template and modify it for your own situation.

Thomas Murrell MBA CSP is an international business speaker, consultant and award-winning broadcaster. Media Motivators is his regular electronic magazine read by 7,000 professionals in 15 different countries. You can subscribe by visiting http://www.8mmedia.com Thomas can be contacted directly at +6189388 6888 and is available to speak to your conference, seminar or event. Visit Tom’s blog .