Yesterday I gave a presentation in Washington DC on the topic of "Millionaire Marketing" to a private women's group.
Afterwards, after everyone else had left, a brilliantly dressed silver-haired woman approached me . . .
"Catherine, I loved your presentation. I know you have been doing these for some years. It shows. I have a question off-topic. May I ask it?"
"Fantastic! I love questions. Ask away," I answered.
"Thank you. Is there a difference between speaking for a fixed fee and speaking for free? I mean, is the marketing strategy different?"
I asked for her name. Let's call her Betty for privacy sake.
"Betty. Yes, there's a B I G difference."
"Well, I've been doing complimentary presentations for the past year and they don't seem to be helping my business growth."
"Well, Betty. When you're been doing presentations to get clients or sales, you need to begin by evaluating two things. First, you need to evaluate your sales close rate from the engagements you have been doing.
After you have this . . .
You need to know what the price point is for your back-of-room package(s). Back-of-room package(s) can be physical products or unphysical items such as services or another event. What's happening with your back-of-room package sales, Betty?"
Her face paled. And I had my answer. She went on to justify her reasons for giving free presentations. After a few minutes . . . I asked her to stop. Ego justification just doesn't work as reasoning. Your presentation is either delivering or not. It's that simple.
What isn't simple is why isn't it working.
I helped her calculated her conversion ratio from participants to sales.
Then we talked about her marketing strategy before, during, and after each presentation. Too many pieces were missing. And at this point, the hotel personnel had shuffled us to the third chair set so they could clean. It was time to close.
Betty walked away mystified, yet full of hope on new possibilities, yet mumbling about how much time she's wasted.
Is this happening to you?
If you are not making better-than-breakeven backend sales from your presentations, then you and I need to talk. The solution may be easy and maybe not. If it were simple I'm sure you would have figured it out by now. I know you've read tons of how-to material on this. I'm also sure you're missing the specifics of what and how it works for you. I know you aren't a Tony Robbins or Seth Garth. Otherwise, you wouldn't be reading this. You're "Joe the Plumber" who wants to build his plumbing business, have a good lifestyle, enjoy life more, and help others do the same.
Imagine giving complimentary presentations, not feeling guilty that it's free, because you have proven results that both you and the audience are getting equal value.
When you have the right strategy -- the right plan that matches with you, your topic, your audience, and your objectives, the results will be there. If the results aren't there. Then all the ego justification in the world isn't going to change it. Imagine having the answer in one session together.
You don't need to buy more books and spend valuable hours reading through them to find the specific answer that's going to work for you. You don't need to follow someone else's model who doesn't have the same objectives, topic, audience, or goals. Your speaking topic is as unique as you are. Treat it as such.
Contact me or my VA, Annette, today so you have the time before your next presentation to button down the hatches and change your conversion rate forever. You will not have to buy anything else in the future, because you'll have the key. The keys that specific apply to you, your topic, your audience, and both your successes.
Allow me to help you become the successful speaker you see in your vision.
Catherine
