Give Your Offer Some Sizzle (a.k.a. How to Comfortably Close the Room)

HOW TO COMFORTABLY CLOSE THE ROOM with CONFIDENCE.
BONUSES_ Give Your Offer Some Sizzle
Part of being confident and comfortable when you make an offer….
is knowing you’ve put together one helluva package for people to say yes to!

Because when you’re excited to offer your program and all its sizzle to people…
they will be excited to say “yes!”.

Be sure your BONUS PACKAGE meets these three very simple (but critical) guidelines.

1. All bonuses must have value (don’t lump in a bunch of dusty, old “free sh*t”)

BONUSES SHOULD ALSO…

2. Ease a concern or objection the person might have about your program/product/service

…or…

3. Help Remove Obstacles and/or Accelerate Results

Here are some simple bonus ideas anyone can use. Plus, I’ve added some real-world examples and action steps below.

* Live Event or Workshop Ticket (yours or someone else’s)

* Private Session with You

* Virtual Training

* Live Training or Call

* A Review or Critique

* A Critical Checklist

* Easy to Use Template

* Spreadsheet

* Screenshare “How-To” Video Tutorials

* Time-saving Sample Scripts or Forms

What does this look like in action?

Here’s a simple example. When people join the Start Me Up with Speaking Club we give away a ton of cool bonuses that make it easier to get started faster.

A few “quickstart” bonuses from inside the Start Me Up with Speaking Club:
> “Get More Gigs” Booking Script & Psychology

> Speaking Referral Form Sample
> Speaking Gig Workflow
> Order Form Samples

Order Form& Bonus Pic

These types of bonuses speed up progress, because we’ve already done the testing, and we know these scripts, forms, and templates are proven to work. So a client can simply swipe em, customize em, and go.

ACTION STEP 1: What forms, samples, or templates have you’ve already created for your own business, that could help save your students time & energy?

We also add in SECRET BONUSES into our program (which add a nice BOOST to your client’s experience) & bonuses that help people progress through what might otherwise become a sticking point or reason to not move ahead.

For example, when clients come into our Start Me Up Club, sometimes they worry about how they will craft their talk. Crafting a new signature speech or talk, is a place where we see people get stuck in “thinking” mode. So I created a 3-hour virtual Talk Creation Workshop, where I lead you through the Command Any Room talk structure…step-by-step, so that by the time we’re done, you have your talk mapped out. (This is an example of a BIG BONUS that is NOT advertised on our sales page for the program.)

How to Craft Your Talk Bonus Workshop with Kristin Thompson

ACTION STEP 2: Where might your students get stuck? What additional training or support can you offer, so help them feel more free to say yes?

ACTION STEP 3: Review your bonus package and ask yourself if it meets the the 3 key criteria.

Do your bonuses ADD VALUE, ADDRESS A CONCERN OR OBJECTION, or SPEED UP PROGRESS. These types of bonuses are what people will value and appreciate most!

Let us know what you might shift in your bonus package in the comments below. 🙂

If you’d like to learn more about how you can use speaking to grow your business, you can click here to download the Start Me Up with Speaking Guide & sign up for free class too: Http://www.TheSpeakingWebinar.com.

Want to check out the Start Me Up Club?
Click here to take a peek at Start Me Up Club now.

It Doesn’t End at “Yes!”: 7 Ways to Welcome (& Keep) New Clients

The Only Thing Worse Than Having No Sales…
is LOSING a SALES YOU actually MADE! Ugh!

Don't leave your new client in the lurch(1)

 

Its likely you’ve had this experience…
Because I’m quite sure everyone has has at LEAST once.
(I’ll share what happened to me in a min)

Its Friday afternoon and you’re on a phone call with a potential client.

After explaining how you can help them…
They say “yes”! You’re so excited! You’ve got a new client!
You go out to dinner and celebrate.

You return to work Monday morning
to find an email from that person saying that
after some additional thinking, the timing just isn’t right.

(or whatever the reason may be)

Making a new sale is all gooooood, until it isn’t.
Because making the sale REALLY is the FIRST step.
Next you need to know how to KEEP IT.

KEEPING THE SALE isn’t just about YOU.
Its about treating new clients well, and
helping the client stay on track so that
they can actually accomplish their goals….
with your help.

Let’s take a time machine back to 2011….
I was growing my business,
and had JUST crossed over into $8K and $10K months.

And as you can imagine I was pretty excited.

But you might have heard the term,
“New Level, New Devil” and I was
about to experience that little saying in real life.

So I went to speak at Suzanne Evan’s Be the Change.
And it was my first time speaking outside of Portland.

I had lots of experience speaking & selling locally
and now I was excited to try my hand using
my speak-to sell strategy at this event.

(By the way, if you have a big opportunity coming up… and you’d like help creating your own plan to ROCK YOUR TALK & PROFIT BIG, please email Support@SpeakServeGrow.com and let my team know you’re interested in a VIP strategy session with me, to see if we’re a good fit.)

Okay so back to the story…

THE GOOD NEWS….
It all worked as planned.
We got a rush of visibility and leads and new clients who said, “Yes”!

By the time I left the event I had closed $20,000.00 in new business.
(and that number would more-than-double quickly after the event)

The BAD NEWS…
I returned home to find sales slipping away.

In fact, as soon as I sat down at my desk Monday morning,
I got the email that a new $5,000.00 client was gone.
WOMP WOMP.

I was ready to throw up.
I felt like a failure.
In fact, it felt worse, than never having the sale in the first place!

But I learned a VERY important lesson that day.
And now I share it with you.

KEEPING THE SALE is part of how you serve.
Its how you serve the client.
Its how you serve yourself.
Its how you serve your business.

So…. Here are my 7 Quick Tips to HOLD THAT SALE.
7 Tips to Help You Hold the Sales You Make
Want to download the PDF version for reference?

Click Here & I’ll Send You the PDF Version Direct to Your Inbox!
(along with a link to another free goodie you might like)

1. Run all sales within 24 hrs.
This helps new clients feel well cared for, and respected.
It shows that you take their business seriously, and you
and your team are on top on things.

2. Have a “Welcome” Email Sequence Ready
Be prepared for the “yes”. Take a moment to consider
how you can automate follow up messages so that new clients,
don’t JUST get charged, but that they also get a warm
welcome message and a way to get them started right away.


3. Begin with a “Congratulations!” message
Remember that saying yes to working with coach, consultant
or expert is a big decision, that cn feel quite scary. Respect this
leap by being there on the other side to say, “Hey rock star!
You made a great choice!”.

4. Send a video message to calm buyer’s remorse
The next best thing to being with your client in-person is video!
A great to to stay connected and calm nerves is to create a
welcome or “here’s what’s coming in your program” video…
even a casual iphone video would work well.

5. Send Email with Case Studies or Social Proof
Just when your new client starts to worry if they will be
successful, you can send them an email (or video) with hot
case studies or testimonials. Show them they can do it!


6. Use “Pre-Training” or “Orientation Calls” to Fill

in Gaps between the purchase date & program
start time.
Sometimes there’s a bit of a gap between when someone says, “YES!”
and when the program actually starts. Whatever you do,
don’t leave people in a void of radio silence. Stay in touch,
and bridge the gap with pre-content, prep work they can do,
or a simple orientation call.

7. At Live Events & Speaking Gigs Give Away Hard
Products or Physical Programs as a bonus.
Lastly remember that we all love physical things we can touch!
So even if people are buying a digital program or virtual
training or coaching package, think of something you can hand them
when they say yes! This will help ease nerves, and make the decision feel more solid.

These are a few simple ideas that can help you SAVE thousands and thousands of dollars from slipping through your fingers.

The can also help you serve more people.

Remember that saving the sale isn’t just about you and your bottom line,
its about you support clients at a high level from the moment they make
the big decision to change their life and biz.

Click Here & I’ll Send You the PDF Version of the 7 Ways to Hold the Sale.

Want to learn how hosting a local workshop can
help you fill your private client roster?
Click here to check out  the blog post “Rock Your Workshop: a plan to fill your coaching spots and add six figures”

Remember the power BEHIND your words

We're fascinated by words...but where we meet isin the silence behind them.-ram dass(2)

The real power in speaking,
is not really about your words.

(Which I hope is a relief!)

You don’t need to craft your message
perfectly…word by word.

Instead remember that the true power
in your message
is in the silence behind your words.

You have the power to create connection…
and to create change.

Seek to serve the room….
because the room can FEEL IT.

Part of what makes your talk great
is in the energy you bring to it.
<3
Sending big hugs this Sunday!

How to Tell How Much Money You’ll Make at Your Speaking Gig

How To Tell How Much Money You'll Make From Your Speaking Gig
Hey so, first I wanted to let you know that
I’m cooking up a HOT free gift for you,
on the topic of TRACKING YOUR SPEAKING GIGS
that I think you’ll be pretty excited about

(my team is working on right now as I write this).

But in the meantime, I wanted to share this
IMPORTANT FIRST STEP to
making more money speaking.

If you’re not TRACKING your results…
You are making LESS money than you could be.

Yup. I know. Its a stinky truth.
But true none-the-less.

That which you TRACK….GROWS. There are three things you want to track specifically when it comes to speaking:

  • BOOKING SPEAKING GIGS
  • DELIVERING SPEAKING GIGS
  • & YOUR MONTHLY GOALS

So I’ll be bringing you more help with how to track soon…but for today do this:

  • SET A MONTHLY GOAL FOR HOW MANY SPEAKING GIGS YOU WILL BOOK EACH MONTH
  • SET A MONTHLY GOAL FOR HOW MUCH REVENUE YOU’LL GENERATE AT EACH GIG

Good question Kristin, how much will I make from my speaking gig… and how can I possibly know?

This three step formula will give you a good estimate:

1. How many people will be in attendance?

2. What is your average closing ratio when speaking live?

SIDEBAR on CLOSING RATIOS:
If you don’t know your closing ratio or are brand new to speaking use 15-20% as your closing ratio.

3. And then consider how much your offer is.

SIDEBAR on PRICING:
When you’re speaking to groups for an hour less, its a good idea to make an entry-level offer. For most people between $300-$500 is just perfect, but feel free to customize it for your confidence level and your industry.

So here’s the formula in action:

The speaking gig has 100 people in the audience.
Your closing ratio is 20%.
Your offer is $500.

Your estimated earnings for this event is $10,000.00

Of course, you may impress someone so much that they want to hire you privately as a coach or consultant. Or a company may want to bring you in to lead a private workshop at their offices.

And that could easily add a nice additional pop of income to this estimate.

The big takeaway though is that its hard to
grow something you’re not measuring.

So start by setting some basic goals…
And let me help you knock em out of the ballpark!

New to our world?
Download the Start Me Up with Speaking Guide to get started for free.

Hang with Kristin & Friends on Facebook in the free group:
Click here to visit Kristin’s Rock Your Talk VIP ROOM

 

How to Use Speaking To Attract New Coaching or Consulting Clients

 

RYBL062: Rock More Profits, Baby with Debra Angilletta

Listen in:

DebraAngilletta_EPAre you rocking your six-figure business, kicking butt, taking names, and you KNOW you made money, but at the end of the year, you still feel like your profits have disappeared? Let me tell you what’s frustrating (and,honestly, is epidemic in our industry)… You are out there, making lots of money, and it is all slipping through your fingers.
Read More…

RYBL061: Rockin Video Strategy with Lou Bortone

Listen in:

RockinVideoStrategyWithLouBortone_EPAre you feeling lost and overwhelmed with all of the strategies and the supposedly easy-to-follow guides that so-called experts are preaching about? If you have paid attention to any of the buzz in the past few years, you know that one of THE best ways to reach people online is through video. But who do you listen to, how do you know whose advice to follow? Well…if you are ready to add a little more video into your business, then you need to listen to this episode.
Read More…

RYBL060: How Publicity Can Rock Your Biz with Christina Daves

Listen in:

ChristinaDavies_EPHave you ever wondered what it would be like if you were ever featured in a magazine, a news article, a television or radio show? What it would do for your business? Publicity lends credibility; it gives you authority, that third-party stamp of approval and killer visibility too.
Read More…



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