Last month I gave you step-by-step instructions on
how to secure speaking
engagements. This month I want to take it one more step
and help you
leverage your speeches and maximize the chance to connect
with prospects.
Enjoy!
LEVERAGE YOUR SPEECHES
It’s true that giving speeches is a top notch
active marketing strategy. That said, just giving a
speech in and of itself is NOT going to lead to getting
business. Nope. You can’t just give a speech and
leave and then expect business to come to you. You’ve
got to leverage the chance to connect with prospects
who are attending your presentation.
Whether you are giving a presentation at a professional
association, an industry conference or for continuing
education credit, one of the biggest missed opportunities
for building relationships is before and after giving
your speech. Typically, in an audience of 50 to 100
people, there are likely five to 10 good prospects.
Your goal is to identify them. While some of these prospects
may become evident during the question and answer part
of your presentation or perhaps directly following your
presentation when attendees tend to come up to speakers
to talk, I’d like for you to challenge yourself
to not leave this to
chance. Rather, identify top prospects before you give
your speech and create a reason to connect with them
either before or after you give your speech.
How can you do this? Well, there are a couple of options.
First, try to obtain a list of attendees, including
contact information, from the conference organizer.
Review the list and identify possible prospects. You
may want to review company websites and even Google
attendees’ names to help you put together your
list. Then, you simply contact the best prospects either
before or after the conference.
If you call before the conference, say something like,
“I see that you are attending my presentation
next month. Is there anything in particular you’d
like me to address?” End with letting the person
know you’d like to speak to them at the conference.
If you call the prospect after the conference, say,
“I see that you attended my presentation. I’d
really be interested in your view of the issues I discussed.
I’d also like to hear more about your business.
Are you interested in setting up a time to meet?”
When you speak to a room of people, they are already
interested in what you have to say. After all, they
are there, aren’t they? If you do a good job,
they will probably be more interested in any follow
up you suggest. Remember that people won’t hire
you until they believe you can help them. Pick up the
telephone and reach out to people who could give you
business.
Booklet Information. To purchase your
copy of my booklet, Business Development: 97 Quick
& Easy Tips For Lawyers, go to my web site
at www.rainmaker-strategies.com
or send me an email at Barbara@Rainmaker-Strategies.com
and I’ll be happy to process your order. Cost
is $5.00 for a single copy (plus tax where applicable
and shipping).
Making Rain Out of Mist Program.
If you are a lawyer ready to take your business development
efforts to a new level, my Making Rain Out of Mist
step-by-step practice building program may be just the
thing. Consisting of a comprehensive workbook and four
audio CD’s, the program is designed to help you
clearly identify the vision of your perfect practice,
including the type of clients with which you wish to
work and in what area of law. The program then helps
you determine the best marketing strategies to make
that vision a reality, and helps you master the subtleties
of converting a prospect into a paying client without
coming off like a salesperson.
Want to know more? Please contact me directly at Barbara@Rainmaker-strategies.com
or go to my web site at www.rainmaker-strategies.com
and click on the Products link.
Barbara Nichols Mencer
Rainmaker Strategies
Barbara@Rainmaker-Strategies.com
www.rainmaker-strategies.com
If you’ve enjoyed this article and learned a
valuable business-building tip, please feel free to
forward this newsletter to your friends and colleagues.
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