It’s officially springtime. I don’t know
about you, but it doesn’t feel like spring to
me. Cloudy, rainy, 60 degree weather feels more like
winter. Oh well, I won’t complain - too much anyway
:o). I’m sure we’ll have our sunny, warm
San Diego weather very, very soon.
My clients know I’m a proponent of speaking to
groups of prospective clients and referral sources as
one of the best active marketing strategies to grow
your business. If you’re a professional who would
like to incorporate speaking into your marketing system,
you’ll want to read this month’s article.
It provides step-by-step instructions on how to secure
speaking engagements. Enjoy!
12 STEPS TO SECURING SPEAKING ENGAGEMENTS
1. Identify your target market (clients or referral
sources) and identify topics of interest. (Hint: you
may need to ask.)
2. Decide on a topic or two and create a catchy title.
3. Write a short blurb on your talk (don’t write
the talk itself). Include a few bullets about what the
audience will learn (the benefits to the audience).
4. Create a “one sheet” that provides basic
information on you and your business. Include a photo
of yourself.
5. Research organizations (use Google, Encyclopedia
of Associations, Source Books) of your target market.
6. Contact the Executive Directors or Education Chairs
of the organizations to pitch your talk. Create a chart
to keep track of your efforts.
7. Once interest is ascertained, send your topic write-up
and one sheet.
8. Follow-up via phone/email until date is secured.
Be persistent.
9. Now write your talk! Be sure to tailor your talk
to speak directly to the needs and interests of the
audience. Include a call to action and create professional
handouts.
10. Practice your talk out loud. Especially practice
the call to action at the end of your talk.
11. Give your talk. Collect business cards or pass
around a clipboard for newsletter sign up. Distribute
your handouts.
12. Follow up with qualified prospects. Set meetings
and add attendees to your newsletter subscription list
as appropriate.
Although securing speaking engagements may not be easy,
it’s certainly simple. The key is creating and
implementing a system that you can follow effortlessly.
Taking a proactive stance and developing a method to
track your endeavors are critical components of a great
system. Give it a try. You’ll be speaking in front
of audiences in no time.
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.
Copyright 2007. All Rights Reserved. Reproduction in
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