Smiling and Dialing

How to Build a Six-Figure Speaking Business

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The Secret?

There’s NO MAGIC!

Just a little background

Things I’ve sold

Building a Six-Figure Business Tips

• Start with a list

o Association listo AssociationExecs.com/NSA dealo YouTube searcheso LinkedIn Contacts

• Have the list in front of you

Tip #1

#2 Send an Email Introduction* (*credit: David Newman)

“Hi (first name),

“I’m not sure if you can help me, but I’m hoping you can point me in the right direction.

“Would you happen to know who is in charge of selecting the speakers for your _(name or year)_ Conference coming up in _(location or month) _?”

#2 Send an Email IntroductionMy (snappy title) program receives rave reviews from associations across the country including (three similar associations.)

“I’m not sure if a high-content, interactive program like this is a good fit for your event, although from what I saw on the website, I believe it may be. I would like to connect with the right person to find out if there’s a fit. Any help you can provide is greatly appreciated.

“Thank you in advance.”(courtesy of David Newman)

Follow up email intros

Call to follow up (Touch #2)

Leave a voicemail if necessary

Email follow up if voicemail (Touch #3)

Follow up email

“Because it's sometimes easier to hit "reply" to an email rather than returning a voicemail, I thought I'd cover all my bases.

“Would it make sense for us to connect to see if my program, ____ is a fit for your upcoming conference?

“If there’s at least some interest or questions, let’s chat. If you don't offer this kind of programming, let me know and I won’t contact you about this session again. Thank you!” (YES, I WILL….)

#3 Commit to Five DIALS a Day

Consistency is the key!

#4 Be clear in what you’re selling

Describe your Avatar in detail

#5 Write your script

#6 Make the calls yourself

You’re building relationships

SALES

#7 Phone Prep

Have your prospect’s website up

#7 Phone Prep

#8 Use a CRM System

- Nimble- Karma- Hubspot- PipeDrive

#9 Refer other speakers

#10 Accept rejection

NEXT!

#11 Celebrate Successes

Repeat

• Cold call email

• Phone calls

• BombBomb videos

• Zoom

• Follow up email

• LinkedIn Connection

• Follow on LinkedIn

• Snail mail (PC, flyers)

• “Thought of you” email

• Mail book – USPS

Lots of ways to “touch”

• AIR conversations

• SendOutCards

• YesWare

• YouGotTheNews.com

• CRM – follow up

• Weekly SHORT email

• “Ethical bribe”

• Article marketing

• PDFs of book

• Video links

What is your unique approach?

Once is not enough

1. Email – Delete2. LinkedIn connection - ignored3. Voicemail – Delete4. Email – Delete5. Voicemail – “I’ve heard the name”6. Snail mail – “Sounds familiar”7. Article – “Wonder how I know

them…”8. Voicemail – “I need to get back to

them”9. LinkedIn – accepted10. Email – “You may be a fit…”

What happens?

How often is too often?

Questions and Ah-ha’s

THANK YOU

Website:LisaRyanSpeaks.com

Phone:216-359-1134

Email:Lisa@Grategy.com

@Grategy

MyGrategy

AskLisaRyan