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The Power Of A Prospect’s Problems For Professional Speakers

If you’re still touting yourself to prospects as a ‘leadership’ or ‘motivational’ speaker and wondering why you’re being passed over again and again, wonder no more! In this episode of the only podcast focused on speaker sales, we dive deep into the art of asking about prospect challenges, building a bridge between our expertise and the solutions they need, and driving the sales conversation forward.

The Questions Speakers HAVE TO ASK On The Phone


The biggest challenge speakers have is not killing it on the stage in front of thousands. For many, it’s having a 1:1 conversation with someone that’s never heard of them, but could be the speaker’s next client.

If you’ve been following Speaker Sales Systems for any length of time, you know we advocate active outreach to the folks who can buy you talk – it’s the only way to take the destiny of your business back into your own hands. In past articles, we’ve covered researching prospects, knowing as much as you can about the organization, their past speakers, future events, and even budget.

But what do we need to discover on the phone to drive the sale forward? And what questions do we ask to get there? After more than 5,000 sales calls to associations and companies that hire speakers, we’ve learned exactly what we need to know to move the sale forward. Below are the 8 questions we keep printed next to the phone and why we have to ask them on every call.

(Want to get better in your sales conversations? Then you’re going to want to sign up for our next FREE Masterclass. Register HERE)

First, how you introduce yourself. You’re not a keynote speaker. You’re a solution provider. Introduce yourself as an ‘international expert in (whatever)’ and you’ll be pigeonholed into an email folder or RFP. Instead, just intro with your name until you know you’re dealing with someone who understands the value you bring from the stage. Now onto the questions … Read more

Exactly What To Say On The Phone

If you’re conducting outreach on speaking prospects, there’s plenty of information that can only be obtained by talking to a person. In this episode, we go over the 8 questions we’ve earned to ask to maximize our chances of getting the gig – and sharing our message from the stage.

Breaking Free Of Three-Tiered Speaking Proposals


There’s a myth in the speaking world about how to state fees to prospects that is taught by many coaches, you’re likely using it, and it’s forcing you to make less than you would otherwise. Let’s deconstruct the myth and dive into how we reversed it to maximize the fees we were getting from every gig.

The Myth: Tiered Pricing Gives Clients Options And Grows Your Revenue

If you’ve been running a speaking business for more than a few days, you’ve likely come across this model for stating fees.

‘Give them options,’ coaches say. ‘Silver, Gold and Platinum.’ The reasoning behind this is that if they can’t afford your gold or platinum package, they’ll at least buy the silver one. Unfortunately, this line of reasoning is flawed on multiple levels.

Flaw 1: It’s predicated on ‘the speaker as a commodity’.

(Want to begin maximizing revenue in your gigs? Then you’re going to want to sign up for our next FREE Masterclass. Register HERE)

If your event planner or executive director is looking for all the things that are in your gold and platinum-level packages, then they’ll be more likely to choose those options. Unfortunately, very few understand the value of the things you’re likely to list in those offerings (books, articles videos, panels, breakouts, etc.), because so few speakers ask about why the event is happening. If these folks could spend the money on your top-tier package and don’t understand how all those extra things drive the solution they’re hiring you to deliver, they’ll choose to spend their extra money somewhere else. Read more

Maximize Speaking Fees During The Sale

If you’ve ever heard (or used) the ‘three options’ model when you submit a speaking proposal, you’re leaving money on the table. In this episode of Speaker Sales Systems, we go over a little-known way to maximize revenue while driving client value through the roof. Create a win-win for yourself and your clients!

All About Speaker Budgets


When it comes to running a speaking business, most speakers focus on the wrong questions: How to improve stories, concluding remarks, or stage presence – or the value of their talk.

None of that matters if the gig doesn’t pay the bills. Instead, we advocate speakers focus on another business question:

How do I maximize revenue?
(Want to increase what you’re paid for your talk? Then you’re going to want to sign up for our next FREE Masterclass. Register HERE)

That means getting as much of the budget allocated to you as possible while delivering as much value as you can. Read more

All About Discovering Budget

In this podcast, we cover how we research and leverage information about all our prospects to maximize revenue. If you’re using a flat fee or not doing research before quoting a dollar amount for your talk, this episode will change your speaking business!

Self-Review For Speaker Sales


It’s a fact – the best salespeople in the world, in any industry, don’t remain that way by resting on their laurels. One of the things we credit to our success in the speaking industry – and the success of our clients – is a process for self-review and continuous improvement.

While there are many techniques for doing this in all areas of life, this is a column about speaker sales, so let’s go over exactly what we do to review our sales calls and ensure each one is better than the last.

Why Review Our Sales Calls?
If you know you’re pretty sharp on the phone and your sales numbers look great, why would you still take the time to review your calls? What if you’re brand new to the game and have never picked up the phone and tried to get someone to buy your talk – what’s the value in reviewing a call when you’re brand new?

(Want to know how to generate more sales for your speaking business? Then you’re going to want to sign up for our next FREE Masterclass. Register HERE)

The answer is the same for both situations: Without hearing yourself and matching what you hear against a plan, you’ll never know if you could have done better. Read more

Self-Review For Speaker Sales

Top salespeople in any industry have one thing in common – they review their sales calls and get better. Few speakers take the time to do this, because they don’t know how to record calls or what to listen for when they do. In this week’s podcast, we go over the exact process we use to review our calls and make sure we move conversations in the right direction – and generate predictable speaking sales!

Routing Around The RFP


A method more and more organizations are using to select speakers is the ‘RFP’ (request for proposal) or ‘call for speaker.’ If you’ve ever taken time to submit one of these, you know what a black hole they can be.

After tracking the results of more than 5,000 sales calls to sell speaking engagements, we learned that RFPs don’t have to be the end of the sales conversation. To understand what to do about them, we need to understand why organizations use them – and then we’ll teach you how to leverage them to benefit your business.

(Want to know how to leverage RFPs and close more speaking sales? Then you’re going to want to sign up for our next FREE Masterclass. Register HERE)

How Decision Makers Choose Speakers From RFPs
Understand RFPs are designed to save event staff time and money – not benefit your speaking business. In our industry, events provide solutions to challenges and/or prepare people for future success – meaning when RFP submissions are reviewed for events, speakers are vetted against specific unpublished criteria. These are always the top two priorities:

1. Topic. Decision makers know what solutions their event needs to deliver. Unfortunately, no one shares this with speakers who submit an RFP. When our topic wasn’t a perfect fit, we were cut. Read more

Getting Around The RFP

Many speakers struggle with ‘call for speakers’ and RFPs- but they don’t have to! After 5,000+ calls, we discovered how speakers are hired via RFPs and how to ensure we made it to the top of selection lists. If you want to massively impact your RFP conversion, this is the podcast for you!

Selling Doesn’t Stop With The Speech


A lot of speakers pride themselves on being able to be on an airplane an hour after they leave the stage and never think of that gig again.

At Speaker Sales Systems, we love to hear that. Not because we love getting back to our families quickly too (we do), but because we know that speakers that bounce as soon as they’re done are leaving a lot of money on the table.

Meaning you and I can capture that revenue. We’ve discovered that selling can continue long after the proposal is signed, speech delivered, and sale made.
(Want to know how to increase your speaking sales after the speech? Then you’re going to want to sign up for our next FREE Masterclass. Register HERE)

First Missed Opportunity: The Folks In The Room

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Why Selling Doesn’t Have To Stop With The Speech

Selling doesn’t stop just because you landed the speech. In this tactics-focused session, we’re revealing the four ways speakers miss the boat on future sales when they rush from the stage to the ride home. Stick around and build predictability into your speaking business’ sales!

Why No One Cares About Your Experience Or Expertise


There’s one thing that will make a meeting planner, executive director or CEO round-file a speaker, and one thing that prevents it.

Unfortunately, it’s what speakers think they’re great at – talking!

After tracking the results of more than 5,000 conversations with decision makers, we’ve learned that a sales call is the wrong time for a speaker’s story. Yes, you’ve climbed mountains and overcome obstacles.

The question that decision makers need answered is:

Why should I care?

We realized we weren’t presenting our keynote in terms of value. We had to take a step back and ask why these events were happening at all.
Read more

The Value Of A Speaker’s Value Proposition

A dirty secret of the speaking industry is that what sounds great on stage sounds horrible in a sales conversation. In this week’s episode, we revealing how to reframe your experience and expertise into something clients will want to buy. It’s all about the value of a value proposition!

Speaker Sales Systems For LinkedIn

In this podcast, we focus on exactly how to leverage LinkedIn for speakers interested in systemizing sales. From driving an initial conversation to converting the sale to generating predictable referrals, this podcast covers exactly how we leverage LinkedIn to generate speaking revenue!

LinkedIn Sales Systems For Speakers


We’ve spoken many times about the value of omni-channel marketing. As a refresher, it’s the strategy of using electronic, print and other mediums to deliver your messaging through in order to drive a conversation with decision makers.

There’s one platform out there that many speakers are underutilizing, ignoring entirely or worse – misusing – in order to reach decision makers. It happens to be the largest professional social media platform:

LinkedIn.

How are the best using LinkedIn as part of a systemized strategy to connect with decision makers that won’t respond to emails, letters, cards, or a rock through their window?
(Full disclosure: We haven’t tried that last tactic. But we’ve been tempted.)

Read more

Pipelines Aren’t Just For Plumbers

If you’re a professional speaker and wondering why revenue is feast or famine, this podcast will unlock a secret rarely taught in the speaking industry – it IS possible to predict speaking revenue with a pipeline. Learn what it is, why it’s important and how to use it in this episode of Speaker Sales Systems!

Pipelines Aren’t Just For Plumbers


If you’re judging the success of your speaking business by how many gigs you’re booking, you’re destined to living in feast or famine.

You’re also running the business model that most speakers run. They land a few gigs, deliver them and then look at an empty calendar. Then, they scramble to fill their calendars with more gigs.

It’s a cycle of pain that will never let them get on top of their business.

If you’ve taken a business course, then you’re familiar with the term leading and lagging indicators. In the speaking world, lagging indicators are the booked gigs. That’s how we know we’re successful, and we judge that by the amount of money coming in.

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What’s Killing Speaker Sales?


There’s a time of year when it’s socially acceptable to watch movies about being killing one another – and we at Speaker Sales Systems find that strange because there’s a profession that focuses on killing things year ‘round.

You guessed it. That profession is speaking, and what they’re regularly killing?

Sales.

In this round of thousand-dollar ideas, we’ll go over the biggest killers of speaker sales and what you, as a professional speaker, can do to keep them alive.

Not Talking To Decision Makers
Speakers are human, and humans avoid rejection. It’s a million-year-old response that’s genetically hard-wired into us, but its also the main thing that kills a speaker’s chance of getting into a sales conversation with someone who can buy from you.

What does this look like?

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What Kills Speaker Sales

Whether you’re growing your speaking business or are a veteran of the speaking industry, we’ve noticed a few things that ALL speakers tend to be doing that kills sales dead in their tracks. In this episode, we’re going over the things to do before, during and after a sales conversation to ensure you get the gig.

How Speakers Lose The Sale Before They Speak


If you’ve been following this series, then you’re getting great idea for generating more sales in your speaking business.

Where did these lessons come from?

They came from the money we lost along the way.

As professional speakers, we’re held to a higher standard than most when we take the stage. But being great on the stage is the price of entry. It’s getting to the stage – that’s where most speakers fail.

Speakers do a few things that lose them the sale before they ever open their mouths.

And again, we know this because we used to be those speakers.

(Want to know how to blow up your speaking sales? Then you’re going to want to sign up for our next FREE Masterclass. Register HERE)

Not Talking To The Decision Maker
If you as a speaker have made the monumental step of picking up the dang phone to have actual conversation with people who can pay for your talk, the  biggest mistake you can make is talking to the folks who pick up the phone. Read more

How Speakers Lose The Sale Before They Speak

After tracking the results of more than 5,000 calls to sell keynote speeches, we’ve discovered that there are many speakers who lose the sale and don’t understand why. At Speaker Sales Systems, we know that for many speakers, the sale is lost before they ever open their mouths. In this tactics-packed podcast, we’re going over how the best speakers prep, run and review their sales processes to maximize revenue – and their sales!

Using Dynamite In Speaker Sales

If you’ve ever had a sales conversation stall with a keynote or speaking prospect, you know how frustrating it can be! In this episode of Speaker Sales Systems, we go over how to use dynamite to unstick those stuck conversations.

Using Dynamite In The Speaking Business


It’s bound to happen at some point – someone that a speaker is trying to contact will stop talking to them. This happens for a variety of reasons. Here are some we have heard:

Maternity leave.

Stepping into another event they’re been planning for.

Stopped having events altogether.

 But more often than not – it’s because they just don’t care about the speaker. It’s harsh, but true – until someone knows how you can solve their problems, you will be ignored. And your hard-sourced prospects will go to waste.

Where I grew up, logging camps used to be a major industry. Loggers would fell trees and roll them to rivers to float to sawmills. When the trees got stuck, they would use dynamite to blow the logjam. Could that damage some of the logs?

Sure.

But is it worth taking some risk to avoid all of the logs rotting in the water? Yep.

Here are ways we’ve discovered – over more than 5,000 calls – to eliminate logjams and ensure that our buyers continue to speak to us, so we can speak for them:
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Never Lose A Speaking Gig Again

If you’re a professional speaker and never been turned down for a gig – get ready for it. Those speakers who have been in the business know that it’s not a matter of ‘if’ rejection happens – but ‘when.’ In this episode, we’ll go over how we learned to never lose a speaking gig for the same reason every again.

Never Lose A Speaking Gig Again


We’re leading this week’s content with a heck of a promise – if you implement what you learn here, you’ll never lose a speaking sale again.

To deliver on that promise, we need to take a step back to the first time I was turned down for a talk. If you haven’t been there, you will be soon. You’ll get a lovely email saying something along these lines:

“We’re going in a different direction.”

Most speakers let that be the end of the sale and the beginning of a hard night of drinking.

Not speakers with systems. (We drink, but in celebration – not in consolation.)

When I got enough of those emails, I began to ask “Why?” I didn’t have the answer, so I had to (gulp) pick up the phone and ask. After salvaging enough sales by doing this, I know I’ll never lose a sale – for the same reason – twice.
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The Margin Most Speakers Ignore When Selling

If you’re in business, you’d better be tracking your margins. Yet, we find that when we ask most speakers, “How much did you keep from your last event?” they don’t have an answer. In this week’s Speakers Sales Systems podcast, we’re helping speakers answer that question AND revealing the margin most speakers aren’t even aware of that has a massive impact in their businesses.

The Sales Margin Most Speakers Ignore


Want to know the one question that will shut up many speakers (and most entrepreneurs)?

“How much did you keep from that last gig?”

Whoa. It’s easy to remember what we were paid to speak somewhere (our top line), but few speakers – and even fewer solo business owners – are tracking how much they take home (their new profit).

An added layer to this is the business model most of the folks reading this are in – the expert business. For us, we don’t have to worry about warehouse overhead, inventory, or a big payroll. For us experts, our time is our inventory. For that reason, we need to as ourselves not only how much money we kept at the end of an engagement but also how much time we saved.

So how do we ensure we’re capturing (and tracking!) margins on both our events and our time while continually increasing both Money AND Time?

(If you’re interested in increasing the margins of your speaking business, you’re going to want to sign up for our next FREE Masterclass. Register HERE)

Read more

Raise Speaking Fees By Making Them Fluid

If you’re wondering ‘How do I raise my fees?’ or even ‘Do I post my fees?’ this podcast has the answer. My doing a few simple things, you can systemize ever-increasing fees by not only increasing the value you deliver through your speech, but also the impact you have before, during and after an event.

Why Speakers Love To Waste Money On Lists


If you’re a speaker and have money to spend, there are people happy to sell you a list of ‘prospects’ – or the search engines to do so.

“Folks who run events and pay speakers? I’m in!”

And then you’re out. You’re out time, and you’re out money. How do I know this? Because I’ve bought about every list out there, wasting time and money in the process.

“But Shawn, are some lists or search engines worth what they cost?”

Absolutely, and we’ve made multiple six figures in speaking fees from lists. You see, it’s not the list that creates revenue-

It’s what we do with the list that matters.
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Why Speakers Waste Money On Lists

If you’ve been offered a ‘list’ of folks who hire speakers, welcome to the club. Most of these lists aren’t worth the paper they’re printed on – and it’s because most speakers don’t take the time to do a few simple things to make sure these lists yield results. In this episode, we reveal exactly what we do with our lists to generate multiple six figures in speaking revenue each year.

The Sales Intelligence Every Speaker Needs


Reaching out to folks is scary – no doubt about it. You’re an interruption in their schedule. You’re time they didn’t plan on spending, and on an issue they didn’t have on their agendas for that day – hiring a speaker for their next event.

After thousands of sales calls, we’ve cracked the code on how to get speaking prospects to say ‘Tell me more.’

The problem is, it took thousands of calls to learn one simple rule that every salesperson knows:

Cold calling sucks.

So how do we ensure that we get the information we need to never cold call anyone and increase our chances of selling our speech or workshop?

Read more

Why Speakers Fail At Finding Quality Clients


One of the biggest challenges speakers have when they begin using systems to generate sales is not managing systems – it’s managing prospects.

And that’s because not all speaking prospects are created equally.

Not all speaking prospects are created equal

Why are speaking prospects not the same? After 4,500 calls, thousands of emails and hundreds of letters sent to people who hire speakers, we’ve discovered that each company, organization and association all buy speakers differently. That’s enough to drive a speaker insane!

But it’s manageable – if you use systems.

The first thing to do is
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How Speakers Reach Tough-To-Reach Prospects

In this tactics-packed episode, Speaker Sales Systems walks you through the systems we use to get ahold of tough-to-reach prospects. With all the offers, pitches and junk mail coming at the folks who hire speakers, how do the best speakers leverage every form of communication they can across all platforms? This episode breaks it all down!

Links we mentioned: If you haven’t heard, we’ve scheduled a FREE Speaker Sales Systems Masterclass. Click here to reserve your seat.

No-Cost Ways To Increase Speaking Fees


Maybe you’re still waiting for that TEDx logo on your website or the New York Times Bestseller.  That’s why you’re not making the high speaking fees you deserve, right?

Wrong. So, so wrong.

Credentials have nothing to do with what someone is willing to pay you for your talk. After more than 4,500 sales calls, we’ve learned that driving higher fees starts long before we ever get a buyer on the phone.

High Fee Skill #1: Delivering On Promises

Most speakers, if they market at all, blast out an email or two and wonder why their phone isn’t ringing. They’re missing a key element we found is the first step in driving high fees, and it’s also something sorely lacking in today’s business world:

Integrity.

The last thing we do with every piece of communication – whether it’s letter, card, phone, email or LinkedIn, is state when our team will be in touch to follow-up and what method we’ll be using. Of course, when we say we are going to reach out or follow up on a certain date, it is vital that we do so. By constantly engaging and following through, we create continuity in our conversation, make a promise a deliver on it, and make decision makers understand we have a vested interest not just in us – but in the success of their event.

(If you’re looking for 1:1 assistance with getting the team to increase your fees, apply by clicking here and we’ll personally walk you through how to make it happen in your business)

High Fee Skill #2: Customizing Content

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Immediately Increase Speaking Fees

In this tactics-packed session, we reveal several simple secrets to immediately increase speaking fees. By focusing on how (and what) is said before, during and after the sales call, any speaker can immediately stand apart in their market and drive higher revenues – all without investing thousands of dollars in new equipment, technology or presentations!

Links we mentioned: If you haven’t heard, we’ve scheduled a FREE Speaker Sales Systems Masterclass. Click here to reserve your seat.

Book More Speaking Gigs With Sales Intelligence

If you can only research a few things before reaching out as a keynote speaker, what should they be? After more than 4,500 calls to decision makers, this week we break down what intelligence makes the difference between connecting with someone who can pay for your talk … or getting relegated to the black hole of voicemail.

Check out this episode!

Links we mentioned: If you haven’t heard, we’ve scheduled a FREE Speaker Sales Systems Masterclass. Click here to reserve your seat.

How To Get Others To Sell Your Speech


What would it be like if you had an army of decision makers out there marketing for you? For most speakers, it takes decades to grow those relationships, and at Speaker Sales Systems, we’re all about shortening the learning curve. We asked: Why does it take decades to get folks promoting a speaker to their friends?

The reason it takes decades to develop that kind of organic marketing force is because folks are busy and speakers are only one of 100 decisions they have to make.

How do we get decision makers to advocate for us not just when it’s convenient for them, but when we need them?

(If you’re looking for 1:1 assistance with building an army to market your speaking business, apply by clicking here and we’ll personally walk you through what’s working and what isn’t.)

Read more

Using Testimonials To Create Speaking Revenue

Testimonials have been the lifeblood of professional speakers for years – but what makes the difference between the testimonial that generated business and the one that sits unwatched on a video channel? In this week’s episode of Speaker Sales Systems, Max Warren and Shawn Rhodes dive into how they’ve been using testimonials to reach decision makers and close deals. 

Check out this episode!
Links we mentioned: If you haven’t heard, we’ve scheduled a FREE Speaker Sales Systems Masterclass. Click here to reserve your seat.

Professional Speaking – The Worst Business Model. Ever.


Why Professional Speaking Is A Horrible Business Model

Telling family members that we’re giving up steady pay to be professional speakers is always an anxiety-producing conversation. Why?

Because professional speaking is a horrible business model.

Imagine one of your loved ones coming to you with this news:

“I’m quitting a job where I get a regular paycheck and benefits so that I can do what I love for a living as a business! To market myself, I’m going to give away what I do for free so that someone will hire me! And my chief sales strategy will be waiting for the phone to ring and emails to come in offering to hire me!”

If I was your family member, I’d try to talk you out of that business model, too.

It’s unfortunate, but as speakers we’re taught to get on whatever stage will have us and regardless of the pay. But unless a speaker loves eating chicken dinners every night and living in a feast-or-famine world, that’s using hope as a business strategy.

Don’t get me wrong: Inbound leads, recommendations and outside representation can help drive a lot of our sales. But what else can we do as speakers to turn speaking from a crappy business model into a great one?

(If you’re looking for 1:1 assistance with your speaking business, apply by clicking here and we’ll personally walk you through what’s working and what isn’t in building a professional speaking business.)
Read more

Predictable Keynote Revenue In The Speaking Business

Even veteran speaking coaches say it’s impossible to predict keynote revenue. All speakers can do is wait for the phone (and success) to ring.
In the newest episode of the only podcast for speaker sales, Shawn and Max walk you through how to leverage your pipeline to predict keynote revenue in your business.

Links we mentioned: If you haven’t heard, we’ve scheduled a FREE Speaker Sales Systems Masterclass. Click here to reserve your seat.

Why Speakers Are Afraid Of Speaking


As speakers dedicated to building a real business, we know storytelling is only a small portion of our jobs. “How I climbed Mount Everest on a pogo stick with one leg, blindfolded,” is a great story, but doesn’t matter when we’re talking about generating business.

We can’t rely on storytelling, stagecraft or vocal power to build a sustainable business; we also have to have a great sales process. However, what stops most speakers (and most salespeople in general) from getting in front of folks who can buy from them is the fear of being rejected. And that comes from the fear of cold-calling.

Never Cold Call Again
Why are so many speakers, experts in communication, afraid to reach out to people who have never heard of them (I mean, isn’t that the case every time they take a stage?)

“On stage it’s different,” they tell me. “On the phone, I don’t want to be considered a slimy salesperson.” Yet it’s that same fear that keeps many speakers in feast-or-famine, waiting for the phone to ring and the emails to come in.

That fear is not from speaking – we’re already great at that or we shouldn’t be in this profession. The fear comes from not being prepared when reaching out. Not providing value to the folks on the other end of the line.

We’ll cover exactly how we prepare before reaching out – but before that, we should get clear about what happens when speakers don’t prepare. See if any of these ring a bell:

-Finding out that the person we are asking to speak with is either retired, dead or even worse, has never worked there. (Can you say “awkward”?)

-Being cast into the black hole of voicemail (Delete!)

-Getting shut down by people who can say ‘no’ but not ‘yes’ (It’s the only power they actually have!)

(If you’re challenged with building sales into your business, you won’t want to miss our next Speaker Sales Masterclass. Click HERE to register.)
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How To Never Cold Call For A Speaking Gig

If you’re tired of feast and famine in your speaking business, you’ve found the right podcast! In this episode, we cover exactly how we research every one of our prospects before conducting outreach – turning a ‘cold call’ into a ‘burning hot call’. We’re sharing what we’ve learned across more than 4,000 sales calls for speakers what works – and what doesn’t, when selling a speech.

Links we mentioned: If you haven’t heard, we’ve scheduled a FREE Speaker Sales Systems Masterclass. Click here to reserve your seat.

Why Speakers Should Stop Selling Speeches


Stop Selling Your Keynote Speech

If you’re reading this, you may never be a ‘celebrity speaker’ (unless you’re Bill Clinton – and if you are, what’s up, my man??). Yet, we all would love to be paid like – or close to – celebrity speaker fees. So how can we go from being a hobbyist speaker to a speaker who earns tens of thousands of dollars every time our feet hit the stage?

That’s the question I was struggling to answer as I began selling keynote talks. Turns out, I had to stop selling keynotes to triple my fee. Let’s talk about how I and other speakers are making that happen.

It might sound funny, but if you are looking to grow your speaking business, you have to stop selling your speech. To do that, never call yourself a keynote speaker again.

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Stop Selling Keynotes

In this episode, we talk about the money you’re leaving on the table if you tell decision makers that you’re a ‘keynote speaker’. Instead, we reveal how to discover the real value your expertise brings to your audiences and how to increase your fees by communicating it.

Links we mentioned: If you haven’t heard, we’ve scheduled a FREE Speaker Sales Systems Masterclass. Click here to reserve your seat.

The Systems Of Million-Dollar Speakers


If you are looking to grow your speaking business (and if you’re not, you might have stumbled onto the wrong blog), then you should be looking at what million-dollar speakers are doing. We’ve spent time asking them this question:

“What is the one thing you’ve done in the last year, tactically, that has made the biggest difference in your business?”

Their answers were always the same: Create Content, Deliver Content, and Close Deals. Most even mentioned how they actually only do those three things in all aspects of their lives, and have even realized the half hour they were doing laundry means they could’ve been making $30,000… so they created a system and learned to outsource that, too.

In order for you to ever turn anything over to anyone else in your speaking business, systems have to be in place. 

How does a million-dollar speaker utilize systems?

These top speakers systemize selling, marketing and operations so they can focus on growing their expertise and reaching the people who can pay for it.

While most speakers feel like they should get their content onto social media outlets, such as Facebook and LinkedIn, we are learning more and more that social selling isn’t just posting on these sites, but instead looks like the actual marketing that we are producing and putting on these platforms. Since we no longer live in a day and age of traditional cold-calling, it’s vital to understand the importance of a multi-channel communication approach (which we’re addressing in an upcoming blog).

Hope is NOT a Strategy

If you speak at a conference just hoping that someone in the audience wants you to speak at their conference next, that’s using hope as a business strategy. Hoping does not generate predictable revenue.  Read more

How Million Dollar Speakers Use Their Systems

After speaking to folks making one million dollars + in this business, we’ve discovered they only do certain things in their business, and that takes systems. In this episode, we’re revealing: The 3 things million dollar speakers do (and what they don’t do) The systems they use and how they keep track of them Why most speakers spend thousands on coaching but fail to implement what they learn The one investment EVERY speaker should make in their business and its systems Links we mentioned: If you haven’t heard, we’ve scheduled a FREE Speaker Sales Systems Masterclass. Click here to reserve your seat.

The Myth That Destroys Speaking Businesses


If building a better speaking business is one of your goals, then you’re a marketer and a salesperson. As such, there’s a quote from legendary marketer and author Seth Godin you should hear:

“There’s no shortage of remarkable ideas, what’s missing is the will to execute them”

The driving goal for our team at S3 (Speaker Sales Systems) is to help speakers get out from under the myths about growing a speaking business and equip folks like you with the knowledge, systems and best practices to actually grow a speaking business.

Every week, we focus on the intelligence we’re capturing from the very front lines of selling in this industry. Why would we peel back the curtain on our own business to help other speakers?

We want you to see that by leveraging systems you can think differently, grow your business and create more predictable results and revenue. Crazy, huh?

The Problem

There’s one myth circulated in the speaking community that we need to dispel immediately.

When many speakers start their businesses, one of the myths they’re told goes like this: Read books, attend speaking conferences, and if you can implement just three things you’ll be successful.

Why is that a myth? Because everybody treats it as a truth, when it’s not! The first time we heard this was at a national convention – a convention designed to help speakers grow their businesses!

When that myth was passed onto all the speakers in the room, it made a lot of sense because everyone leaves conferences like that with a notebook full things to implement.

Looking over 80 or 100 new ideas is overwhelming, so the myth makes sense on the surface – just pick two or three things and get them done. What solves this problem?
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In the inaugural episode of Speaker Sales Systems Podcast, we’re covering the biggest myth in the speaking industry and revealing a simple way to build processes and systems into a speaking business!

Check out this episode!

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