Editors: Rebecca Morgan & Ken Braly

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Teleseminar Info

Intensive — Getting and Keeping Decision Makers’ Attention

To be taken seriously, you have to understand the decision makers’ goals and concerns. You have to know what problems they face which don’t yet have a viable solution. Yet most won’t give you more than 5 minutes unless you have a strong introduction. What will make them hear you out? Partly, it’s speaking their language, using terms and issues that are keeping them up at night.

Whether C-level execs or meeting professionals, learn how they think, what they want and how to approach them. Know what turns them off and how to get information on their hot buttons before your call or meeting. Know how to make your pitch succinctly to pique their interest.

These three recordings will help you understand how to sell to decision makers.

  • “Getting Through to Meeting Planners” with Shawna Suckow
  • “Speaking” Corporate — A Former Executive’s View” with Bill Russell
  • “Getting to Corporate Decision Makers” with Jill Konrath

More details

All SNN single-focused intensive packages are detailed here.

Spend a weekend in Mark LeBlanc’s Achievers Circle anti-boot camp. Develop extreme focus and put more money in your pocket as a true business owner. Kylie@GrowingYourBusiness.com

Miscellaneous Tips

Pre-selling books compilationMary LoVerde

Here are the responses to my questions about pre-selling books.

Book designer recommendationVicki Hess

If you are looking for a book designer who really knows the ins and outs of CreateSpace, please think of Melissa Cabana. She designed 3 of my books and when I customize the books (which a great benefit of using CreateSpace), she is quick to turn around everything. She has designed 130+ books and has creative ideas. Of course she does other design work, but this is her niche and special area of expertise. She is in Texas, she is responsive, and she gets the job done.

How to take collective notesWendy Kalman

When I am on a conference call and need to report back to someone else what happened, I sometimes take notes and then send to other attendees for their corrections/additions. But then I read about how a group of college students took simultaneous notes during class on a single Google Doc. This way they had extremely robust notes to study from. I found an equivalent/workaround: MS Office’s OneNote. When we open a new note, there is an option to store in a SharePoint folder which is accessible to others within the company — useful for internal conference calls.

Stats point to the power of video marketingVickie Sullivan

These stats from this Forbes article prove it’s time to get on the video marketing train or get left behind. The tipping point: Using the word “video” in an email subject line can boost open rates by 19%.

Here’s how we can use these insights to make video work:

  • Go beyond telling and teaching. Yes, you’re telling stories in your videos. That’s not enough anymore. Instead, ask yourself: How can I demonstrate my point? If you show rather than tell, you’re taking advantage of the power of discovery.
  • Answer objections before they become obstacles. Think about it: Once someone voices their apprehension, it’s been rolling around in their minds for a while. There’s a strong case for that concern. But if a video answers that question before it becomes a worry, the audience focuses instead on what they get.

Here’s what is next: using video strategically. By taking advantage of what draws people in, we can use this tool to full advantage. And that’s the point of using new tools, no?

(Editors’ note: Vickie conducted two information-packed SNN teleseminars: Make More Money: Position Your Expertise for High-Fee Markets and Getting Big-Fee Speaking Engagements from Sponsors. You can order the recordings.)

Technology Tips

Text yourself a reminderMary Schaefer

When I need to make a quick note to myself and all other options feel like too much effort, I send myself a text. Whether it’s a reminder to make a call or a grocery list, the notification flag on my phone reminds me that I have something to attend to.

SNN Offer
Get industry leaders’ wisdom delivered every two weeks. Special $4.95 introductory offer. Get each new SNN teleseminar recording with our SNN MP3 subscription service. speakernetnews.com

Topic of the Month (TOTM) — Your Input Wanted

Our new TOTM is: “When securing a new booking, what other services do you suggest to add while you are at the event?”

Send your brief, pithy responses to editor@SpeakerNetNews.com. Please put “Topic of the Month” or “TOTM” in the subject line.

Barry Roberts

As a singer, I offer a show, after hours, and an original song parody about the event, the company or whatever subject the planner wishes. In addition to, or instead of, I will emcee the awards ceremony or any additional event that might be taking place.

Cher Holton

In addition to the standard breakout sessions, I offer an elite Executive or Leadership Impact Session where I meet with leadership-level attendees to address their issues related to my topic, and facilitate a round-table discussion with these peers. Another option: the opportunity to write an introductory chapter for one of my leadership books, with their identifying information on the cover, to be given to each attendee.

Robert Alan Black

When I was working with a variety of associations I offered

  1. opening keynote
  2. closing
  3. dinner presentation
  4. breakout sessions
  5. special pre- or post-conference workshops (half- to full-day)
  6. articles for their newsletters to help promote their programs

Also I reached out to local civic, social and professional groups to present to them, usually a day or two before or after the client group’s conference. All this was cleared with the association ahead of time.

SNN Offer
SNN’s “Book Marketing Report—What Really Works” features success tactics of those who’ve recently published a book, covering which marketing techniques work in today’s market and which don’t. This brief e-report shares proven tools for increasing books sales in our profession and in today’s challenging market.
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