How To Speak To Sell.

???The art of captivating your audience.?One of the things I do, and I do it very differently.?I get there early.?I get there at least an hour, two hours, if not a day in advance, if the environment’s unfamiliar, or the audience is.?Because I’m so mature at my talk track, and my offerings of what I do, is that I really tailor to the audience, and not that I break integrity to what I’m speaking, but I speak to them directly.?So, I don’t have to have such a staged conversation, and I’m not only networking, I want to know what the audience wants.?Even though I know what I’m to talk about, I want to hear from the audience before.

????The second thing I do, and it’s really during the preparations of the contract of when I’m coming to speak is, I want them to tell me who the audience is, how did you market, are they buyers, or are they event junkies, who just want to come out and have a little networking event??Who are these people??Are they there to learn??Is this just a casual networking??I’m just filling in for a quick little 45 minutes, because there’s always a speaker at lunch.?What’s the context of what I’m doing, and is it actually a sales environment??If it’s not a sales environment, again, knowing your audience, and knowing the host that’s putting you there, maybe you just get their names, phone numbers, and emails, and offer them all a huge gift.?And then follow-up with them later.

????When you’re preparing, you have to really control your environment.?You have to know what you’re walking into, what your offers are going to be, or your gifts are going to be, and if you need to track it, what are your affiliate links going to be??There’s a setup to selling from the stage that I don’t think enough people talk about.?So, a lot of the art of capturing your audience is understanding your audience before you walk into them.

????So, how do you know about your audience??Again, are they buyers??Who are they??Giving a gift and offering a sale is a very different experience.?If you’re just giving a gift, it’s more of an inclusive conversation.?You want everyone to give you, their information.?If you’re going for a sale, you’re targeting.?You want the specific people that want your offer, to run to the back of the room, or come to the front of the room.

????Selling from the stage.?I teach a technique called Ask Tell Ask.?I start with a quiz, and even if it’s just a verbal quiz, or if it’s on a PowerPoint.?I’m known for a seven-to-ten-point questionnaire, and I’ll have people take a quiz.?They’ll stand up and they’ll raise their hand.?They’ll sit down if they flunk.?The reason I’m doing that is, again building a rapport, getting the audience to talk to me in the beginning.?So many people go up, and they spend the first three to five minutes telling the audience all about themselves.?This isn’t about you.?It’s about them.

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