Will Speak for Profit

(Nov 19, 2012) Guest Columns No comments

Will Speak for Profit

For most business owners, entrepreneurs, and professionals, attracting clients is paramount. The more you can make yourself known, the more likely your prospective clients can find you. Yet, public relations can be expensive and time consuming.

What’s the answer? Give presentations and speeches about your area of expertise. When prospective clients see you in action, talking knowledgeably about your industry, they have an opportunity to buy from you. At the very least, they will associate you with your specialty. This means they will think about you. When they think about you, your odds of doing some business with them increases.

First is getting yourself booked to do the speech. Who do you want to speak to? Which associations include these people? Call the association and offer to be a speaker for an upcoming meeting. They’re always looking for speakers who will give their members good information. Also, consider the Rotary and the Chamber of Commerce. These organizations and other similar community organizations also look for speakers to present to the business people who attend their meetings. In a nutshell, volunteer to speak to any gathering of your prospective clients.

Remember, these groups are interested in practical ideas that will save them money, make them money, improve their businesses, reduce their workload and so on. They do not want a thinly disguised sales pitch. Contact the organization’s program director and tell them what you can offer.

Once you’ve been booked, start analyzing the expected audience. Who are they? Why will they be there? What are they interested in? How much do they already know about your subject? Ask these questions until you are clear about your listeners. The more you know about them, the more comfortable you will be with them.

If you offer a free report, a “tips” sheet, a newsletter or other small incentive, people will line up to give you their business card. Put these people in your prospect database, mail to them, follow up with them and nurture this relationship. After all, you’re no longer a stranger to them. The likelihood is high that you could do business with them or get referrals from them.

Bottom line…
Making public presentations can be profitable, rewarding and fun.

Gary Lockwood is Increasing the Effectiveness and Enhancing the
Lives of CEOs, business owners and professionals. (951) 739-7444
Email: mailto:Gary@BizSuccess.com Web: http://www.BizSuccess.com