SPEAKER’S TIP 

Public speaking is a phenomenal way to market yourself and your services/products. And I have done that on stages and in front of audiences as small as 3 people and as large as 12,000. There is nothing more exhilarating than getting to share my message, no matter the size of the audience. The energy from a small gathering can actually be just as energizing as a crowd of 12,000.

But, the caveat is that small crowds have the potential to be more intimidating.

The up close and intimate setting of 10, 25 or even 100 people has the potential to be much more intimidating than a large audience. The reason – the sheer size of a mega audience makes it easier for newer speakers because they can block out the crowd easier.

I enjoy speaking to large audiences but I like to connect with the crowd; that can be done with large gatherings but it takes a special talent to do it. It is much easier to get down and dirty and intimate with a smaller group of people.

Here are a couple things to help if you are new to speaking in front of REAL PEOPLE.

FACT:

The bottom twenty percent (20%) of any audience will automatically not like you. No matter how good your material, your delivery and your outfit.
Sixty percent (60%) of any audience will automatically be neutral. They will neither like you nor hate you.
The top twenty percent (20%) will LOVE YOU!
Those are the facts. You can’t change them, so accept them. Once you do it will make it easier to speak in those more intimate settings.

FACT:

Sleepers, arm crossers, eye rollers, cell phone texters and indifferent participants can distract you and rattle your confidence cage.

Scan your audience for the people that are awake, sitting up or leaning forward, taking notes, paying attention, watching your every move, laughing at your silly jokes, smiling and nodding. Those are the participants that you want to focus on. They will help to energize you and boost your confidence.

Don’t let the bottom 20% bring you down. You will find them in just about every audience and they are not a reflection of your appearance, delivery or effectiveness. Focus on your top 20% for ease, energy and confidence and have fun changing the world from the front of the room.

If you would like to find out more about using speaking as a platform to market yourself please contact me for a free consultation by clicking HERE.

To Your Success

Scott

LinkedIn is a lesser used social platform for building a business. But it is a fantastic way to make connections and build your business if you know how to use it effectively. Below are a few quick tips to help you along.

Tip 1: Include your contact information everywhere you can, not just in the contact section. That section is only viewable to 1st degree contacts. Enter your contact information at the end of your background summary and all of your listed job experiences too.

You can also include your auto responder link in your profile. More on auto-responders below.

Tip 2:

Make your efforts count; focus on joining LinkedIn groups that contain people who are your ideal prospects or influencers in your industry. Yes, there are groups on LinkedIn.

You can locate Groups under the Interest tab at the top of your LinkedIn page. Once on the Groups page you can search groups with the blue “Find a Group” button on the right side of the page. You can join up to 50 groups, so make them count.

After you join these groups you can create relative content and post it to the groups. You can repost your relevant blog content, how-to tips, and helpful guides. By doing this, you will position and brand yourself as an industry leader.

Make sure to remain active in your groups. Visibility is important, so I wouldn’t advise joining the limit of 50 groups. I would select 5-10 niche relative groups that you can focus your energy on by sharing valuable content and consistently engaging with members.

Tip 3:

Now that you are a member of a number of groups you can also conduct market research to find out what your target market thinks. WARNING: Do not be sales-y.

Unfortunately the very useful LinkedIn Polls feature is no longer available as of May of 2014. But don’t fret; you can simply pose/post a question. For example if you are a sales trainer you may ask the group, “what method of learning do you prefer (webinars, tele-seminars, classroom, self-study . . .)?” Their real world/real time answers to you questions can help you to formulate future marketing efforts.

Tip 4:

When people request to connect with you, do you just accept the connection and go about your daily business without giving it a second thought? You are missing a great opportunity to really connect with this person if that is the case.

First create and save a greeting in a folder on your computer. You can keep it simple and personable and say something like:

“Hey, ________ thanks for connecting with me on LinkedIn. I value connecting with like-minded people. If want to find out more about me head on over to my website atwww.yourwebite.com , connect with me on Twitter @yourusername or facebook.com/yourprofileorpage

I noticed that you are in the field of _________. What does your ideal client look like so I can best serve to help you build your business? Please let me know.

Feel free to contact me any time at 702.555.1212 or at yourmail@emailprovider.com “

Now you will always have your readily customizable response ready to send to those that wish to connect with you.

Tip 5:

Make sure to have your auto-responders set up on your website to capture the leads that you attract from LinkedIn. If you are not familiar with auto-responders you can check out some of the resources listed below to see which one fits your needs best. Most require a monthly commitment but have free trials of 30 and 60 days.

Mail Chimp – free
Listwire – free
Aweber – paid
Get response – paid
iContact – paid
Constant Contact – paid

If you are not using LinkedIn, auto responders or are not exactly sure what auto responders are and how they can help you build your business, go to this link . . .

CLICK HERE

I would be excited to schedule a free discovery session with you and explain the usefulness of auto-responders and give you some more insight into growing your business.

To Your Success,

Scott Venezia

Selling can suck badly, if you’re doing it wrong.

I use to think that any form of selling sucked, but it was because I was doing it wrong.

I’ve done it wrong, and I actually did it wrong for years, many miserable years. I have done it right and I have done it somewhere in the middle.

So let me start by sharing my current philosophy on selling the right way and making it a pleasurable, win-win, mutually beneficial situation for all parties involved.

I know the word “sales” can be a dirty word to some people. Okay, a lot of people.

I get it.

But, if you have a business of any kind, you will be selling, or should be selling, all the time; selling yourself; selling your services; selling your products.

Get Comfy

So if you want to be successful you might as well cozy up to the sales process. When you understand that it’s gotten a bad rap and embrace it, you will be on your way to a stress free and fun experience.

Let me share something that can make the whole process of sales, a little less salesy (is that a word? Spell check says, no. I say yes. Don’t judge me!). And it will help make it a more comfortable, honest and open transactional process that you can feel confident and comfortable doing.

The whole practice of selling doesn’t have to illicit the caricature of the plaid pants, white patent-leather shoe wearing, cigar smoking sleazy salesmen stereotype.

The sales profession and process have become tarnished over the years by self-centered, egotistical, non-professionals. And it truly is not indicative of a true professional process.

Sales of any kind, if done with enthusiasm, compassion, understanding, and empathy and a wanting to fill a real need, can be an exciting and admirable process.

Everyone Sells

You are selling almost every day. Everyone is selling. Yes everyone. You enthusiastically, genuinely share your experiences with numerous products and services almost on a daily basis.

Whether it’s about the most recent publication of your favorite magazine, a new brand of razor you tried, the hot new yoga instructor at the gym or the gem of a restaurant you ate at last week, you will probably share those experiences with someone.

I bet your child has shared their excitement, with friends, about a new toy. That’s a form of selling. I know you have told friends or family about a new hair salon that had spectacular customer service. Or maybe you have shared your enthusiasm with co-workers, for a new movie that you just saw.

No money is exchanged, but those are sales transactions.

The fact is, selling is offering to exchange something of value for something else of value.  Usually a product or service is provided in exchange for some form of compensation, usually money.

In the above scenarios of sharing experiences, the “something of value” that you are offering is your opinion or review of the experience; opinion about a fun, new toy; a review about an incredible experience at the newest restaurant downtown or a critique of the latest blockbuster movie.

You are Selling Your Experiences

Sometimes you are not just sharing your experience but also trying to convince others to partake in your experience because you genuinely believe they will derive some kind of benefit from the experience.

The value that you receive in exchange for sharing your experience is not money, but you are receiving something; approval, envy, admiration, attention, comradery; an emotional payoff.

So those interactions would be considered complete sales transactions.

They whole key is that you genuinely hope and believe the other person will derive a benefit from their interaction with you.

Professional level sales transactions are not about convincing or hard selling; they are about enthusiastically sharing a product or service that you truly believe in, with the goal of discovering whether there is a true need or want, by the other party, for your offering.

And true professionals will only complete a transaction with a potential client, if said transaction will benefit the client and fulfill their needs. And if it’s not good for the client they will refer them elsewhere.

When you break down an honest, professional sales transaction and study it, it makes it a lot easier and even more exciting to do.

If you can:

  • Listen to what your prospect needs and wants
  • Share your service or product with the potential client without pretense of closing a sale
  • Have your sole intention be to discover a genuine match to their needs and desires
  • Sincerely be concerned with filling their needs and desires to the point of referring them away if you can’t

Then that will make the whole process of selling a fulfilling and enjoyable thing.

Selling doesn’t suck . . . . incorrect, ineffective, self-centered, egotistical selling sucks.

So let’s do it right and have fun!

To Your Success

Scott

People stared at James as he walked back to his seat with tears in his eyes. The crowd didn’t stare at him with pity, but with awe and admiration. James had just walked off the stage after receiving an award as a top producer and the tears in his eyes were from pure joy and a sense of accomplishment.

Only two short years earlier he was sitting on the steps outside his apartment with his girlfriend’s head buried in his shoulder. She was hysterical because they had just been locked out of their apartment for non-payment.

It was at that moment, on those steps in 2005, that things changed forever. James vowed to never let anything like that happen ever again.

So what did my friend and mentor change that enabled him to walk across that stage, celebrating $8 million dollars in sales and putting nearly a half a million dollars into his bank account in 2007?

He changed where he focused his attention.

And today James’ business produces over $75 million a year in sales because of that tiny adjustment. When you focus your attention on your intentions (dreams and goals) consistently, they will materialize. Instead of directing his attention on his present lack of money in 2005, he shifted his focus and kept his attention on the end result he wanted to create.

His mind chatter went from, “how am I going to pay my bills?” to “how am I going to create xxx?,” and he consistently pictured himself in attainment of that goal.

In an excerpt from chapter 3 of my eBook, Manifesting Miracles: The Hidden Keys to Unlocking the Law of Attraction, I wrote . . .

“The Law of Attraction is simply, that we attract into our lives whatever we focus our attention on. Good or bad.. . .”

Where do you focus your attention?

Your own mind is constantly chatting with itself; good things; bad things; nonsense things; going over To Do lists; reviewing the argument you had the day before with your spouse; your money problems.

It literally, never stops.

Do you find yourself focusing your attention daily on things like that? Most people do.

People with successful lives focus their attention on their wants, dreams, desires and goals. They picture themselves already in possession of the things that they desire.

By successful I am not just referring to financial status. I am talking about living the life that you dream of, whether that is a slow paced, get up when you want, walk with nature and watch the sunrise/sunset kind of life or a family life that is supportive, loving and free of drama.

You may even desire a fast paced life filled with adventure, travel and fun.

It’s all up to you. But the question is . . .

Are you living the life of your Dreams?

If you aren’t living the life of your dreams it may very well be because your attention is focused on the wrong things. You may be suffering from what I call M.A.D. – Misaligned Attention Disorder.

M.A.D. is directing your attention to what you don’t have instead of what you want and giving more attention to the negative self-talk in your head; negative thoughts that trick you into believing that you can’t have everything that you desire.

It’s a misalignment of your desires and attention.

One of the most important things to remember is . . . where your attention goes, your energy flows. Whatever you pay the most attention to is what you will create.

You only have one life, so why not live it the way you deserve to live it. You can have everything you want in life and then some. If you think that’s a bunch of Hogwash, it’s because you haven’t consistently tried to realigned your daily attention to focus on the things that you desire.

The ONLY difference between you not having what you want in life and others who have EVERYTHING they want in life, is that they consistently focus their attention on the object of their desires. By doing that, you too will manifest the situations and opportunities that will bring you all that you want.

Focused attention is VERY powerful. Look where it has gotten you so far.

So how do you do it?

First you have to become aware.

What do your friends and family say? Are their words and actions supportive of you attaining your goal(s)? Do they give you words of encouragement and help you focus your attention? If not, you may have to reconsider the amount of time you spend around them.

Yes, sometimes you must change your surroundings in order for things to change.

Second, become aware of what your head is telling you? Is your mind chatter supporting your dreams and goals? Whatever your mind is telling you, you will duplicate in real life. You’re current situation is a direct reflection of all the thoughts that run through your head on a daily basis.

Third, keep a journal of the things that your head is telling you. Write them down and underneath each limiting thought write the opposite supporting thoughts and focus on that. Make that your new self-talk.

It takes some work but becomes easier the more you do it. Once you become aware of the chatter, it’s simply a matter a replacing it with a more effective statement.

An example would be –

Your current mind chatter, “I don’t have the skills to become/do/have _____________.” And that is where you attention goes. The lack of skill.

You can replace that with, “I am working daily on developing the skills necessary to become/do/have ___________, and I am eager and open to seeing every opportunity to develop those skills.”

That is something more positive and powerful to focus your attention.

It’s Simple

It is just a matter of being aware of where your attention goes. If your mind chatter is negative or limiting, replace it with something in the positive and place your attention on that.

It really is that simple. Only you decide to make it difficult. You CAN cure your M.A.D. and create a P.A.A., Positively Aligned Attention; focusing your attention on your new thoughts to create all that you desire.

“I effortlessly recognize and replace limiting thoughts and focus my attention on my new empowering thoughts.”

To You Success,

Scott V.