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How to Get More Leads From Every Speech

Expert Author Arvee Robinson Public speaking will get you more clients and more leads. Let me show you how. Take out a piece of paper and write LEADS vertically down the page. This will be an acronym that will help you to remember why public speaking is right for you.

L stands for Leverage

Public speaking lets you leverage your time. You can get in front of more people for less time. Instead of trying to get leads by networking one by one, you can speak in front of a group of 20, 30, 40 or even 50 people and generate more leads.

Let me show you how this works.

Commit to a speaking a minimum of once a week. Like anything else, public speaking works best when you're consistent. Commit to doing it every week, at the very least.

Hypothetically, if you speak to 25 people every week that's 100 new people who normally you wouldn't be able to reach. Out of those 100 people who have heard you, how many do you think will become leads? If you're doing it right, you should be able to get a minimum of 5 people. Now you have 5 people to follow up on within 24 hours. Even the warmest leads will turn to ice if you don't get them into your sales funnel within 24 hours.

Out of those 5, how many could you close for business? You should be able to close at least 2 because they have already come to talk to you saying, "I want what you have," or "I want to know more." Whatever it is, they are deliberately talking to you.

If you spoke once a week for 10 months, then you're going to be reaching a 1000 more people a year. Let's calculate it per month. You close two people and your average sale is $2000 a month, times 10, that's $20,000 extra income in ten months. Multiply it by the life of your client, say $10,000, and that's an extra $200,000 into your business!

Public speaking works, especially if you follow my foolproof speaking system.

E stands for Expert

When you speak publicly you are looked at as the expert in the field, in your market, or in your community. Every organization usually will send out a notice announcing that you are the guest speaker at their event. You will get the leads because you are already at expert status.

A stands for Audience.

Know your audience. If you want to get leads from a particular audience, you need to know whom they are and what they want before you speak. Most speakers don't even do any prior research on the organization where they're speaking. If you want to get leads and sell your product or service, you have to treat it like it's part of your marketing.

Find out as much as you can about your audience. Go to their website. Take 5-10 minutes and prepare yourself. Before you even write your speech, talk to the person who has invited you and ask questions. What do they like? What are the demographics? Are they business people or service people? Do your research.

D stands for Database

Speaking is the best way to build your database because you're getting warm leads every time you speak. I use a business card strategy. This is how:

To get leads from everybody in the room (as long as you have permission to do so from your host), have something to give away for a raffle. Ask for everyone's business card. I'm assuming that you will speak at a place where you can get leads. So, every one gives you their cards for the raffle, and you give your "gift" away, and leave with bunches of business cards.

Now comes the moment of truth. These cards are not going to serve you if they sit on your desk. You must put them in a database.

The first step in the system is to send them an email and let them know it was great meeting them, give your website, and some free resources. I don't sell anything at this point. I just give them something if they liked my talk. After the email goes out, I print that out and it goes to my sales person to follow up. Within 24 hours they've been contacted once or twice. That's how you turn warm leads into hot leads, and your hot leads into sizzling, hot leads.

S stands for Sizzling Hot Leads

When you are speaking from the stage, anyone who comes up to you afterwards is a sizzling, hot lead. Make yourself available before and after your presentation. I have found that the ones you mingle with in the beginning will always buy after your presentation--those who are actually ready to purchase.

Here are two ways to get hot, sizzling leads:

1. Mingle. Be friends with people. I go to the workshops when I'm speaking at someone else's workshop. I participate. I don't just sit at the back of the room and wait for my cue. When you participate, people will get to know you and then they find out you're the speaker, and feel honored. They tend to buy from you first. This is really important.

2. Through questions. This step comes right before the invitation at the end of your presentation. Instead of asking for that Q& A session--which will sabotage your presentation, hands down--invite people to come and ask you questions. Say, "I know you have a lot of questions and I want to answer them. At the end of my talk, feel free to come to the back and ask me." Those who do are hot, sizzling leads. Get their cards.

Don't spend a lot of time answering their questions because you have other people waiting. Just say, "That's a great question, and I want to take my time to answer it. Can I call you tomorrow when we won't be interrupted?"

Take their business card and fold the corner of the card. That indicates it's a hot lead to follow up. Don't break eye contact with them when you do this. This is the delicate moment of falling in love. Ask for their business card. Tell them you're going to call them in the morning. Fold it without them seeing it. Then don't forget to follow up!

Arvee Robinson is the Persuasive Speaking Coach, Author & Speaker. She teaches business owners, service professionals, and entrepreneurs how to attract clients, generate unlimited leads, and grow their business with public speaking. For more information visit

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6/2/2015 6:40:41 PM UTC