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This presentation is a work in progress that provides an overview of speaking methodology for new speakers. It is based on Sun Tzu's Art of War and Gary Gagliardi's book, "Making Money by Speaking." It relies on becoming a spokesperson not a salesperson.You have to download it to get to the notes that make the presentation worth having. Please provide your feedback.
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Making Money by SpeakingThe Spokesperson Strategy for Marketing Your Expertise
I will touch my audience's emotions and become their champion by connecting my life story with their interests.
I will understand their situation and make my speech relevant to their hopes and fears.
In all this I will connect first with our similarities and then enhance our relationship by highlighting the differences wherein we may learn from one another.
Is this you?
Our Natural Response to Change
There’s No Reward for Going Unnoticed
8 Steps to Becoming a Spokesperson
The Method
1
Become an Advocate
Openings are Opportunities
Start from where you are…
2
Your Experience May Vary
Our Changing Times
Common Ground of Shared Needs
Our Mutual Goals
Your Character
CaringIntentions
IntelligenceJudgment Trustworthy
Reputation
DisciplineReliability
CourageFortitude
The Skills We Can Share
Similarities and Differences
5 Ways to Connect with Your Audience
Common Ground Changes
Character
Similar GoalsHelpful Skills
5 Ways to Highlight Your Differences
New Perspective of Situation
New Perspective on Change
Changing Character
New SkillsTheir Success Matters
Connect First, Move Forward Second
The Story Template:
15 Questions
Common Ground:
• What experiences do you share with most audiences?
• What experiences set you apart from most audiences?
• Which of your experiences might others benefit from?
Changing Times:
• What well-known trends or changes in society concern you?
• What changes and trends do you see that others miss?
• What opportunities do you see in these changes that others might miss?
Points of Character:
• What character flaws do you have?
• What strengths do you have?
• What character flaws have you overcome?
Skills You Offer:
• What skills, hobbies, training, and knowledge do you have that are very common?
• What skills, hobbies, training, and knowledge do you have that others might find unusual or interesting?
• What are the benefits to others of mastering your more unusual skills?
Your Mission:
• What goals do you share with most audiences?
• What goals make you unique and interesting?
• What about your personal philosophy might benefit others?
Make Three Lists
Connections Differences Life Lessons
Common ground
Changing times
Character
Skills
Mission
Common ground
Changing times
Character
Skills
Mission
Common ground
Changing times
Character
Skills
Mission
Your Story
Your Passion
3
Expertise That Matters
Typical Topics
More Interesting Topics
Your unique interest of sailing the stormy seas
Corporate needs of navigating stormy
economic times
How to navigate economic storms like a seasoned
sailor.
4
Your Core Product is - YOU
Start Small
Success Requires Audience Action
5
The Eight Key Steps
Unaffiliated clubs
Affiliated organizations
Local businesses
Educational institutions
Local conventions
Seminars promoters
Your own seminars
Corporate marketplace
Other Ways to Get an Audience
One Rung at a Time
6
Speaking Techniques
Getting Reactions
Using Repetition
Contrasting Variations
7
From Confusion to Organization
Equipment
Tailor Your Presentation
8
Game Day
Meet Organizers and Attendees
Room Setup
The Spokesperson
Creed for Trainers
GROUND: Find Common Ground
CLIMATE: The Changing Times
LEADERSHIP: Character
METHODS: Skills
MISSION: Shared Goals
Let your journey begin.
A journey of a thousand miles begins with a single step…
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