How to Get On More Stages and Asked Back Again & Again

How to Get On More Stages and Asked Back Again & Again

I get asked all the time, what is the secret sauce to get on stages. The answer is very simple ~ help fill the room. What you say? I’m not the event planner or host. No you are not; but you need to understand that filling events is an art. Most planners are not great artists. They rely on their community to fill the room (virtually or live). But what if their community is not large; or not interested in attending. They have to use all their tools in their tool kits to be those butts in seats. It is hard work, especially now that there are so many virtual events competing for the audiences time.

As an event producer, I love it when my speakers help fill my events. I don’t know why so many speakers don’t help; is it that they don’t want “Their People” to be a part of anyone elses’ group. That is just selfish. Most event planners will give their speakers affiliate links so they can track where each attendee originated. If you are smart and want to be asked back again and again, promote the hell out of the event. Some hosts actually give you money back for each person you bring in ~ what is stopping you for helping?

As the production staff if they have social media posts with swipe copy (short copy that they can cut and paste) for you to share. It takes minutes to schedule these posts add your affiliate link and walk away. Put the link in your newsletter. Announce that you are speaking at the event and would love to have my community in the room. It is really simple and easy to accomplish.

You want an audience Right? So why make it the event hosts job to get a great audience for you to present to. Recent studies have found that in the last 6 months, since LIVE events have been sidelined; virtual events are not getting the audiences they would have had if the event was LIVE.

If I see that a speaker is continually bringing 20+ people into my events; I am going to ask them to speak time after time, especially if their audience is engaged, connecting and converting. I will have them stop by and talk time and again.

You wanted to know how to help getting on stages; now you do. What are you going to do with that information? Let me know how your speaking business grows when you put this all into action.

What, may I ask are you waiting for? Get On Stage!

What, may I ask are you waiting for? Get On Stage!

With this virtual world we are in, there are numerous opportunities to speak on “stages.” Are you taking full advantage of this time to hone your skills and practice your pitch on the virtual stage? We WILL be back LIVE and, in the room, again; it is just a matter of time. Are you ready?

Event producers and hosts are always looking for engaging and authentic speakers to be a part of their events. But you must have everything in place to even be considered for those all-important slots. If not, let me give you a quick education on what you should have in place before you start sending out emails.

You need tools in your toolbox…

  • Your speaker one-sheet ~ do you have one? Is it updated? Does it look professional?
  • Is your headshot current? If you do not look like your picture anymore, you need to update. We want to know what you are going to look like when you step on our stage.
  • Do you have your 3 talks ready to go with all the take-aways listed? Keep it short and sweet and make them clear so that we know exactly what your expertise is. Talks can be tweaked for an audience, but you can’t be everything to everybody.
  • Have you figured out your audience avatars yet? Do you know who you should be talking to? Don’t try and speak to everyone and waste your time getting on stages that are not “right” for you. Determine your audience avatar then go after the groups that fit your ideal audience. Why speak to people who are not interested in what you are sharing. For example, if your specialty is real estate investment, your audience better have money available to invest or you are wasting yours’ and their time.
  • Got Video? I want to know if you can walk and talk at the same time. Are you dynamic, energetic or do you just stand there and speak? Video is your best marketing tool. You do not have to have a lot of video, but enough for us to determine if you are the right fit for our audience.
  • Do you know what to questions to ask the production team before you step on that stage? You better know what you will need and what they require.

This is just a quick overview, if you would like more details check out my FREE GIFT: 10 Things you need to know before you step on-stage!

STOP YELLING WHILE I’M TALKING UP HERE!

STOP YELLING WHILE I’M TALKING UP HERE!

A Few Rules of the Virtual Road

I have been on so many virtual events that I actually pinched a nerve in my back. Not fun! Let’ put that aside for the moment. Virtual Events have become our full-time jobs, and quite the learning experience. The main thing that I have noticed is that people DO NOT understand the etiquette of the Virtual Experience.

Play with me a minute, close your eyes (Ok you can’t and also read the rest, but you understand) just remember the last LIVE event you attended. You got your seat, put out your notebooks and got excited to hear from some great speakers. Now imagine that during the presentation you hear someone say out loud to everybody, “Hi Judy, so glad to see you!” or “I have a program that will teach you how to write a book” or even better; “Hey everyone say hi, write down your email for me” All the while, you are trying to listen to the speaker and consistently, people are selling their products, commenting on the speaker, or just say Hi! How distracting and rude would that be?

In this virtual world, people seem to think it’s ok to continually “talk” in the chat throughout the programs. It’s as though everyone around you was having conversations which distracted you from the speakers’ message. So, I have put together a few rules of the virtual road:

  • If you want to connect with someone, do it privately, that way the intended person would be the only one to see it. If it is a webinar and you aren’t able to privately chat, get their name off their picture and connect offline on Facebook. Or if they are a friend, send them a text by phone.
  • If the Speaker Says something like “Can I get an Amen,” then you put Amen in the Chat.
  • If the Speaker asks “Show me your Word for the Year” then put your word in the chat.
  • If the Speakers asks for questions in the chat, by all means write down your questions.
  • Just because you are not LIVE and you are not speaking out loud, you are still annoying the other people in the event.

By the way,you know why people want to have you put your emails in the chat? It is so they can add them to their nurture campaign, and you will then receive all their wonderful emails. No one wants that. If the speaker offers a FREE download and wants you to put your contact info into the chat, then by all means do it if that is what you want. Send it privately if possible. Just because you have scruples doesn’t mean other people do.

Stop commenting on the speaker’s presentation during their talk. They are not reading these. When they are done, then share your thoughts in the chat and they will definitely check them out after they are finished. But make sure you do it privately if possible. If not, don’t do it during the next speakers’ presentation.

Virtual Networking Events are a bit different. Each host may have their own rules. Just ask what you can and cannot do. Remember like LIVE events, if you don’t behave in a way the “host” requires of their audience, you will not be invited back.

Simply think about it this way. If you are up on stage presenting to a group, what would you like your audience to be doing? Connecting with each other and having conversations or listening to your information. This is simply common sense, think before you “speak!”

You Need to Stop Giving It Away!

You Need to Stop Giving It Away!

A lot of entrepreneurs have a money mindset that keeps them from making what they are worth. I don’t want to talk services or products today, I want to talk about events. You need to stop trying to fill events for FREE!

How many times have you downloaded a Free Giveaway and not used it? Or, been invited to a meet up group and woke up a bit tired and decided to blow it off? If you had paid a significant amount of money for either, you may have thought twice about using the download or getting in the car and attending? I that is a YES!

So why are you trying to fill your events by giving it away. Your time, energy, venue, food, beverage, handouts, etc. cost money. Figure out your costs and add them into your ticket price. You can just cover your costs; or make a bit more on top. Did you know that Southern California has the highest “no show” rate in the country? Why? Because people in LA wake up and if there is an accident on the 405 or if it is raining; they don’t leave the house.

If they don’t have “skin in the game” they will find a reason NOT to attend. So make it worth their time and energy to show up. Figure out what that cost would be? $10 a ticket, $20 a ticket or $197 a ticket. You need to determine the right amount for your audience. How do you do that? Go to similar events in your area. What do they charge and what do they offer? Make your’s offer so juicy that your ideal clients won’t think twice about registering.

When they Don’t Pay, they Don’t Show! Don’t give them the choice.

VIP or NOT?

VIP or NOT?

VIP’s Need to Feel VIP!

You are all excited to attend your VIP day/weekend; you have paid a premium price to be there, purchased plane tickets, transportation costs and hotel accommodations. You went out a bought a few items of clothing so you could make THE best impression on your coach and the other attendees. With your new journal in hand you arrive early for the continental breakfast only to find plastic containers of mixed fruit and a cardboard box filled with Costco muffins. You pick up your flimsy paper plate and plastic fork and get some nourishment down and try to keep your expectations high. No coffee and only water greets you in the back of the room. Your VIP lunch experience consists of food delivered from a local restaurant and presented in aluminum containers with plastic spoons. You end up not feeling too VIP by the end of the day.

The content of your event is important, the venue is super important. Don’t ruin all your hard work by going cheap on the food. I have spent thousands of dollars attending VIP Days, Weekends and Masterminds only to be served pizza out of a stack of boxes or little to no food at all. The cost of the event should be represented by the location, food and total experience. If your guests stomachs are empty, they cannot focus on the message you are sharing.

There are ways to save money on your F&B without making it look like it:

  • If you must purchase the food and beverage from the venue work with them to find ways to keep the cost down, but not the quality. Have your guests do breakfast on their own and just offer a nicer luncheon menu. Or have breakfast and then lunch on their own.
  • Bring food in from an outside caterer or restaurant. This is the best option; your cost of the food will definitely be lower. The key here is presentation. When the food arrives, replace it into nice glass serving dishes and platters. Dress up the table, layer with table cloths, place items at different heights. Presentation can make an inexpensive meal look top drawer!
  • If you are using plastic plates and utensils, spend the extra money on the higher quality items.
  • Beverages: Individual drinks (sodas/water bottles, etc.) place them in containers filled with ice, don’t just put them on a counter in rows. Purchase cartons of ice tea and pour into glass containers. You can use beautiful pitchers or glass dispensers. Fill them up with water and add sliced lemon, cucumber or strawberries. Your guests will be impressed.
  • Don’t forget the guests with food issues. Make sure you have options for vegans and vegetarians; items that are gluten and dairy free. If you can find out prior to the event what those “special requirements” are, you can make sure those issues are handled. You don’t know mad until you have been confronted by a guest with food requirements that are not met! Don’t go there!

I always talk about the “experience” of the event, food can make or break that experience. Sit down and walk through your event from a guest perspective. If you make those small adjustments, you will be sure your VIP’s will not only feel special, but want to come back again and again. Getting a client to sign up for an event or coaching course is hard enough, don’t lose them over paper plates.

Here’s to a great year of great experiences.

If you would like to be a VIP in my community, sign up HERE

Pay-to-Play, Really I have to pay to speak on your stage?

Pay-to-Play, Really I have to pay to speak on your stage?

Why should I have to pay to be on someone’s stage?

I hear that all the time. If you are a speaker and you have said this more than once I ask you to please read this blog. I think I can answer help you understand why?

First I want you to think about the dinner party, birthday party, social gathering you recently planned. Got it in your head? If you haven’t planned a party for yourself, maybe your child. Got it now? What were the steps you went through?

  1. Set the date
  2. Set a Budget
  3. Decided on a venue (your home, or other location)
  4. If another location, secured and gave a deposit
  5. Made an invitation list
  6. Set a theme
  7. Sent the invitations out (Eventbrite, mail, email, phone calls, personal invitation)
  8. Planned the menu
  9. Planned the decorations
  10. Secured the entertainment
  11. Received RSVP s
  12. Cleaned the house or made the final payment on your venue
  13. Followed-up on those individuals who did not RSVP
  14. With number of guests in hand, made final menu and grocery list
  15. Shopped for food, plates, cups, utensils, drinks or hired a caterer
  16. Set up the event (in home or other): decorated; set-up food/drinks.
  17. Party Favors: purchased and put together
  18. Opened the doors for all your guests.
  19. Entertained
  20. Said goodbye, then cleaned everything up

Those are just 20 things off the top of my head. What I didn’t put on there is how many of your guests did not answer or RSVP? How many did and then canceled the week of the event, or that morning? How many still did not show? Now you have all the food, drink, party favors and more left over because you counted on them to show and they didn’t.

Now take those 20 things and multiply them by 10 and you have an event checklist. The host has to handle all that as well as put out a large amount of money for the location, food and beverage, name badges/lanyards, swag bags, goodies, staging, lighting, videographer, photographer, audio visual, insurance; get the picture.

When you have the opportunity to get in front of an audience of your ideal clients; put on a nice outfit; show up the morning of the event and network, get handed a microphone and then introduced to the stage and be brilliant; don’t you think that’s a great deal. You don’t have to organize the event, fill the event, pay for the event. You just get pretty and show up! I think paying to do that is a no-brainer.  I would do that all day long.

Now do you have something to sell from the stage or give away? Don’t ever walk off the stage without getting something from your audience. If they say you can’t sell from stage, offer a free give-away and grab up everyone’s emails (they are gold). If you are selling, make sure you know the audience and the speakers also selling from stage. If everyone is selling to the audience, you may want to give something away; they will be so happy they are not being sold to they will give you their emails. Then get them in your nurturing campaign. If everyone is selling large dollar items, maybe offer a lower priced entry item. Remember if you are on the stage 45 minutes or less, please don’t try to sell a product or service over $1000. People need to fall in love with you and feel you can change their world, business or help them overcome their challenge. That takes time. It’s better to get them into your world at a lower price point.  You can up sell them at a later date for a larger program.

Now if you have done the pay to play and know your conversion rate, then you can do the math. If you spend $1000 to speak onstage for 30 minutes; then convert 20% of the room, it is money well spent. Let’s do the math: 100 people, convert 20%, that’s 20 people. Your product is $499; you sell 20 people then receive $9980. Minus your cost to speak, your profit is $8980. Not a bad day’s work and you don’t have the stress of hosting the event!

Now don’t go into debt paying to be on stage; but if you have it in your budget, know your numbers, you could build an amazing business using other people’s stages.

Now I don’t want to hear you complain any longer!

 

Photo Credit:
Photo of: Craig Duswalt, RockStar Marketing Bootcamp
Photographer: Lori Zapata Photography