We get it, Fall is a busy time. But that’s no excuse for missing an NSA Las Vegas meeting!
In case you couldn’t make the September meeting, here’s a quick recap of the goings-on to keep you in the loop.
Without Marvelless Mark in attendance, Jim Root stepped in to MC the event. I almost convinced him to breakdance, but he decided against it at the last minute. (I tried!)
Our very own Guy Burns kicked off our educational time with “Putting the Power in PowerPoint.” No longer should you bore the pants off your audiences with the same ol’ sucky visuals. He suggested we approach every slide with the question, “Does this add value?” If the answer is “no,” it should be brutally slashed from the presentation.
There were “oohs” and “aahs” as he showed us the nifty things you can do with PowerPoint… like opening doors (literally) and using gifs to animate our slides. He did caution against “borrowing” photos from different sources. If you don’t have the right to take the pictures – you’re probably gonna get sued. Check out unsplash.com for some great royalty-free photos.
Next, our special guest, Andy Masters, took the stage to present “Target Marketing your Target Markets.” Andy has a thriving speaking career even though he’s doesn’t waste time on social media and doesn’t send out newsletters. What does he do? He focuses on the decision-makers within his target market who have the budget to book him for the topics he presents.
Go ahead and read that one more time.
Instead of screaming at the world, he speaks calmly to the people in a position to cut him a check. Well, that’s a novel idea.
He does this through two methods:
- Contacting the decision-makers
- Speaking in front of decision-makers
There are oodles of good nuggets coming, but the following line is what resonated most with me:
“Beware of distractions disguised as opportunities.” Whoah.
Andy suggested we look at another measurement of success: ROTI. That’s Return on Time Investments.
Did anyone else just see that light bulb turn on?
He then gave us an 8-step process for determining our ideal markets. You missed it though… because you weren’t there.
Fine, fine. I’m a giver. Here’s how to determine who you should target:
- Who has the budget to book you for your full fee?
- Who has the problem that you solve?
- Who do you have specific or relatable credentials for?
- Who do you enjoy speaking for?
- Who enjoys seeing you speak?
- What are the logos you’d like to see on your website in 5 years as satisfied clients? (These are resume builders)
- What are your favorite cities, states, and countries?
- What organizations would you like to speak to (associations, corporations, educational institutions, nonprofits)?
You’re welcome.
What do you do once you’ve identified these targets? You contact them, of course. You can join the association, mention your desire to speak more to audience members and ask for an introduction, or contact the decision-makers in the group. One of the biggest takeaways? Create relationships. They may not pay off in the moment, but 3 years later, a case of root beer may get you booked.
Now, let’s talk about leverage. Not like blackmail or anything. Andy suggests that every time you get booked to speak, you ask yourself, “Who else cares that I got booked?”
For example, if you get booked by a state chapter of an association, why not reach out to the other 49 states and let them know? You can contact other related industry associations, other people with the same position or title as the person that booked you, other organizations in the same city or state where you’ll be speaking, and key bureau or industry meeting planners.
If you’ve been speaking for a while and are adding some new presentations to your repertoire, or perhaps you’ve got a new book coming out (much like I do… it’s about how to grow your business by supporting nonprofits… and I’m not the least bit ashamed of this plug), contact your past clients and let them know. They may want to bring you back to speak again.
Does Andy get every engagement for which he puts his hat in the ring? Nope. And you won’t either. But instead of looking at a “no” as rejection, look at it as a fresh lead for 2020.
Andy was nice enough to share his slides with the group. If you haven’t seen them, scour your inbox for an email from Jim Root. If you’d like more information about Andy or would like to send him any UCF memorabilia (he’s kind of a big fan), visit www.andy-masters.com .
So, you missed this meeting. You won’t do that again, will you? The October meeting is fast approaching. On October 12th, we’ll be hosting Michael Hauge, storytelling genius, go-to consultant for Will Smith (yes, that Will Smith), and all-around nice guy. He’ll be presenting: THE KEY TO CONNECTION: Unlocking Your Signature Story. Register today!
About the Author
Sheryl Green is a storytelling expert, Cause Marketer, and animal rescuing badass. Having penned three novels, she now brings her penchant for storytelling to non-fiction and content writing, working with businesses and individuals who want to position themselves as experts in their field and make a difference in their community. She leverages the power of story through speaking engagements, website content and book coaching. She is the author of “Surviving to Thriving: How to Overcome Setbacks and Rock Your Life,” “Once Upon a Bottom Line: Harnessing the Power of Story for Sales,” and “Book Writing for Busy People.” Her forthcoming book, “Do Good to Do Better: The Small Business Guide to Growing Your Business by Helping Nonprofits” is due out this Fall. Visit www.dogoodtodobetter.com to download the first chapter free.
She’s also a firm believer that everything looks better covered in pet fur. Learn more at www.sherylgreenspeaks.com .