2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

“How to Turn Free Speeches Into Paid Clients”

By Mike AokiPresident, Reflective Keynotes Inc.

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

Why give free speeches?

• Gain “expert status” and publicity

• Networking: people come to you

• Lead generation

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

How do I get booked?

• Who is your target market?

• Where can I find them? (Association listings such as www.csae.com )

• Who do I contact and what do I say? (Query letter or phone script)

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

Query letter

Send the Program Director:

• Your possible topics and speech titles

• References and testimonials

• The benefits of having you speak at their next meeting or conference

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

What do I say?

How do I organize my speech?

• Top 10 Tips

• Industry trends: positions you as an expert

• Scenario based: share real-life examples

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

But, be careful…

“You should give away the appetizer, not the main

course.”

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

Common mistakes

• Selling, instead of sharing

• Devaluing yourself (The “plumber’s story”)

• Making it hard for people to follow up with you

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

Generating leads

Leave a “trail of breadcrumbs”:

• Email your Power Point presentation to anyone who gives you their business card.

• Refer attendees to a special “landing page” on your web site.

• Offer a sample product or free consultation for qualified prospects.

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

More tips for success

• Newsletter articles (before & after)

• Arrive early and stay late

• Attend the next monthly meeting after your speech

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

More free resources

If you hand in your business card, I’ll email you:

• This Power Point presentation

• My free newsletter

• Links to a dozen additional tips for giving business speeches

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

A final thought…

“Speaking in front of a group is a privilege and a responsibility. You never know how much you’ll affect

someone’s life.”

Mike Aoki

2006 Reflective Keynotes Inc.,Toronto, Canadawww.reflectivekeynotes.com

“How to Turn Free Speeches Into Paid Clients”

By Mike AokiPresident, Reflective Keynotes Inc.