Which Days are Best/Worst for Holding a Seminar?

Todays question comes from Roy in the UK. He asked if there are any days of the week which are better or worse for holding a seminar? It’s a great question, and after I recorded the video I realized that there is one other day which you should definitely avoid. The day your #1 competitor is holding there event. You should be on all the mailing lists for all of the speakers who you are in competition with, and even those outside of your niche. If you try to schedule a weekend event the day Tony Robbins is coming to down, you might find yourself having a hard time filling your event. Make sure you check out http://www.bulletproofspeaking.com for more great tips on professional speaking.

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The Controversial and Offensive Truth About Selling from the Stage

WARNING: I am not very polite in this article: Don’t read if you are easily offended.

This brief post contains the secret to creating MASSIVE sales from the stage and creating a feeding frenzy of people rushing to the back of the room at your events. The technique I’m about to share with you works BETTER than any other technique you would hear at any other speaker training program. Are you ready?

Hard close the shit out of your audience and constantly be selling throughout your speech.

That’s it… and I’m going to prove to you why this is the best technique if you want to make the most amount of money possible. The kind of speakers who follow this philosophy are nothing more than sleazy salespeople who only care about one thing: Making shit loads of money and making it as fast as they can. This is why they hard close like crazy and never provide any real value. Think about it. If there actually was a better way to sell from the stage, those sleazy sales people would be using that technique instead because all they really care about is how much money they make. Since there isn’t a more effective way to sell from the stage, that’s the technique they use. They aren’t hard closing because they are jerks (although I think they are). They aren’t hard closing because they get a kick out of it (although they usually do). They are hard closing because it works better than any other technique out there and all they care about is making money.

I will be the first to tell you that I do not have the highest close ratios of a lot of speakers on the circuit. But I can tell you this:

I sleep better than any of them.

I don’t care about creating a feeding frenzy in the back of the room, I care about creating loyalty in my relationships with my customers. And when you hard close people and constantly sell without providing any real value, they often regret their decision and eventually cancel anyway.

Now the guilty parties reading this would argue a different perspective. They would say, “Topher doesn’t believe in his product as much as I believe in mine. Because if he did, he would want everyone to have his products, like I want people to have mine. Everyone will benefit from my knowledge.”

And I would respond, “Really? You’re that narcissistic to think EVERYONE needs your product?” I am very proud of the products and services I offer, and I am not so arrogant to think that everyone in the world should buy them, and even if someone would benefit from them, it doesn’t mean they should buy them immediately without taking into consequence their other financial obligations.

I will happily sacrifice some sales at my events in exchange for peace of mind, knowing that the people who did buy made the right decision, and the people who didn’t buy also made the right decision for themselves at that time. This is one of my key beliefs that I share with my clients who hire me to train them as a professional speaker.

If you want to learn the best way to sell from the stage, then go to a training program that specializes in selling from the stage and doesn’t focus on the more important aspects of creating value, connecting with your audience, creating unforgettable experiences, and operating your business with a conscience. Those 4 aspects to speaking are what I prefer to focus on, and yes, I even teach how to sell from the stage as well, but it’s a technique I’ve developed over the past 20 years that allows you to incorporate the 4 key aspects of a professional speaker at the same time. You may not make as much money using my techniques, but the money you make will be clean, and you’ll sleep really sound at night.

If you like what you heard and would like to learn some more, then please visit: http://www.tophermorrison.com/events/7secrets

By the way, I do believe there is a difference between hard selling, and overcoming objections. If someone expresses interest in buying a product or service, and shares that they would benefit from getting it, but has some concerns – there’s nothing wrong with using your sales skills to help them make the right decision… but that is another article for another time.

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Avoid These Promotor Scams

I just saw a speaker submission page on a website promoting an event.  When I clicked on the criteria, this is what I read:

  1. We do not cover travel expenses or provide fees or honorariums for speakers.
  2. We have a strict “no selling from the stage” policy that all speakers must follow. Speakers who expect to sell during their session need not apply.
  3. We will not consider submissions that are incomplete or submitted except as described below.
  4. Conference registrants are invited to submit speaker suggestions on their own behalf. We often choose speakers who are registered to attend.

This is basically a way to tempt wanna-be speakers into signing up for their seminar on the hopes that they will get chosen to speak.  If you do get chosen to speak, these people are basically saying, “Come share your knowledge with our audience that we have charged to attend and have profited from.  In return, we won’t do anything for you, but you’ll have fun knowing you’ve wasted your own time and your own money.”

And this company teaches how to succeed in business!  Its absolutely amazing how hypocritical people can be sometimes.  Don’t fall for these scams.  If you do, it sucks you further into debt and farther from your dream of being a professional speaker.

Now if this seminar company, or any others like them were to read this, they would defend their actions by saying, “But we are giving them exposure”  Hmmm… Facebook gives you exposure and you get it for free.

There are easier, and better ways to make money as a speaker.  Check out http://www.bulletproofspeaking.com/ to get some great tips and tricks for success in the business.  

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Seminar Review for 7 Secrets Event in London

Here’s a recent review on my seminar entitled “7 Secrets to Becoming a Highly Paid Professional Speaker”   CLICK HERE

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BULLETPROOF Business Tip #4

Just imagine having one of the best opportunities of your career offered to you on a silver platter only to walk away from that opportunity just 3 days before it came true.

Well, that’s exactly what happened to me earlier this month. A NY Times Best-Selling author was scheduled to speak in San Fransisco but due a serious illness he was unable to speak. When the promoter for the event contacted me to take his place it was one of the greatest privileges in my career.

As we negotiated and agreed on the terms, the promoter assured me he would sign the contract and return it to me ASAP.

When he would get the contract, he would call me and want to make a change, I would comply and resend a new contract, to which he would repeat the shady cycle. This went on for over a month. With only 3 days before the event he requested another change which pushed the deal beyond the scope of a win/win situation and clearly became a win for him and a lose for me. I informed him I would not be speaking and he could find himself another speaker.

This was gut-wrenching for me to do and you might wonder how this story can help make your business BULLETPROOF. Well here’s the part where the lesson becomes the most powerful: All too often, people are compromising their prices, standards, or ethics for the sake of earning business and in the long run, they work for a payment that costs more than they can deliver the product or service. Even in tough times, it doesn’t make any sense to cut your prices so low that you aren’t making any profit.

As much as I wanted to be able to represent this icon in the industry in the best way possible, I didn’t want to work with an unethical promoter. As much as I would have loved the income from such an event, by accepting his new terms I would have devalued myself and compromised my self-worth. While I didn’t get the paycheck, the ability to walk away from a bad deal was much more rewarding to my identity and in the long run, my profitability because to speak for a fee below what I’m worth is counter-productive to my bottom line.

So the next time you have a chance to get some business, before you accept the deal, make sure it’s a good one. You’ll feel much better walking away from a bad deal than saying yes and making little to no money or sacrificing important aspects of your identity. Remember, business should be fun!

Until next time, take care, dare to dream, and make each day an epic adventure!

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BULLETPROOF Business Tip #3

Have you ever received such incredibly fast customer service that it left you stunned from greatness?

Peter Thomson, a UK entrepreneur and business mentor is my inspiration for this week’s BULLETPROOF Business Tip. Peter believes that in the eyes of a customer, speed stuns.

Whenever I have a conversation with Peter on the phone within minutes of hanging up the phone I will have an email in my inbox thanking me for the conversation.

If he tells me he is going to send me something in the mail, it arrives the next day via FedEx. I cannot recall a single event where Peter dropped the ball or delayed the game. His customer service is second to none.

So think about how you can speed up your customer service response time. Here are some ideas.

1. Follow Up Emails sent within 5 minutes of a phone call.
2. Overnight that package you need to send.
3. Tweet a thank you or announce to your followers that you just had an amazing conversation with your customer.
4. Post a quick thank you on their Facebook or social network page.

Until next time, take care, dare to dream, and make each day an epic adventure!

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BULLETPROOF Business Tip #2

Today’s BULLETPROOF business tip is a great one, and I owe it all to one of my favorite customers. After last week’s tip, I received an email from one of my long-time customers Lyn Bromley. She wanted to thank me for the tip by giving me another.

She talked about the importance of not just sharing ideas with customers in our communication which is what so many of us do (including myself), but also listening to ideas from customers in a conversation. This way they aren’t just informed, they are engaged.

So the next time you have a chance to reach out to your network base, don’t just give them information, by all means, ask for some back. Create that involvement and you’ll discover two things. #1 You’ll get a more accurate read on who is listening to your marketing, and #2 you’ll create a better bond with your customer base.

And with that quick tip I’m going to reach out to you! I would love to feature you in an upcoming BULLETPROOF Business Tip like I just did with Lyn Bromley. Do you have any proven business tips in these areas? If so, leave me a comment and who knows, maybe you’ll be featured in my next tip!

1. Increasing Customer Loyalty
2. Wealth Creation
3. Making Yourself Irreplaceable in Your Company
4. Selling
5. Writing Powerful Ad Copy
6. Anything Else Cutting Edge and Exciting!

Until next time, take care, dare to dream, and make each day an epic adventure!

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