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4 Biggest Speaker Mistakes You Make When Trying to Attract Clients

AND 4 Top Tips to Eliminate Your Speaker Mistakes —

No speaker mistakes

Your wildest dream coming true!

I am changing this blog’s appearance, so if you think you have come to a different blog by mistake, you haven’t!  Welcome back, and please have patience while I make the changeover to our new theme — I hope you like it! And now to the subject of the day:

For a lot of years I used free seminars as a way to attract new clients to my franchise  business — “How to Find the Right Franchise For YOU.”  But here’s my sad story of how I started:

I wrote a great seminar full of insight and help for the attendees, and I presented it with zeal and terrific PowerPoint graphics – it was WONDERFUL. But instead of having a bunch of people clambering for my assistance, people thanked me for the information and left.

My boss and mentor, Howard Bassuk, asked to listen in on my next seminar, and I knew he would be so impressed!

He wasn’t.

But he gave me some great advice, which I will add as Speaker Mistake/Tip #4.

I believe in the power of speaking/seminars as a marketing method because it worked so well for me, so when I found Lianne Ebbinkhuijsen on LinkedIn, I asked her to share some of her insights on her specialty – using speaking to attract new clients. I’ve also put her video at the end, not as an ad, but because she is intriguing to watch. She also has a couple of free things that you will want.  So here’s Lianne:

The vast majority of professionals speak to make themselves visible as an expert and attract clients. After their presentation, most professionals are satisfied about their speech and pleased that they did it.  Unfortunately, this feeling is often followed by disappointment about the limited response of potential clients.

“What happened? It really clicked with the audience present but only two people came up to me to talk with me.” I hear this often and know the feeling. But the bad feeling is not the only thing that remains… Every time when you do not maximize a presentation opportunity, you miss thousands of dollars or Euros [and I’m modest here]!

Here are the biggest speaker mistakes in presentations that make you leave the room with poor results, along with my tips for improving your speaking efforts immediately.

Speaker Mistake #1

No speaker mistakes

You want it to end this way!

You did not think in advance about what it is you want to leave the room with after your presentation AND how to practically handle that during your presentation.

Do you want to have scheduled appointments with ideal clients? Do you want new names on your ezine subscriber list? Or do you want to enroll participants for a workshop?

In advance, clearly define what it is you want to leave the room with. Make sure you ask for this in the close of your presentation [call to action]. Prepare yourself logistically for collecting what you want. No pens at hand means less people who fill in a card… [and I am serious here].

Speaker Mistake #2

You do not address the biggest problems, worries or questions of your audience. Most professionals think about the question what am I going to tell them? What do I want to tell in my speech?

The truth is that your audience will only connect when they feel that their questions or desires are seen and heard. The starting point of client attractive speaking is always the situation in which your audience is now and what they struggle with or miss in their life. Actually, it is not about you at all J.

Make a short list of the biggest problems or questions of your audience. Make sure that the most important need of your audience gets touched upon quickly in your presentation, so that your audience realizes … hey, this is about me!

Speaker Mistake #3

speaker mistake #3

Speaker Mistake #3

You did not build up enough ‘tension’ to WANT more of you and your work. Let alone to want it quickly. People leave the room after your presentation with the idea that what you said was nice and useful, but not with the idea that they have to take action!

Make clear to your audience in different ways what is possible for them so that they know their problem or worry can be solved. Tell a client success story or show them a case study. Or… show your expertise as a coach or consultant by asking someone from the audience to come on stage and solving their question on a particular problem. As a result, the audience will ‘see’ what could be possible for them as well.


Thank you Lianne for your help, and here’s my biggest mistake:

Speaker Mistake #4

Speaker Mistake #4

Speaker Mistake #4 – Not enough emotion

You used logic, but you forgot emotion, (the strongest of which is FEAR). You forgot to make them see what could happen to them in their later lives if they DIDN’T use your assistance.

Not only do you make a list of the problems that your audience might face, you lower your voice and emphasize the impact those problems could have in their future. For me it was, “What if you didn’t find a business now, and the next recession rolls around with even more layoffs – what will that mean for you and your family?”

One more thing….

VIDEOS are an important part of our speaking to clients — if you don’t have a video on your website, you’re missing the boat. This article was written by Lianne Ebbinkhuijsen, and when I went to her website, I thought her video was an excellent example of how a good speaker can engage us, even if it’s just a video.  She took a risk by being up so close without any props, but I think it really works well – you can watch it here and then click here if you want to go to her site to get your FREE DVD “My 3 biggest secrets to selling your services without stress”.

Lianne is the founder of Easy Influence, a platform where ambitious independent professionals and service entrepreneurs learn simple ways to attract business by speaking and get high paying clients in record time.

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  1. Trudy Flowers says:

    An excellent post! These points are applicable anytime your are talking to other potential clients about what you could do for them and their business! You should always be selling yourself and your business.

  2. Rudolph says:

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    users, who are wishing for blogging.

  3. Ramon says:

    Great blog you’ve got here.. It’s hard to find good
    quality writing like yours these days. I truly appreciate individuals
    like you! Take care!!

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