Approach the Coach: Previously asked questions
 

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Question:

What is the most effective way to approach prospective clients in corporations? And How can you make sure that you are targeting the "decision maker" in the corporations?

The Coach Sez:

It is a mix and match. The best entry is by referral to a person that you can call. Cold calling is useful if you know this is a group that hires outside speakers. Today, much of communication is followed up by email after you are asked to send your "media kit" by direct mail.

1 - Cold call first
2 - Email speaking website first
3 - Send introduction letter first
4 - Other: You must ask who that person is. Don't waste your time with the gatekeeper. A receptionist or whoever answers the phone will give you this info.
 

Question:

I was a professional speaker, independently and as part of my job for my previous employer, for 10 years. Although I have continued my membership in NSA I "took a leave" from speaking two years ago while pursuing and advanced degree and taking on a new job.

What are the best methods to re-enter the field? And When do I need to proactively begin if I wish to start speaking July 2005, but cannot dedicate my time to it before then?

The Coach Sez:

Let the word out. Create a list of "advocates." Write them and ask them to be on your team. Clearly define what you do and who you do it best for. An advocate group is an excellent way to get referrals for minimal costs. Stay in touch with this group of people at least once a month by phone, email, fax or a cup of coffee.

If you know what you wish to speak on and have your media kit together, then you should begin marketing your speaking services by January.
 

Question:

What's the best way to market myself in the US? I'm from Ireland. I'm delivering a program called Dare to Dream in Bellingham, WA 2,3 Oct 2004. I combine speaking with music and story telling.

Is it best to get a book published first, a CD and/or video?

The Coach Sez:

Most speakers will publish a book first. But you are also a performer, so I think a DVD or CD would be a good product for you. How about all three?
 

Question:

For motivational speakers, how does one find their target audience? In other words, how does one know what potential audiences are out there that would like ones message?

The Coach Sez:

Be sure you have your topics defined, a smart looking media kit and a list of advocates who clearly know what you offer so that they can network you to the right groups.

Also do a search for other motivational speakers at nsaspeaker.org and check their web pages to see what kind of clients have booked them.
 

Question:

How does a new speaker get more paid clients then free ones?

The Coach Sez:

You need to let people know that you are a paid professional speaker. Speak to groups where there are opportunities to get paid engagements.

Pursue associations that hire outside speakers. There are thousands that meet annually in the U.S.

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