Approach the Coach: Previously asked questions
 

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Question:

What is the best verbage to use when cold calling a potential client about using your speaking or training services?

The Coach Sez:

Most calls are probably not "cold." You are contacting someone to get their business because you probably have some ideas about how you can help them improve. So think of it as a "warm" call and begin by asking them some things about their business or their lives - gather information and then respond to what you hear in ways that show the person you have listened well and share some great ideas that would help them resolve a problem/challenge. You let them know this is what you do, that you are good at what you do, and would they like to work with you on this.
 

Question:

Hi Sandra -
Been reading your messages on the grapevine, thanks for being willing to share yourself.

I lead the Awakening Intensive, in which participants make a direct energetic connection with Essence. My business is pretty full, I'd like it to be very full, and what I am interested in is finding groups to speak to - "The 6 principles of an Awakened Life".

My question - how do I locate and connect with these groups?

The Coach Sez:

Are you looking to be paid for your program on "The 6 principles of an Awakened Life"? There are many service and networking clubs in our community who meet weekly and need speakers. They will not pay you to speak but will be an opportunity to enroll clients for future paying programs.

Think about who is your target market. Who would benefit from this program? Then contact the groups by phone, email or face to face. Let the word out about your interest in doing this to your colleagues and friends. Ask who they would recommend to you.

Begin an advocate group, a group of people you contact regularly to let them know what you do and who you do it best for. Keep them informed once a month, make them members of your "team." If they clearly understand what you do, they will be a great referral source. Only choose people with achiever's mindsets to be on your team. Contact them in many ways, by phone, email, direct mail, coffee, etc. Advocates can live anywhere.
 

Question:

Sandra, it has been a few years since I was one of your students. You were a great help.

I have a friend who has self published a book. He is looking for an agent to approach to work with to locate a publishing house.

Do you have anyone you would recommend.

Thanks. I hope all is going well with you. Your web site is fantastic and sends a wonderful message about what you do.

The Coach Sez:

Yes, I remember you. Good to hear from you. Let me know what is happening for you these days.

Your friend can speak to the following people for recommendations:

Dan Poynter - parapublishing.com
Sam Horn - samhorn.com
Pam Lontos - prpr.net
Finally, check with some of your NSA colleagues about their experiences with agents and who they may recommend.
 

Question:

How do you get the first gig that's good enough to produce the video that prospects and bureaus want? I'm sure a tape with too small a group or too informal a setting won't cut it.

The Coach Sez:

Thank you for writing. Here are some tips.

1. you need an audience of about 40-50 people minimum.
2. depending on your topic, the audience should be in appropriate attire e.g. business or business casual.
3. A two camera shoot is best
4. Keep your video demo short - 15 minutes maximum and less is better
    

Question:

Thanks for the conference call today! In it you mentioned four questions - the fourth was "Why would they want to do that? Then you stated, "Get ego out of the way and get very concrete." I am not clear about what you mean by "get ego out of the way." Can you elaborate? Thanks!

The Coach Sez:

Hello Timothy,
Thank you for contributing to our teleclass today. "Get ego out of the way and get very concrete." I am suggesting that as a speaker you are there for "them" . . . your audience. This is about them, not you. The fourth question, why should they want to do that, requires you to have some deep introspection. It is not only what YOU want them to do, but is your presentation going to inspire them to take some action, think or do something differently, which is what THEY need/want to do.
Does this answer your question?

Sincerely,

Sandra Schrift

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