There were times when I wasn’t sure I could be speaker. There were times when I went to speak, and I just had sweat running down my face instead. I know what you may be going through, which is why I developed my Superstar Speaker Training. I’m going to talk to you about what you do if nobody says yes to your offer. Then, I’m going to counter that by teaching you how to get them to say yes to your offer in advance. If you’ve been in a place before where you’re going “They didn’t say yes to my offer,” it means you got rejected. You’ve had a lack of success in this area before. If you’re brand-new and you think, “I don’t want to get rejected. I want people to say yes,” then you really want to pay attention to this.
Speaker Training Tips To Get Your Clients’ Approval
Speaker Training Tip #1: Stop Being Too Technical
A lot of you are speaking on stages. Many of you are running your own live events (New to it? Get tips here). Some of you are just speaking online and making offers. Sometimes you’re an expert in your stuff but not used to selling and making offers. A lot of times you think about the technical aspects of the thing you’re offering.
One of my clients is great at what she does. She’s an expert, but she gets too technical with her explanation. When she does it, she becomes focused on the vehicle rather than the outcome that it produces.
Focus On The Outcome
If I say, “I’m going to give you a sales system to sell better from the stage,” that’s the vehicle. Ultimately, why do you want to make offers from the stage, and why do you want to get people to say yes?
One, you want to get your message out into the world. Two, you want to get clients. Three, you want to bring cash flow in. Four, you want to make an impact. Five, you want to have a lifestyle-friendly business. Six, you want to have be an authority in your business. Seven, you want to get invited on stages. You’re passionate about what you’re doing and love what you’re doing.
Those are all outcomes. Making an offer and selling and getting people to say yes lead to those outcomes.
You want the outcome. If you want to get people to say yes in this speaker training, you have to be clear on the outcome of your offer, and you have to continuously up-level it.
Here Are A Few Examples
Let’s say you’re talking about the topic of health and you say, “I want to help somebody get healthy.” Number one, what does that even mean? It’s defining what health means. Number two, how does that show up in their daily life? Somebody just doesn’t want their health to go, “I’m healthy.” They want the outcome of what feeling healthy is.
You have to start to define what being healthy means. It’s vibrant. When I’m vibrant, what happens? I feel great about myself. When I feel great about myself, I have what? I have more confidence. When I have more confidence, I get more done and become productive. When I’m more productive, I’m making more money. Because I am making more money, I’m ultimately making a bigger impact, serving people, have the lifestyle I want, et cetera.
Look how I took health all the way to the areas of life that it affects. Here’s the big disconnect in the offer. A lot of times, health practitioners, chiropractors, and spiritual people are in this space where they’re about some transformation, but they have a limited view of what the outcome truly is. When somebody has better health, in most cases, they’re going to be more productive and ultimately make more money in their life. If that person’s a performer or an entrepreneur, one of their goals is to be productive and make money. Not linking health to every aspect of that person’s life is a mistake.
If you’re in the financial business, and you’re talking about money, say “I’m talking about money today and I want to help you get higher rates of return,” great. Somebody can walk around and go, “I got a 10% rate of return on my stock portfolio. Awesome.” That may make them feel significant or special, so that’s an outcome.
It could be “Imagine if you’re walking around and you’re the only person who’s walking around who are getting 10% rates of return.” How would you feel? Then that’s an outcome of “I’m feeling great about myself because I made a smart decision.” You’d feel smart and intelligent. You’d have more cash flow and start building towards retirement. In retirement, you could go out, play golf, travel the world, provide for your family, and have freedom.
In having that freedom, you could contribute to causes and serve humanity. Those are outcomes. A rate of return is not an outcome. It’s an outcome maybe on a very micro level in the financial realm. Real people talk about how that affected their lives.
Try This Exercise
Don’t ever make the mistake of talking about the vehicle when you make an offer and sell. Make sure you’re talking about the outcome of that person’s life. For this speaker training, here’s a quick exercise. Write down all the practical ways the thing you’re selling impacts that person’s life. How does it impact them professionally and personally? What is its impact on their kids or their relationship? How would it affect their health?
It’s a real person you’re working with. Never make that mistake of not applying it to their life. If you do that, then the next time you get up on stage, you’re going to be speaking to the person and not the vehicle. Makes sense? Huge difference.
People will be interested, and you may even have some buyers. We can get into the mechanics of how you make an offer. Overall, the thing you’re selling linking to the outcomes is so critical to your success.
Speaker Training Tip #2: Raise Your Confidence
I couldn’t think of a nobler career than coaching and teaching others. – Ted McGrath pic.twitter.com/1xDWGx37rJ
— Ted McGrath (@ted_mcgrath) August 25, 2017
The second point of this speaker training is to be confident. Confidence comes from actually focusing on the outcome of how you’re going to serve another individual. This is really important.
Some people say your offer or presentation should not be all about you. That’s BS! It is about you because you’re the one making the offer. In fact, it’s about both of you and your clients.
The moment somebody goes, “It’s not about you making the offer,” what you’re doing is your individuating from the offer. You have no control or ownership over it. On the other hand, the moment you make it only about yourself is when you start to get nervous. You start to get in your head.
It’s a combination of you, the expert and the one who’s making the offer, and them, who want to see an outcome or have a need in their lives.
When you get up there and make the offer, you need to be coming from a place where you know you’ve gotten results in your own life. You need to write down all the results and their impact on you. Many times when we get up on stage, we stop thinking about its impact — how this is a real thing.
The moment I start thinking about how telling my life story and sharing my message has served other people and my life, all of a sudden I start to get confidence and certainty going. “Wow. I’ve put in 9, 10 years of my time becoming an expert in this. This is worth something. This is super valuable. Wow, it’s produced these results in my life. It’s worth something. It’s super valuable.”
If I don’t have that perspective and certainty coming from my perspective, I won’t value myself and my offer.
One of the biggest mistakes people make, and one I wish to stress in this speaker training, is they get up there and forget to sell their story and perspective. They get so used to their gift and the thing that they do. They don’t say, “Wow, this changed my life. This works, and I want it for other people too.”
Speaker Training Tip #3: Focus On Their Dreams
Think about their dreams. When you are in a place of certainty because it’s changed your life, you have expertise, and you value yourself. The next piece is, “Wow, what could this do for them?” Think into the fact they’re here listening to you, because they’ve already tried many times.
I’ve sold for 17 years now, but I know most people have not sold for 17 years. Even if they have, most of them haven’t gotten the level of results I’ve gotten. I make $200,000 offers from the stage in my programs. I sell $100,000 programs like it’s a conversation about dollars. That’s how confident I am when I sit down and make the offer with somebody about this. Why? Because I’ve done it over and over, but I also understand the value of the actual offer. I understand how long it took me to get there, and I understand the risks involved.
Because of all of these, when I sit there and talk to somebody else, I can then go into their perspective. First, it’s my perspective. Then it’s theirs.
Don’t Let Them Leave Hoping
Here’s one of the biggest problems you’ll ever have when speaking on stage. You’re about to make an offer, but you don’t stand for them and realize they want this outcome. You don’t tell them they’re not going to get it unless they take your training. If you don’t stand for that type of conviction, they’re going to walk out of the room. They’re not going to buy. What’s going to happen then?
They’re going to go behind their computer. They’re going to hope one day they’ll develop the skill to sell and get booked on a stage. These people are going to hope one day they will have an audience showing up to the webinars.
Hope gets you nowhere. That’s the reality. If I let people leave that call or that room hoping, I haven’t done my job.
My level of certainty helps me understand their perspective. They are brand new or they’re veterans not getting the results they want.
Some people do come up to me and say, “Oh, I’ve been on stages, Ted. I know what I’m doing.” But are they having the level of success I’m having with sales? For most people, the answer is no.
I live on such certainty of perspective, but the other aspect of this is it’s a game. You start the game, and you want to get to the finish line through understanding their perspective. Then you want to comprehend what moves the needle, so they will actually say yes.
Speaker Training Tip #4: Give Multiple Calls To Action
Dream about it or work for it. You choose. pic.twitter.com/vWe0QUTaC8
— Ted McGrath (@ted_mcgrath) August 29, 2017
When I get up there and somebody’s saying no to my offer, they don’t understand the outcome.
If they’re saying no, it must also be because of your certainty, confidence, and level of comfort while being in front of the room. It should go from your perspective and your certainty to theirs, which is that if they don’t do this, they’re going to be in trouble. They need to know how far they have to go and why they need this. When you have the certainty of your and their perspective, you can make calls to action. But how many should you make? Certainly not only one.
Make three calls to action from this place of understanding.
Speaker Training Tip #5: Get Into The State Of Beingness
By the time you get to the first call to action on your offer, you’re already coming from a place of certainty. Your beingness is “I know they need this. I know I can deliver it.” Without that beingness, it doesn’t matter what you say at the end. It’s not going to happen. You won’t get your clients, and they’ll walk out of the room only hoping. Here’s a scenario, though. What if you’re me and somebody goes, “Ted, what if I don’t have 17 years of experience as you do?” What will you do?
Gain certainty in the experience you do have and the results you’ve gotten for people. That’s how this game’s played.
What if he goes on to say, “Well, what if I’m not confident in making offers from the stage?” Go get booked.
Speaker Training Tip #6: Accept The ‘No’s
It’s never too late to live the life you’ve always wanted. Here’s why: https://t.co/B5ZoJSrD1U
— Ted McGrath (@ted_mcgrath) August 27, 2017
One of the ways to get people to say yes is to experience a no first. Does it make sense?
Life experience is a thing that will move the needle. If you’ve never done it before, take what I’m teaching you: Go out and do it. If you get some ‘no’s, good. It’s going to happen at some point. My job is to limit the number of ‘no’s and get you to keep going back out there to make calls to action for your offer.
Speaker Training Tip #7: Deliver Your Content And Tell Them What To Do
The first call to action is to deliver your content. You have to sell the outcome and tell them to go buy. If you’re in front of a room, direct them, “Go to the back of the room and sign up.” Tell them what to do.
Don’t just say, “Well, I have this offer.” They won’t know where they’re going. Be specific. If the order forms are at the back of the room, which I like, say, “Go to the back of the room and sign up.”
Now, one of the first things that can make the first call to action powerful is some type of includer. You can say, “Only the first 17 people will get this.” You can make your own, but make sure it’s real.
It’s powerful, since it gives them the sense of urgency to take action. You don’t give them the time to doubt whether to take your offer or not. An includer lights a fire for them to move, and when they see other people moving, the rest will follow.
The includer helps you get some credibility. It creates social proof, and it’s the first game-changing winner. However, if at first call to action they don’t actually move, it’s okay.
Speaker Training Tip #8: Understand Your Customer
Struggling to enroll clients? Make sure you’re clear on how your product or program delivers what THEY want. pic.twitter.com/pFXbWrCCcs
— Ted McGrath (@ted_mcgrath) August 28, 2017
If the first call to action didn’t work, go to the next. This one is all about psychology. It’s understanding your customer.
What do you exactly do? You need to understand their fears. Put yourself in their position and learn why they’re not taking the action.
Some experts get diluted because you’re three, four, and five years ahead. Talk about the problem at the present, not the ones facing five years ahead of them. Get in their heads and ask, “What’s the fear right now that’s stopping them?”
If I were making an offer right now and say, “Sign up for my speaker training” or “Come to my live event,” and you show hesitation, I would say this:
“One of the reasons why you are sitting on your chair right now and not standing up to go to the back of the room is you have a conversation going on in your head. How many of you in the room right now have some interest in this but there’s a conversation going on in your head?” If you do this, you know what happens? All of a sudden, you get acknowledgment.
Not only that, but you’re creating a shared reality with the customer. You’re in communication with them.
Acknowledge The Fear
The reality is created by you acknowledging the fear that they’re having and that acknowledgment creates a connection with them. When you acknowledge where they’re at, they’re not only listening to you but also receiving your communication. It’s so important to acknowledge the secret fear.
You can even go and say, “Some of you are sitting here right now and you’re thinking, ‘I want to be a speaker, but I’m afraid. I don’t even know what to speak about. I’ve never been on a stage before. I don’t even know if I can really do this thing. The truth is I’m embarrassed to admit I even want to be a speaker because I don’t know that other people around me would believe me. Sometimes I don’t even want to tell people I’m a speaker because I don’t feel that way and don’t have the self-esteem and confidence right now.’ How many of you feel that?”
Get Right Into Their Heads
Notice what I’m doing? I’m getting right into the head of the customer. “Well, the reality is you can sit here through the rest of the speaker training or presentation and do nothing. Or you can make a decision to get up and do something. When you take the action of a speaker, you actually become a speaker. When you don’t take the action, you’re not a speaker.
Simply by standing up today and signing up, you are taking action and beginning to instill some belief you actually can do this thing. Nobody does it without training. If you never get trained, you’ll walk around with this dream of being a speaker one day, and you’ll never tell anybody because you’re afraid to tell people. Take an action. Sign up for a program and at least go tell people, ‘I’m training right now and studying to become a speaker.’ Get out of your head and let’s make a decision today.”
Speaker Training Tip #9: Tell Them A Story
If you haven’t created that reality with them through talking to the voice in their heads, get to the third call to action: tell them a story.
Sometimes you just can’t get past the voice in somebody’s head, because they’re stuck. They’re so spun in it that they’re not even in present time.
Tell a story. You tell an emotional story of a time when you failed and afraid when you had regrets and vulnerable with them. The emotional story can help pull themselves out of their heads, so they can get in touch with their emotions. The emotion is then what fuels them to take action. Make sense?
This speaker training should walk you through the ways to getting the ‘yes’s from your clients and get them enrolled in your high-tier programs. Hopefully, you learn how to be clear on the outcome of your offer, the certainty of your perspective and provide such certainty to your audience, and how to make three calls to action. If you do these three things, you will drastically improve your ability and confidence to get up there and make offers.
Have you learned something from this speaker training series? Share your thoughts with me in the comments below.