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Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
Getting Found: A Roadmap for Speakers
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Getting Found: A Roadmap for Speakers

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A presentation done by Scott "Q" Marcus for the Northern CA chapter of the National Speakers Association on how to market one as a speaker.

A presentation done by Scott "Q" Marcus for the Northern CA chapter of the National Speakers Association on how to market one as a speaker.

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  • < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How
  • < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How
  • < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How
  • < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How
  • < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How
  • < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How
  • < Activity Inspiration> < Execution Creation >
    If we don’t believe it, we won’t hear it. (Or see it)
    Activity: someone on stage & everyone makes faces & calls her poo-poo, etc. No change. Say “bad clerk” = feel bad
    Therefore, we have to change our beliefs. How
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?
  • How can they know you? (where you are)
    How can they like you? (who you are)
    What can you do to let them trust you? (why you do it well)
    Why would they buy you? (what you'll give them) 

    AIDA

    Why does a client need what you have?
    What pain are they getting rid of?
    Who is your market?
    Who is your broader competition?
    What is your biggest challenge? What could I do to help you change it? Suppose my presentation went
     perfectly, what would be different? What was the event that brought you in to hiring me?




















  • 80/20 rule
    A,B,C clients
    Lose 17% each year
    Have a purpose - “google alerts”
    Stay in touch
    Relationships survive

  • 80/20 rule
    A,B,C clients
    Lose 17% each year
    Have a purpose - “google alerts”
    Stay in touch
    Relationships survive

  • 80/20 rule
    A,B,C clients
    Lose 17% each year
    Have a purpose - “google alerts”
    Stay in touch
    Relationships survive

  • 80/20 rule
    A,B,C clients
    Lose 17% each year
    Have a purpose - “google alerts”
    Stay in touch
    Relationships survive

  • 80/20 rule
    A,B,C clients
    Lose 17% each year
    Have a purpose - “google alerts”
    Stay in touch
    Relationships survive






  • Transcript

    • 1. GETTING FOUND A Road Map for Speakers Scott “Q” Marcus 707.442.6243 • scottq@scottqmarcus.com @scottqmarcus • facebook.com/scottqmarcus
    • 2. Begin
    • 3. Begin WARNING: The next few slides are examples of what NOT to do in a powerpoint presentation.
    • 4. Begin WARNING: The next few slides are examples of what NOT to do in a powerpoint presentation. Source: NSA 2007 Member Survey
    • 5. Begin Source: NSA 2007 Member Survey
    • 6. Begin Source: NSA 2007 Member Survey
    • 7. Begin Source: NSA 2007 Member Survey
    • 8. Rules
    • 9. Rules 1. People don’t buy what they need
    • 10. Rules 1. People don’t buy what they need 2. A confused mind never buys
    • 11. Rules 1. People don’t buy what they need 2. A confused mind never buys 3. Perception is Reality
    • 12. Rules 1. People don’t buy what they need 2. A confused mind never buys 3. Perception is Reality 4. Repetition builds Reputation
    • 13. Rules 1. People don’t buy what they need 2. A confused mind never buys 3. Perception is Reality 4. Repetition builds Reputation 5. WIIFM > “So What”
    • 14. Examples courtesy wordle.net
    • 15. Examples courtesy wordle.net
    • 16. courtesy wordle.net
    • 17. courtesy wordle.net
    • 18. courtesy wordle.net
    • 19. courtesy wordle.net
    • 20. courtesy wordle.net
    • 21. courtesy wordle.net
    • 22. courtesy wordle.net
    • 23. courtesy wordle.net
    • 24. courtesy wordle.net
    • 25. courtesy wordle.net
    • 26. courtesy wordle.net
    • 27. courtesy wordle.net
    • 28. courtesy wordle.net
    • 29. Emotions
    • 30. Emotions 163.2834,099 10,302,0 3.58 07 3,343,08 89 5
    • 31. Emotions
    • 32. Emotions
    • 33. Direction
    • 34. Direction Logical Emotional Physical Spiritual
    • 35. Direction Logical Emotional Physical Spiritual < < <Change
    • 36. Process
    • 37. confidence Process
    • 38. Process confidence Know Me
    • 39. Process confidence Like Me Know Me
    • 40. Process Trust Me confidence Like Me Know Me
    • 41. Process Buy Me Trust Me confidence Like Me Know Me
    • 42. Process Open Inquiry Buy Me Trust Me confidence Like Me Know Me
    • 43. Process Open Inquiry Buy Me Closed Confirmation Trust Me confidence Like Me Know Me
    • 44. Formula
    • 45. Formula Target Who We Serve Customer What We Provide What They Get Benefit Why It Helps
    • 46. Formula Target Who We Serve Customer What We Provide What They Get Benefit Why It Helps
    • 47. Formula Target Who We Serve Customer What We Provide What They Get Benefit Why It Helps
    • 48. Formula Striving For Imprefection Target individuals We Serve I help and Who Customer organizations overcome perfectionism & What We Provide What They Get procrastination so they will be more productive, Why It Helps Benefit happier, and healthier.
    • 49. Location Pyramid Model
    • 50. Location Pyramid Model Depth = Value
    • 51. Location Pyramid Model Elevator One Sheet Social Media Depth = Value Web Site Blog Keynote Breakout Workshops
    • 52. Tracking
    • 53. Tracking “TREE” Thanks Referrals Evaluations Endorsements
    • 54. Arrival Scott “Q” Marcus 707.442.6243 • scottq@scottqmarcus.com @scottqmarcus • facebook.com/scottqmarcus
    • 55. Arrival Know & love your customer Understand beliefs & feelings Speak their language Ask for an action Modify as necessary Scott “Q” Marcus 707.442.6243 • scottq@scottqmarcus.com @scottqmarcus • facebook.com/scottqmarcus

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