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Douglas Vermeeren – Finding Mentors

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Douglas Vermeeren Success quotes – PPM 8

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Douglas Vermeeren PPm 8For more information about the upcoming seminars near you go to http://www.PersonalPowerMasteryEvent.com or http://www.DouglasVermeeren.com

8 Keys to seeding in Speaker presentations

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8 keys to seeding in your presentation 
By Douglas Vermeeren

This article is an excerpt of one of the training documents in the High Profit Speakers Masterclass from the unit on selling from the stage.

sod_seeding

What is seeding? Seeding is essentiality including references to your other products, workshops, seminars or offers in your presentation. It basically introduces the idea that beyond the current speech there are other possibilities to build a relationship with you beyond your current presentation. Seeding is a brilliant way to introduce elements of your speaker funnel and creating desire to participate without actually sharing the invite. I have found that by seeding early and regularly it encourages a strong desire from my participants to become involved with me and makes it easier to sell from the stage.

When it is done right another of the major clear benefits is that your credibility is instantly increased. When your students feel you have a plan to follow they follow you. It is that simple. I also like the idea of training your students immediately to look upon their success as a process rather than an event. Seeding does this.

Seeding can also help you gauge audience interest in a product or service in a specific room. And I have also used to seeding to gauge interest in products before I’ve even created them.

But seeding isn’t necessarily easy. In fact, when it is done incorrectly it can have the opposite effect of creating interest. It can immediately put up a barrier to sales and close doors to further relationships.

  1. Seeding is not selling
    One of the keys that makes seeding work is that it cannot be turned into an invitation. If it becomes a sale within your sale both your sales and the your seed will lose power. This can be very tempting to do especially if you notice immediate interest from your audience in what you are achieving to present.

2. Seeding must be relevant
Seeding must not look obvious. In other words if it comes way out of left field it will be recognized for what it is . It must appear to be related directly to what you are talking about. If the seeding moment is relevant it will also have the power to drive desire towards attaining the item you’re seeding. If it’s random it sounds like a desperate pitch. If it doesn’t feel natural as a direct fit to the flow of your speech it is not time to pitch.

I’ve also seen speakers who have used this as an opportunity to give their ego a boost by using it as an opportunity to simply share what their up to or creating in the pipeline. If seeding has no purpose it should be left out.

effective-public-speaking

3. Share results not opportunities
Too often when speakers seed they simply bring up that they have a product or workshop that addresses this topic and move on. This is not seeding. I have also seen speakers who simply throw in what their working on a “seed” because they hope that their audience will remember the product or training and make a determined mission to come back for it. That doesn’t work.

Just so avoid making this mistake let me share some of the bad examples I’ve seen lately from speakers that did not work. These are some of the phrases they used:

“I am going to come next month and teach more on this. You should come.”

“I have a workshop for that called 7 keys to blah, blah, blah.”

“I’m thinking of writing a book on that. You should get it.”

“I’ve got 8 more points like that one that can help you.”

Instead to be successful seeding should be directly tied to results and create interest in that future opportunity for them. Here’s an example of a seeding statement that works. Here’s the good example:

“I have a student in my masterclass program that actually tried this. One of the things they found was that it immediately helped them gain clarity on what they needed to create to make their business grow. And in their cases this lesson made them an extra $25,000 in three weeks. How many would like to get results like that?”

Let me break down this paragraph and describe why I think it works really well.

I love the idea of starting with the sentence, “I have a student,” or “One of my students.” The reason being it is that this in itself is a seed inviting others to become students and indicates that you have ways they can learn from you.

“In my masterclass program.” Obvious to you now is the program I am seeding. This mention you’ll notice does not talk about price or invite anyone to participate. It is simple clear and doesn’t have the emotion of asking for the sale. There is now decision just a passive introduction.

“Actually tried this.” This is what connects the seed to the current content and lets you share the seed without looking pitchy. It is relevant and has a purpose within the framework of the current discussion. I also like the word immediately. While not necessary I feel like it adds to the power of the principle you’ve just taught and the strength of your lessons in general. You get results.

Being specific and measurable results is the next thing that I think a good seed needs. I like that this seed clearly identifies the activity and what that activity affected. It helped the student gain clarity that specifically created business growth. I also like the idea that this seed clearly pinpoints a value that this activity created for the student. $25,000 in three weeks is a very specific number and a specific time frame.

Lastly, and we will talk about this in greater detail later so I won’t go into that detail here. The seed ended with a with a tie down question allowing the speaker to gauge interest and keep everyone involved.
4. Just in passing
Seeding needs to be done in such a way that it does not seem deliberate or obvious. It must be slightly concealed and feel naturally to both you and your audience. If it seems calculated it will created the opposite effect.

Recently I heard a speaker who would pause and kind of set up his seeding each time he did it. That creates a massive problem because now it gets seen as a pitch. Seeding should almost feel like you really had no intention to mention this but since we’re friends let me tell you about one of my students or what I did with this information. It needs to feel much like an ‘and by the way’ type of statement.

In other words it should not draw attention to itself.

5. Seed Sparingly
Once some speakers learn how to seed they often try to put it everywhere in their presentation.This is also a mistake. Seeding must be done sparingly. Just like my rules of one having one offer in your intro session I make it a rule for my students to only seed a maximum of three things in their intro session. People can often remember three, they can remember much more than that. Also if you try to seed too much your presentation stars coming off as a commercial for what’s coming rather than a sample of your content and the power you can provide. And if you have only three things that you are seeding be sure to that sparingly too. I recently had one of my students who was unsuccessful because they seeded and seeded and seeded and it got old quick. When we talked about it afterwards he argued his cases by point out that he had only seeding three things. And its true he had. The problem was that the frequency of which it was done left people feeling like he was desperate to get people to those parts of the funnel.

One mistake I have seen with over seeding is actually the same principle that makes seeding work. While seeding is a subtle way of saying you need to continue the relationship. Too much seeding says that the future relationships will be a series of pitches and if you chose to learn from you as a speaker you will continue to get more and more pitches.

Find the right kind of balance and if in doubt that you are seeding too much pull it back. It is better to seed less than be too much. Certainly less is more in this case.

Now I should mention that I certainly encourage more seeding during a weekend workshop or a seminar that could be done in a 45 minute intro session. When you have more time and the students are already committed to being in a classroom with you they have in essence given you permission to increase the depth of how you can seed. What I mean by that is often they are now interested to go into more detail on your future opportunities and discuss elements of your products in detail. But many of these rules still apply. In more in depth sessions you can seed more deeply but don’t over do it – make your seeding valuable and relevant.

businessman playing chess game selective focus

6. Plan Seeding
Although seeding appears to kind of throw away statement or off the cuff it really works best when it is planned and practiced. Know what you are going to say and when you are going to say it. Then when its time,because its planned say no more and say no less. One of the beginning mistakes I see speakers make is that they wing it (not just with seeding, but with lots of things) and as a result they don’t get results.

Good seeding like anything else in this business requires planning and practice.

7. Not necessary to seed everything
Similar to the idea of using the seeding sparingly is the importance of selecting carefully what you will seed. I have a lot of different opportunities and products within my funnels. There is absolutely no way I could possibly seed everything in a one hour presentation. You most likely have a similar situation. It is important to determine what is best to seed and I look at a few things when considering what should be included and what should be left out. We’ve talked about being relevant above so I won’t address that one again but here are a few other thoughts:

– Who is my current audience

– What are they most likely to be drawn to within my funnel

-What price points seem reasonable and what price points seem beyond them. (And by the way I rarely share the price. But I almost always seed my most expense program from the intro session.) I avoid smaller products like books or dvds.

– What product or services add to my credibility (either they gotten excellent results, are publicly known, attached to people they would know or demonstrate that I have an depth knowledge far deeper than the current discussion could go.)

Once you have a selection of maximum three things to seed I look for how I can work them into the presentation using many of the tools we’ve already discussed.

8. Conclude with a tie down
A good tie down question like “How many would like those kind of results?” or “Who wants to be able to do that?” are brilliant ways to gauge interest on a seed you’ve just planted. I also like tie downs because it is another opportunity for the audience to participate according to the persuasion principle of commitment and consistency.

Douglas Vermeeren

Douglas Vermeeren

Douglas Vermeeren is the CEO of High Profit Speaker. He is also the producer and director of the films The Opus, The Gratitude Experiment and The Treasure Map.

 

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Selling from the Stage tip – Process versus Product

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Speaker_Training_Systems copy 2Selling from the stage tip – Process versus product

By High Profit Speaker

People buy products or in other words people buy the results of those products. No one buys process but I see speakers again and again try to sell the process. In fact, just today I was sitting with one of my new one on one masterclass students. I asked her to tell me what she sells. And you guessed it, she didn’t talk about eh result she talked about the process she takes the student too. NOBODY BUYS PROCESS.

Unknown

Let’s think about it this way. If you went to McDonalds for a bite to eat – Are people excited about the process? You pull up behind the last car in the drive through line. He moves up, you move up. He moves up, you move up. Finally you are at the ordering speaker. You share your ideas and correct the misinterpretations heard by the person working on the other side. Finally when its right you pull up again. You arrive at the first window and you pull out your ATM card…. etc, etc, etc. Pretty exciting right? Not.

Too many speakers try and sell the process when nobody really cares. In fact, by focusing on the results and holding back the process your conversations will be much higher in the long run. There will be a curiosity around the mysterious processes that you will use to solve their problem. If you give it all up front it’s like a magician teaching how the illusion is performed before they perform it. Focus on product (Which are the results) not process!

Presenter-Speaking-to-Audience

Key: I have seen some speakers try to demonstrate the results they can get by taking a participant and making them a live experiment in the intro session. I advise against this. Again it reveals to much about what they would experience if they paid you. You run the risk of them saying they could figure it out on their own. In the intro session focus on results and concepts.

The Speakers Secret Weapon: High Profit Speaker

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Speaker_Training_Systems copy 2The Speakers Secret Weapon: High Profit Speaker
By Terri McCoullough

Are you a professional speaker? If you are then you understand some of the challenges that the speaking business can present. How can you find more stages to present on? How can you grow your brand and establish yourself as an expert? How can you create products, workshops and seminars that people will buy? And then there’s the question that seems to challenge eery speaker in the business – How can you sell it more successful from the stage?

If these are questions that you’ve wondered about then you’ll be glad to hear about High Profit Speaker. Speakers who have been through the program are calling it their secret weapon.

High Profit Speaker is a training organization focused on giving speakers the business tools they need to succeed. Unlike other speaker training program it does not focus exclusively on delivery from the stage or development of content. While it does help with those things it assumes that you already have a pretty good handle on your areas of expertise. What it focuses on are the things that most programs leave out – the business. High Profit Speaker helps speakers create effective business models, sales funnels, conversion systems, attract more media and PR, creating product that sells easily and then teaches you multiple effective systems for selling from the stage stress free and with ease.

The founder of High Profit Speaker, Douglas Vermeeren has quite an impressive track record. As a speaker he was able to earn more than 1.6 Million dollars in his first 6 months as a speaker. He was able to create relationships with top speakers like Bob Proctor, Jack Canfield, Mark Victor Hansen, Joe Vitale, John Demartini, Marcie Shimoff, Bob Doyle, Marie Diamond, Morris Goodman, John Gray, Loral Langemiere, Marshall Sylver, Randy Gage, Raymond Aaron and many others to create 3 hit personal development films. (The Opus, The Gratitude Experiment and The Treasure Map.) One of which is now available in 23 languages worldwide through Random House. He has co-authored 3 books in the Guerrilla Marketing series with Jay Conrad Levinson and recently finished a book for the Dummies Series. He is also a sought after media expert and arguably the most featured personal development on Television today. He has shared the stage with nearly every major speaker in the world and has spoken on nearly every continent on the globe.

Now why would you need to know all this? Because the majority of the trainings for High Profit Speaker are taught by Vermeeren himself. If you want to learn how to do the kinds of things that he has done in his speaking career then it makes sense to go to the source.

As a resource for speakers the company High Profit Speaker has consistently been rated as the top resource available today. Vermeeren was also invited by the Canadian Association of Professional Speakers to present his tools at the CAPS national conference in Halifax his very first year as a member. This is astounding considering many seasoned speakers never receive such an invite.

The speaking business is not an easy industry to be involved in. It is competitive and moves at a very fast pace. If you are looking to succeed it makes sense to find a partner who can help take you to highest levels in the shortest period time. If you are ready to become a speaker with a thriving successful business then you need this secret weapon. If you are ready to take your career to the next level then look no further than High Profit Speaker.

For More information go to: http://www.HighProfitSpeaker.com