Steps to Speaking Winston Marsh

1. STEPS TO SPEAKING – The “TO DO” LIST for Speakers
PRESENTATION SUCCESS LADDERS
1. Free Presentations – Rotary, Lions, Probus, Schools etc
2. Low Fee (or No Fee) Practice Events – set a number of these per year/month
3. Paid Engagements – low/medium/high fee
4. Paid Keynote – audience size
5. Product Sales as payment
1. Local Gigs
2. Regional Gigs
3. Interstate Gigs
4. International Gigs
PERSONAL DEVELOPMENT as a SPEAKER
 Create a list of your Stories and anecdotes
 Create a list of useful “One liners”
 Create a Multi topic - Resource File of pictures, cartoons, jokes and ideas.
 Improve Networking Skills – develop a networking hook
 Develop your Client Schmoozing Skills
 Work on your Own Image Improvement – Colours, Clothes, Appearance
 Improve Structuring of Speeches / Speechcraft
 Fitness – ability to deliver continually
 Presentation Skills training
 Speaking Skills Training
 Voice Skills Training
 Reduce the length of your stories and reduce excess/useless words.
 “Workshop” your stories to make them more motivational or funnier
THINGS TO ATTEND – www.nationalspeakers.asn.au
 Always attend NSAA events in professional attire – there are buyers in every
room!
 Attend NSAA Meetings
 Attend NSAA Professional Speaking Academy
 Attend Ron Lee’s Presentation and Comedy Course
 Attend Humour Workshops – Pete Crofts Humourversity
 Attend David Grigg’s “More than Words” Acting Course
 Attend Interstate NSAA meetings when in town
 Attend Matt Church’s Thought Leaders programs
 Attend NSAA Australia Conference
 Attend NSA Asia Conference
 Attend NSA Conference (USA)
RESOURCES (available to purchase)
Keith Abraham’s Speakers System Fasttrack – forms, scripts, templates, letters, questions,
templates
BE MORE PROFESSIONAL
 Get Serious! – this is a business not a hobby
 Develop a Business Plan – Mission, Vision, Values, Goals
 Develop a Process & Policies Manual
 Develop your one page Speakers Profile
 Collate your Speaker’s “Promotional Kit”
 NSAA Accreditation – various levels

2.  Your Pricing Rate Sheet
 Design & Use Briefing Sheets
 Develop Letter templates – booking, thank yous etc.
 Develop Your Travel Specs – accom, flight & food preferences
 Develop a List of Good Venues for presenting
 Office support – someone else to sell you, promote you & book you
 Hire Permanent Office Staff & Get an Office
 Send gifts & Thankyou cards
 Get a virtual assistant – www.rentacoder.com or www.elance.com
 www.fightthebull.com - software to reduce word usage when writing
 Get a cartoonist to draw cartoons & artwork
COLLATERAL & PRODUCTS
 Produce Professional Handouts
 Write Articles
 Write E-Newsletters
 Write E-Book(s)
 Write Book(s)
 Get a Book Published
 Self Publishing on the net Make Voice Recordings
 Make a Video
 Produce Saleable CD
 Produce Saleable DVD
 Design & Develop other Products
USEFUL TOOLS
 Mobile Phone
 Laptop
 Powerpoint Slides
 Sound System – Microphone/Amplifier/Lapel Mike
 Multimedia Projector
 A Digital Recording Device to record your speeches and improve!
 Get speeches converted to mp3 and typed up at www.elance.com (for review
and book prep)
PROMOTIONAL MATERIAL
 Business Cards
 Brochures
 Ownership” of a topic area & Credibility in that area
 Develop Your Own Logo
 Develop Your Own Brand
 Get an Audio & Video
 Put your Video on www.bioview.com.au
 Promote your brand & web address on Powerpoint slides
 Own your Positioning Statement – “Expert on …” “the marketing guru” “The ….
guy/girl”
EMAIL & INTERNET MARKETING
 Collect Prospect Business Cards – Network at events!
 Build a great Database of Prospects & Customers – CRM system like ACT
 Direct mail to high quality prospects
 Get a good Website & Email address
 Launch the First Website –
 SEO – Search Engine Optimisation of Your Website
 Collect Email addresses online

3.  Get links from/to other websites
 Place Google Ads, Yahoo Ads
 Affiliate Marketing
 Free “Giveaway” Promotional Products
 Develop a more advanced website - Gihan Perera recommended
SELLING YOUR PRODUCT
 Shopping Cart on your Website
 Affiliate Marketing
MARKETING
 Build a Speaking Support Group (or Forum) – cross referral of work from other
speakers
 Build a Group of Referrers (paid fee10-20%)
 Get other speaker’s Profiles or “Promotional Kits” and look for ideas to improve
yours
 Collect Participant feedback sheets
 Get Participants to visit your website
 Collect all Testimonials & References
 Telemarketing – selling yourself confidently over the phone NSAA Website
Listing
 Develop Follow Up System for prospects and past clients
 Develop Referral System
 Do more PR
 Get on Radio & TV
 Working the Media
 Work with Australian Bureaus
 Work with Australian Agents
 Work with Overseas Bureaus
E-NEWSLETTERS to subscribe to
www.speakandgrowrich.com - Dottie Walter’s Newsletter
www.speakernetnews.com - Rebecca Morgan & Ken Braly – Speaker tips
www.FredGleeck.com - Fred Gleeck’s Newsletter
www.fripp.com - Patricia Fripp’s Newsletter
www.rickfrishman.com - Ric Frishman’s newsletter
www.stevedenning.com - storytelling with Steve Denning
www.dougstevenson.com – Storytelling with Doug Stevenson & story Theater (NSAA
Convention 2006)
www.greatvoice.com - Susan Berkley’s Voicecoach Newsletter
www.excessvoice.com - Nick Osborne enewsletter
www.seminarpower.com - Bob McMillan’s Newsletter
www.actionwords.com.au - Frank Chamberlin’s enewsletter
www.alanweiss.com - Brilliant consultant spoke at NSAA Convention 2004
www.meisenheimer.com - spoke at NSAA Convention 2004
www.robertmiddleton.com - Robert Middleton’s Newsletter
www.antion.com - Tom Antion’s website
www.raintoday.com – How to get clients
MAGAZINES TO READ
 NSAA Newsletter
 NSA Magazine – Professional Speaker
 Sharing Ideas – the International Newsmagazine for Speakers
 Training Australia Magazine

4. SPEAKER’S BOOKLIST
SPEAKING BUSINESS
 Secrets of Superstar Speakers by Lilly Walters
 Speak & Grow Rich by Dottie & Lilly Walters
 NSAA Speakers Academy Handbook
PRESENTATION & SPEAKING
 Speak with Confidence – powerful presentations that inform, inspire and persuade by
Dianna Booher
 Up Front & in Control – by Peter Miller & Ron Tacchi
 From Fear to Fame in Public Speaking by Roger Bourne
 Speak for Yourself by Richard Denny
 Don’t freak out – speak out – by Ruth Bonetti
 How to present like a pro – getting people to see things your way – by Lani Arrendondo
 Knockout Presentations – How to deliver your message with Power, Punch & Pizzazz –
by Diane Di Resta
 Dramatic Success! – Theatre techniques to transform & Inspire your working life by Leigh
& Maynard
SPEAKING RESOURCES
 The Complete Toastmaster – stories, quotations, anecdotes & Quips by Herbert
Prochnow
 50 High Impact Speeches & Remarhs by John Kador
FACILITATION
 The Secrets of Facilitation by Michael Wilkinson
 Mining for Gold – Facilitation Skills to Unearth a wealth of ideas from your team by
Michael Podolinsky (Prentice Hall Singapore)
RUNNING SEMINARS
 How to make it big in the seminar business by Paul Karasik
 How to run successful seminars – the magic of seminar selling by Winston Marsh
 Successful Seminar Selling by Phillip Calvert
 How to run Seminars & Workshops by Robert Jolles
TRAINING/LEARNING
nd
 How to teach adults in a fun & Exciting way by Doug Malouf – 2 edition
 How to create and deliver a dynamic presentation by Doug Malouf
 How to be the Best Speaker in town by Doug Malouf
 The Trainers Toolkit by Cy Charney & Kath Conway
 Artistry in Training – Thinking differently about the way you help people learn by
Stephanie Burns
 The Accelerated Learning Handbook by Dave Meier
st
 Accelerated Learning for the 21 Century by Colin Rose & Malcolm Nicholl
TRAINING GAMES
 100 Training Games by Gary Kroenhart
 The Big Book of Presentation Games by Scannell & Newstrom
 The Big Book of Stress Relief Games by Robert Epstein PhD
 Fun & Games for Workplace Learning by Elyssabeth Leigh & Jeff Kinder
USING HUMOUR
 Laugh & Learn – 95 ways to use humour for more effective teaching & training by Doni
Tamblyn

5. TELLING STORIES
 Story Theater – Audio 6 CD pack by Doug Stevenson
 Story Theater – Make the Move from Training to Keynotes – Teleseminar recording by
Doug Stevenson
 Story Theater – The Science of the Art of Storytelling & Humour in Business by Doug
Stevenson
DEVELOPING & SELLING PRODUCT
 Infoguru Marketing by Robert Middleton
WRITING BOOKS/PUBLISHING
 Writing Non-Fiction – turning thoughts into books - by Dan Poynter
 The Self-Publishing Manual – How to Write, Print & Sell Your own Book by Dan Poynter
 Is there a book inside you? – writing alone or with a collaborator by Dan Poynter & Mindy
Bingham
DEVELOPING EXPERTISE
 Recome a recognized Authority in your field in 60 days or less – by Robert W Bly
BUREAUS
 How to be booked by Speakers Bureaus – CD set by Dottie Walters
INTERNET INFO MARKETING GURUS for Promoting Yourself & Selling Things on the
Web
Gihan Perera – www.firststep.com.au
David Wood - www.buildingyouridealpractice.com - building a coaching practice &
www.solutionbox.com
Debbie Mayo-Smith www.successis.co.nz Website Promotional Guru
WebProNewsAU – www.webpronews.com
Tom Hua (Australia) www.ustoday.net/evision
Bob Bly www.bly.com - copywriting also www.ureach.com
Armand Morin www.myaffiliatecenter.com & www.undergroundinternetsecrets.com
Bob Scheinfeld – Ultimate Living
Debbie Weil www.wordbizsorte.com - Enewsletters
Search Engine Marketing & Email marketing weekly - www.dmnews.com -
George McKenzie’s publicity goldmine
Henriette Martel-Lawson – www.marketingcues.com
Joan Stewart – www.publicityhound.com
Joe Vitale – www.mrfire.com
Mark Joyner – www.markjoynerinc.com
Ken McCarthy – www.thesystemseminar.com
Mal Emery – www.globalinformationsummit.com
Paul Hartunian – www.prprofits.com
Shelley Lowery – www.web-source.net
Terry Dean & Kirt Christensen – Scientific Marketing
Dan Lok www.websiteconversionexpert.com
www.marketingnewz.com & www.newsletterindustry.com
Script It, Say It, Sell It – Tapeset by Winston Marsh on becoming a speaker.