GETTING
       FOUND
A Road Map for Speakers




          Scott “Q” Marcus
    707.442.6243 • scottq@scottqmarcus.com
 @s...
Begin
Begin
  WARNING:
  The next few slides are
  examples of what NOT
  to do in a powerpoint
  presentation.
Begin
  WARNING:
  The next few slides are
  examples of what NOT
  to do in a powerpoint
  presentation.


             S...
Begin



        Source: NSA 2007 Member Survey
Begin



        Source: NSA 2007 Member Survey
Begin



        Source: NSA 2007 Member Survey
Rules
Rules
1. People don’t buy what they need
Rules
1. People don’t buy what they need
2. A confused mind never buys
Rules
1. People don’t buy what they need
2. A confused mind never buys
3. Perception is Reality
Rules
1. People don’t buy what they need
2. A confused mind never buys
3. Perception is Reality
4. Repetition builds Reput...
Rules
1. People don’t buy what they need
2. A confused mind never buys
3. Perception is Reality
4. Repetition builds Reput...
Examples



       courtesy wordle.net
Examples



       courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
courtesy wordle.net
Emotions
Emotions
 163.2834,099
10,302,0
         3.58
   07 3,343,08
  89
          5
Emotions
Emotions
Direction
Direction

     Logical Emotional
     Physical Spiritual
Direction

       Logical Emotional
      Physical Spiritual




    < < <Change
Process
confidence
            Process
Process
confidence




            Know Me
Process
confidence




            Like Me

            Know Me
Process

            Trust Me
confidence




            Like Me

            Know Me
Process
            Buy Me

            Trust Me
confidence




            Like Me

            Know Me
Process
                       Open   Inquiry
            Buy Me

            Trust Me
confidence




            Like Me

...
Process
                       Open            Inquiry
            Buy Me
                       Closed Confirmation
      ...
Formula
Formula
     Target          Who We Serve
    Customer
   What We Provide   What They Get


       Benefit        Why It He...
Formula
     Target          Who We Serve
    Customer
   What We Provide   What They Get


       Benefit        Why It He...
Formula
     Target          Who We Serve
    Customer
   What We Provide   What They Get


       Benefit        Why It He...
Formula
Striving For Imprefection

               Target individuals We Serve
                I help            and
      ...
Location
Pyramid Model
Location
Pyramid Model




                Depth = Value
Location
Pyramid Model
                    Elevator
                  One Sheet
                Social Media




         ...
Tracking
Tracking
“TREE”

Thanks
Referrals
Evaluations
Endorsements
Arrival


                  Scott “Q” Marcus
     707.442.6243 • scottq@scottqmarcus.com
       @scottqmarcus • facebook.c...
Arrival
Know & love your customer
Understand beliefs & feelings
Speak their language
Ask for an action
Modify as necessary...
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.

Publié dans : Formation
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  • &lt; Activity Inspiration&gt; &lt; Execution Creation &gt;
    If we don&amp;#x2019;t believe it, we won&amp;#x2019;t hear it. (Or see it)
    Activity: someone on stage &amp; everyone makes faces &amp; calls her poo-poo, etc. No change. Say &amp;#x201C;bad clerk&amp;#x201D; = feel bad
    Therefore, we have to change our beliefs. How
  • &lt; Activity Inspiration&gt; &lt; Execution Creation &gt;
    If we don&amp;#x2019;t believe it, we won&amp;#x2019;t hear it. (Or see it)
    Activity: someone on stage &amp; everyone makes faces &amp; calls her poo-poo, etc. No change. Say &amp;#x201C;bad clerk&amp;#x201D; = feel bad
    Therefore, we have to change our beliefs. How
  • &lt; Activity Inspiration&gt; &lt; Execution Creation &gt;
    If we don&amp;#x2019;t believe it, we won&amp;#x2019;t hear it. (Or see it)
    Activity: someone on stage &amp; everyone makes faces &amp; calls her poo-poo, etc. No change. Say &amp;#x201C;bad clerk&amp;#x201D; = feel bad
    Therefore, we have to change our beliefs. How
  • &lt; Activity Inspiration&gt; &lt; Execution Creation &gt;
    If we don&amp;#x2019;t believe it, we won&amp;#x2019;t hear it. (Or see it)
    Activity: someone on stage &amp; everyone makes faces &amp; calls her poo-poo, etc. No change. Say &amp;#x201C;bad clerk&amp;#x201D; = feel bad
    Therefore, we have to change our beliefs. How
  • &lt; Activity Inspiration&gt; &lt; Execution Creation &gt;
    If we don&amp;#x2019;t believe it, we won&amp;#x2019;t hear it. (Or see it)
    Activity: someone on stage &amp; everyone makes faces &amp; calls her poo-poo, etc. No change. Say &amp;#x201C;bad clerk&amp;#x201D; = feel bad
    Therefore, we have to change our beliefs. How
  • &lt; Activity Inspiration&gt; &lt; Execution Creation &gt;
    If we don&amp;#x2019;t believe it, we won&amp;#x2019;t hear it. (Or see it)
    Activity: someone on stage &amp; everyone makes faces &amp; calls her poo-poo, etc. No change. Say &amp;#x201C;bad clerk&amp;#x201D; = feel bad
    Therefore, we have to change our beliefs. How
  • &lt; Activity Inspiration&gt; &lt; Execution Creation &gt;
    If we don&amp;#x2019;t believe it, we won&amp;#x2019;t hear it. (Or see it)
    Activity: someone on stage &amp; everyone makes faces &amp; calls her poo-poo, etc. No change. Say &amp;#x201C;bad clerk&amp;#x201D; = 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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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&apos;ll give them)&amp;#xA0;

    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
    &amp;#xA0;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 - &amp;#x201C;google alerts&amp;#x201D;
    Stay in touch
    Relationships survive

  • 80/20 rule
    A,B,C clients
    Lose 17% each year
    Have a purpose - &amp;#x201C;google alerts&amp;#x201D;
    Stay in touch
    Relationships survive

  • 80/20 rule
    A,B,C clients
    Lose 17% each year
    Have a purpose - &amp;#x201C;google alerts&amp;#x201D;
    Stay in touch
    Relationships survive

  • 80/20 rule
    A,B,C clients
    Lose 17% each year
    Have a purpose - &amp;#x201C;google alerts&amp;#x201D;
    Stay in touch
    Relationships survive

  • 80/20 rule
    A,B,C clients
    Lose 17% each year
    Have a purpose - &amp;#x201C;google alerts&amp;#x201D;
    Stay in touch
    Relationships survive






  • Getting Found: A Roadmap for Speakers

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

    ×