Great Presenter Top Tips – Hesitation, Deviation and Repetition – Just a Minute! by Matthew Hill

Don’t hesitate……….Don’t hesitate. Did I mention not hesitating? And, another thing…

The BBC’s long running radio parlour game on Radio 4, “Just a Minute” asks charismatic celebrities to entertain the studio and radio audience by talking for 60 seconds on a topic that is spontaneously chosen and allocated to them.

They are asked to talk non-stop with out hesitation, deviation or repetition.

But, are they right? Is this what great presenters do? And, is it what aspiring presenters should be aiming for?

NO! And, here’s why;

1) Hesitation

The pause is a critical part of spoken communication. There are 3 basic forms of silence in conversation and its opposite, interruption or overlapping chatter. Let us look at them and what they signify. A) The Northern European way – one person speaks at time, interruptions are rare and over-talking can be viewed as disrespectful. Gaps are dangerous and tend to be avoided – This is one reason why we get so many uhms and arghs in speech. The brain is desperate to fill any space that could cause a delay in delivered conversation. B) The Latin overlap – multiple players compete, collaborate and finish each other’s sentences in a display of empathy and contextual comfort. Here passion drives speech. The interruption is perceived as sympatico assistance, moving the emotion and dialogue along. Finally, C) The respectful silence of Japan or Finland, where silence is a valid unit of conversation – signifying reflection, respect and that the listener is taking the content of the other speaker seriously.

Man Giving A Speech On Stage

Silence is Authority

More evidence – I remember the opening of a large conference in Sophia, Bulgaria when a disparate group of academics, trainers and coaches came together having not seen each other for a couple of years. Add to this volatile mix, a vast spread of inviting food and good Bulgarian wine at the back of the room, and, we had the perfect cocktail for naughty schoolboy and schoolgirl behaviour and a room about to get seriously out of hand.

The courageous conference leader stood on the stage at the front and used a trick that worked. She just stood there, centred, still and silent. The naughty children (conference delegates) noticed, reacted reflexively and, row after row, sat down, shut up and paid attention.

Punctuation

How do we translate the words on the page into representative spoken form? What does a comma, full stop or paragraph sound like? They sound like a silent pause.

Action

Have more faith in silence and use it to boost your authority with the audience, give them time to absorb your wisdom, and, show that you are a confident presenter in charge of your body, your topic and the room.

2) Deviation

Whilst we are with the BBC, Do you remember Ronnie Corbett’s rambling stories, sat in that scruffy old chair every Saturday night? Appearing spontaneous, this rehearsed and masterful performance took the audience down many side roads, twists and turns – so many, you thought he would never get to the destination. What was, in fact, being delivered was a layering of content, a weaving of related references and the painting of a larger, textured story canvas. This was a mini-novel that allowed you to participate, experience and suspend your cynical perspective, as a critical and logical observer, and, to immerse yourself in the sights, sounds and smells of Ronnie’s constructed world.

Great speakers are deviants!

When you lace your speech with local landmarks and historic event or call out the last presenter’s content, you are branding yourself as a confident, present and aware performer at the top of your game, and, at ease with your core material. So, it is the drift from your script that is human, charming and impressive, not just sticking to the oft-repeated script of a keynote.

Action

Be prepared to inject a reference or two about the venue, the audience or the preceding entertainer, in order to elevate yourself to the level of super speaker.

3) Repetition.

We are told not to repeat ourselves. The irony is that repetition, and, repetition of the thing we just repeated, works. It reinforces the message, makes it stand out and breaks the listener’s ineffective patterns of remembering. Location Location Location. Education Education Education – You remember what those phrases refer to. “You turn if you want to, but the lady’s not for turning.” (No judgement.)

What?

When we speak to international audiences, it is an act of kindness to repeat key words. In a noisy environment, it is advisable to repeat key messages, and, in the army, the instructors are giving the following instructions, “Tell ‘um what you are going to tell ‘um, tell ‘um it, and, then, tell ‘um what you just told ‘um.” – Words to live by.

Action

Load up your call to action sentence with repetition and see what added response you get. You may be surprised at the benefit of repetition to your outcome.

So the skill of the BBC parlour game was, in fact, to go against what is wise, when speaking in public. Ironic me thinks.

About to present? Take action now!

Call Matthew Hill on 07540 65 9995 for a no c ost, no obligation coaching chat to boost your performance on the big day.

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Conference Speaker Marketing Tips – Getting Ready For Your Star Turn As A Conference Speaker

Conference Speaker Homework and Pre-Work

The biggest single opportunity for any freelancer is to be found on stage. When you are invited to speak, there will be plenty to preparatory work to get on with. It is not just about getting your presentation in tip-top condition for maximum impact and return. There is content creation, marketing and relationship warming, ahead of your gig, to consider too.

Here are 8 things to concentrate upon when you have received that special call.

  1. Your profile for the event (and on LinkedIn too.) Most people will have a medium to long list of institutions, qualifications and achievements for the poor conference delegate to wade through. THIS MISSES THE POINT. Your speaker profile can be a brochure not just your CV. The opportunity here is to market yourself to get known. Why not connect to your audience ahead of time with a pitch that is authentic and penetrating. Something like…

PITCH PROFILE “I help (specific target audience within the general conference audience) to achieve (their specific desired and needed outcome / result) by providing (unique and differentiated services with personality, power and a twist). I have worked with (global customer 1, regional customer 2 and local customer 3) and worked (in a way that is unique, exciting and positive).

  1. Honing Your Content to Post On-Line – You will have, at the heart of your experience, extraordinary solutions, methods and ideas that can really accelerate the progress of your customers. Now is the time to dig out and re-write the best of your past published efforts and re-purpose them for your fresh conference audience. What do these new prospects fear, lack or not know? What do they need to do, know or change? Get that content out there on social media and, particularly, on the channel where the event is being actively promoted.
  2. Database – I have said this many times – “If you don’t have a database then you don’t have a business.” Do you have a database? Are they all opted in, legal and GDPR compliant? AND, have you segmented them into HOTS, warms and colds? Now is the time to do that.

At the conference itself, you can meet people, collect their cards, if they qualify, and ask permission to send them a P4P – Product4Prospect – An informational gift that is brief and of perceived value to your new contact. This ticks the box for opting in, creating a sense of reciprocity and helps establish you as a generous expert. There are two forms of doing this – the product and the newsletter.

Developing new strategy.

  1. P4P Product – This might be in the form of a helpful tips sheet, a white paper, a tick sheet (have you done the following?) or a link to a film or resource bank that you control. It should be brief, relevant and have your mark and contact details on it, along with suggested next steps i.e. A Call To Action – CTA.
  2. Newsletter – The majority of people I work with do not START out with a newsletter and I understand why. It appears to be a lot of work. And, they will only have 10 people to send it to, etc. etc.

Now let’s get down to content creation. Do we really have to make such a big deal out of it? From conversations you have held in the last 90 days, what were the topics that revved up your passion levels? What did you read that set you alight? These are the topics to write 250 or 500 words on. Just two posts will be fine for now. Turning the top tips sheet accompanying your speech into the a meaty first newsletter post makes a lot of obvious sense too.

  1. Fill Your Table – I have written elsewhere about filling your blue velvet event table with content, if you have been allocated one. This will help establish you as credible, an expert and being ready to deliver.
  2. Share specialist content. As with point 2., you need to fill the right channels with quality content. It does not, however, all have to be your own. When you curate the content of other people, you gain a little reflected glory from these other specialists and their magical words. And, you gain brownie points for saving people the bother of looking it up themselves. Simply find the best material out there, add some intelligent analysis on top and post it. You will then be seen as better by association.
  3. Capture your assets. The first time you do this before a conference speech, it will seem like a lot of work. Find the golden hour slot in your day, when your brain works at its best and block out that space, EVERY day for one, two or three weeks until your preparation is complete.

And, do create a space where you can store all of the IP and marketing collateral that you have just created, to be adapted quickly and used next time. The next time you run through this process before a conference speech, it will take only HALF the time and your materials will become richer and more focused, serving the needs and gaps that your audience are crying out for you to help them with.

Action

So what will you do now?

Call Matthew on 0754065 9995 for a 15-minute coaching session (no c ost and no obligation) if you are serious about making the most of your next conference speaking invitation.

 

What Marketing Do You Need To Think About NOW To Have A Great 2019?

Now is the time to build your returns next year

Whether you are an independent Intercultural Trainer, Coach or Mediator, It is what you think about and prepare this year, that will determine your business results next year. And, a moment’s pause over the Christmas break will definitely be too little and too late. Now is the time to do some deeper work.

4 Marketing Areas to Consider – Identity, Audience, Product & Tribe

Young women planning vacation trip and searching information

It’s what you do this year that will make the difference next year

1) Identity – Imagine you are in a taxi, driving away from your best day in 2019. Yes imagine it. I have a philosophical question for you. You look down at the 10 / 10 feedback. Great. You feel sweaty and fabulous. You know that you just peaked back there. You are in flow and buzzing.

So,

Who were you? What persona or aspects of YOU were you choosing to emphasise? What part of your essence did you connect with your participants in order to feel this good? What did you draw upon from your experience to light up that room?

Are you thinking of the answer? – I hope so – Because that is your winning commercial identity for 2019…

2) Audience – If you had to pick just one recipient type for the whole of 2019 and stick to it, what facets would become important to you? What would you demand was in the room? What character / background / education and demographic would be most exciting for you to work with? Who would keep you excited as a trainer / coach / mediator? Who would bring out the best in you? Who would benefit the most from your life experience and expertise? Who would you make shine?

Got it? Found it? Zoned in on it? Do you want to own that space? Do you want to go deep and be THE EXPERT here?

That is your ideal audience for 2019.

3) Product – You have a little time to repurpose your life experience, training and education into whatever form you wish. What will suit you best? – Classroom / webinar / virtual coaching / blog channel / public speaking from a stage / pre-recorded remote E Learning package / book / film / audio?

Technology is rushing toward us and eliminating complexity, cost and many barriers to entry.

Almost anybody today can make almost anything.

So what form will your offer take in 2019 and what do you need to line up now to make that happen? What do you need to learn about? What do you need to prepare? Who do you need to rope in to help? Where will you make this splendid thing? What time, money and effort will you invest in the project?

That will be your new product for 2019.

4) Tribe – No, I am not repeating 2) – That was your avatar. Tribe / crowd / list / database / contact list / warms – These are names of the new people who will become your paying customers in 2019. Today, many do not know you exist. When you get your marketing right, they will come to you, listen to you, get to know you, like you, trust you, purchase a product or service from you.

AND,

If you really get it right, they will pay what you ask and do what you say!!!!

Marketing to build your tribe – So, how will you interrupt people this year? How will you get their attention? How will you bond with them? What will you give to them first to gain their trust? What small offering will you provide to move them from being critical observers to becoming first-time customers? And, what follow-up offering will you make to bring them all the way in? And, what second offering will you create to keep them as valued customers?

The winners next year will work on their marketing THIS YEAR. So, what are waiting for? What are you going to do today?

Call Matthew for a 15-minute coaching (no cost and no obligation) if you need a little help in narrowing down your answers to the questions above. 07540 65 9995

Thanks and here’s wishing you a really strong 2019.

Intercultural Training Channel Webinar, 16th October 2018, Marketing to Get More Training Days with Less Hassle and No Hustle 

Or, “I am now a Good Independent Trainer – So, What Do I Have To Do To Get More Days And Charge A Better Rate?”

You are passionate about helping executives resolve their issues and help themselves by applying new skills you will teach them. You have accumulated hard won international experience and wish to realise your dream – becoming an effective and profitable independent trainer/coach. So –

– How will you now build up and complete your independent trainer or coaching business?

– How will you network to grow your list of useful and high value contacts? And,

– How will you get your name and message out there using Social Media to generate qualified and appropriate interest and response for your independent training and coaching services?

Intercultural youtube logo

Fear – You dread the idea of becoming an isolated star trainer with next to no clients – unwittingly keeping all your much-needed talent away from individuals in need – the very people that could so easily benefit from your experience.

Wish – You know what you dream of;

– Receiving warm enquiries from people who ALREADY know who you are, respect what you stand for, and, are willing to pay a premium to access your independent training and coaching services…because they work.

– You wish to spend less time hustling for business and more time in the flow – Conducting successful group and individual training and coaching sessions.

Action – Join Our Webinar, 6PM UK, (7PM Paris time) on, 16th October 2018, Marketing to Get More Training Days with Less Hassle and No Hussle 

https://attendee.gotowebinar.com/register/5002826678569069827

In this 1 hour and 20 minute, high energy, content rich and interactive web based seminar, we will cover the 3 areas you need to invest in, if your Independent Training or Coaching service is to grow;

1) Activity  – Remember – No effort – No outcome – No income. We will show you where many new independent trainers and coaches go wrong (and reveal the worst crime of all), and list the strategies, tactics and moves you must make in order to succeed.

2) Organisation  – Building your identity and passion-based professional BRAND by marketing like a pro and learning the structures and processes required.

Most people fail with their own attempts or give up before they have built up their complete Brand. We will show you where NOT to waste your time and where you need laser focus and discipline to generate engagement (its all about getting to the higher levels of engagement.) And, you will learn to build IP assets / informational products using your existing knowledge, qualifications and experience. Informational products that stand out from the crowd; gain you a reputation as an expert, and, command attention on Social Media, even as you sleep.

3) Dynamism  – We will shake you from your current state of cultural modesty (“I couldn’t possibly do that”) to having you OWN your personal experiences and articulating your deal sheet of past victories in a media friendly way that generates results – incoming warm enquiries. We will make comfortable networking a reality for you and provide solid marketing methods, structures and ideas. They will work for you, giving you the chance to access our step-by-step process that’s going to take you from “I don’t know how to do that” to, “I have just completed my amazing product, pitch or plan.”

Take Away – By the end of this informative webinar, you will be given at least 3 effective marketing tactics to work on. When you implement them, you will benefit from their proven power. And, we will give you the chance to acquire our Independent Trainer / Coach Business Growth Accelarator Bundle to guide you along the sure and enjoyable path to informational products, an outstanding professional identity, an effective brand, positive networking and the generation of valid warm incoming training and coaching enquiries.

WEBINARS Colourful Vector Letters Icon

It’s not for everybody…

We want to speak with the people who will get most benefit from the webinar so, please do NOT join if you;

– Don’t have a sense of fun and adventure

– Have zero intention of investing in yourself to grow your independent trainer service business

– Possess a closed mind when it comes copywriting and social media. Or,

– Think that clients will find you by magic and telepathy, so none of this is necessary

– Love your poverty just a little too much 😉

Still reading? Good.

Matthew – Matthew has built up international clients relationships using the marketing activities that he teaches and has won business from Governments and Global companies. He has worked in 30 countries and with the best; Jaguar Land Rover, Unilever, Danone, General Electric, SAP, REPSOL, Telefonica, Electrolux and Heineken. He has more than 9 years webinar, train the trainer and trainer coaching experience and was president of SIETAR UK for more than 5 years.

No Cost – There is no fee for attending the webinar and we only have limited places. If you wish to expand your independent trainer or coaching practice and are ready for the challenge. If you believe in yourself, and want to follow our proven step-by-step guide, then there is only one place to be at 6PM UK time on, 16th October 2018 – (7PM Paris time) – 1PM New York – Register now to attend the Marketing to Get More Training Days with Less Hassle and No Hustle Webinar. Click here and follow the instructions;

https://attendee.gotowebinar.com/register/5002826678569069827

We look forward to speaking with you on, Tuesday, 16th October at 6PM UK, (7PM Warsaw / Paris time. 1PM New York.)

Thanks,

Matthew

Matthew Hill

+44 7540 65 9995

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Credibility Part 1 – What Your Credibility Quotient – CQ – Can Do For You

If you don’t have credibility, will anybody be listening?

When you walk into a room or open your mouth to speak, you are not on zero. The work you have put in before entering and speaking will either amplify or diminish the impact and gravitas of what you say and who “they” think you are. We call this pre-suasional phenomenon, CREDIBILITY

The Crowd.

Your audience are not automatically predisposed to listen to you or take you seriously when you issue a call to action. First, you have to seed the ground, build the tension, and, programme your audience to respond. Ask any successful public performer and they will confirm this – If you just show up and start, everyone will be disappointed.

What is Credibility?

There are many components (when articulating your talent in the form of a story). It exists in the hearts and minds of the listener as a promise, thought, emotion or belief. It is the faith people give themselves in backing you. It is the quotient of trust, loyalty and leverage that you inspire.

What can Credibility do for me?

I am glad you asked.

It gives your words weight. Let’s start with a negative example that too many people have suffered. You will recognize this (and if you don’t, you may be part of the problem.) In a meeting a woman speaks up and makes a valid, salient and actionable suggestion. What happens next? Silence and the train moves on. 15 minutes later, a higher status man makes the SAME suggestion and, this time, the room erupts – Praise, excitement and buy-in follow. HE has saved the day. She does not have leverage in that room. This is not right and it needs to change.

The Answer

Your credibility quotient CQ will lend authority to the words used and suggestions made. It will be listened to, followed, reacted to with respect, and, taken on board as a serious contribution.

Portrait of confident, happy female nurse in hospital hallway

Trust – As an executive, trainer, coach or mediator, you will need to have established a high enough level of trust already if you wish to make your point with impact. The audience must know you have the skills and competence to deliver. They need to feel that you are a positive force amongst them, and, they should hold you in high esteem for keeping your word and performing well in the past. All this will have been established BEFORE you speak.

Credo – When you diligently define your values, essence and purpose, this enables you to articulate them to others and will add depth, width and richness to your reputation. Think about that for a moment. Can it be said of you now? That you stand for something? If so, this means that an audience will listen to you having preselected trust and respect as their default setting. Powerful stuff.

Visible – The whole you, the complex and sophisticated individual that is you is made up of intersectional parts, multiple experiences and emergent values. If you have followed the formula, you and your credibility will come as a package that is accessible to others. (The pragmatic benefit will be the time you save.)

Respect – Everyone has lived a life worthy of note. We have all had to overcome obstacles and carry on. But, the mental shortcuts of unconscious bias or the propaganda of polarising media may have diminished the love you are due. This goes double if you inhabit a marginal or oppressed group. Credibility is the ladder that will get us out of the hole, make us feel whole and let the light shine upon the fully visible version of us – Complete, included, and, represented.

Become a Player – No longer will we sit in the shadows watching the main show acted out by others that possess confidence and privilege, (sometimes masking their lack of depth and competence, and getting away with it.) We will have our time in the sun, and, at the microphone. And, we will be heard.

Inclusion – There exists an overused metaphor – Of being the last one picked for the football team as you stand against the wall with fear churning in your guts. It is an oft-used image because it represents a truth. It does not take much to be overlooked, ignored or side lined. Credibility is the membership pass allowing us to join and belong to key in-groups. It is the door code to influence.

In demand – Dare we go further? Do we want to be listened to and that is it? Have we been standing around outside for too long, excluded; looking in? Is it now time for us to take the lead, make a stand and broadcast our valid, ethical and necessary agenda?

Today, we are surrounded by so many dubious voices that appear to have the herd enthralled and the crowd mesmerized.

It is vital that quiet, marginal voices now speak up. With some investment in building Credibility, important messages and your story will be heard for the first time.

In Credibility Part 2 – We look at the components of credibility

About the Author – Matthew Hill is a Presentation Skills Trainer, Coach and Author, working with a  range of corporate executives and soft skills trainers and coaches.

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Intercultural Training Channel Webinar -Marketing to Get More Training Days – with Less Hassle and No Hustle – With Matthew Hill

Or, “I am now a Good Independent Trainer – So, What Do I Do To Get More Days, And, At A Better Rate?”

Shocked girl eavesdropping.

“I want to hear more Matthew”

You are passionate about helping people resolve their issues and learn to help themselves building new intercultural skills you will teach them. You have accumulated hard won experience and realised your dream of becoming an effective independent trainer. So –

– How will you now build your independent trainer or coaching business?

– How will you network effectively to grow your list of useful and high value contacts?

And,

– How will you get your name and message out there using Social Media to generate qualified and appropriate interest in your independent training and coaching services?

Escape

Trapped in a world of cheap subcontract days!

Fear – You dread the idea of becoming an isolated star trainer with next to no clients – unwittingly keeping all your much needed talent away from individuals in need you and who could easily benefit from your experience.

Wish – You know what you dream of;

– To receive warm enquiries from people who ALREADY know who you are, respect what you stand for and are willing to pay a premium to use your independent training and coaching services…because they work.

– You wish to spend less time hustling for business and more time in the flow – conducting successful group and individual training and coaching sessions.

Action – Join Our Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle;

https://attendee.gotowebinar.com/register/5002826678569069827

In this 90 minute high energy, content rich and interactive web based seminar, we will cover the 3 areas you need to invest in if your Independent Training / Coaching Service is to grow;

Webinar

Activity, Organisation and Dynamism

1) Activity – Remember – No effort –> No outcome. We will show you where many new independent trainers and coaches go wrong (and reveal the worst crime of all), and, list the strategies, tactics and moves you must make in order to succeed.

2) Organisation – Building your identity and passion-based professional BRAND, marketing like a pro, and, learning the structures and processes required.

Most people fail with their own attempts or give up before they have built a complete Brand. We will show you where NOT to waste your time and where you need laser focus to generate engagement (its all about getting to the higher levels of engagement.) And, you will learn to build IP assets / informational products using your knowledge, qualifications and experience. Informational products that stand out from the crowd; gain you a reputation as an expert and command attention on Social Media, even as you sleep.

3) Dynamism – We will shake you from your current state of cultural modesty (“I couldn’t possibly do that”) to having you OWN your personal experiences and articulating your deal sheet of past victories in a media friendly way that generates results – incoming warm enquiries. We will make high-octane networking a reality for you and gift you solid marketing ideas. They will work for you and you will have the chance to access the step-by-step process that takes you from “I don’t know how to do that” to, “I have just completed my amazing product, pitch and plan.”

Take Away – By the end of this informative webinar, you will be given at least 3 effective marketing tactics to work on. When you implement them you will benefit from their proven power. And, we will give you the chance to acquire our Independent Trainer Going for Growth Bundle to guide you along the sure and enjoyable path to informational products, a professional identity, an effective brand, positive networking and the generation of valid incoming mediation enquiries.

It’s not for everybody.

We want to speak with the people who will get the most benefit from the webinar so, please do NOT join if you;

– Don’t have a sense of fun and adventure

– Have zero intention of investing in yourself to grow your independent trainer / coaching service

– Possess a closed mind when it comes copywriting and social media. Or,

– Think that clients will find you by magic and telepathy, so none of this is necessary

Still reading? Good.

Vector speedometer scale

Take your days to the MAX

No Cost – There is no fee for attending the webinar and there are limited places. If you wish to expand your independent trainer practice and are ready for the challenge. If you believe in yourself, and want to follow our proven step-by-step guide, then there is only one place to be at 6PM UK time on, 16th October 2018 – 7PM Paris time – 1PM New York – Register now to attend the Marketing to Get More Training Days with Less Hassle and No Hustle Webinar. Click here and follow the instructions;

https://attendee.gotowebinar.com/register/5002826678569069827

We look forward to speaking with you on 16th October 2018. It’s a date.

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Autumn Webinar – What are the 3 Growth Essentials that will get your Training / Coaching Business Moving in 2019 ??

How would you feel if you could find viable and workable solutions to your 3 biggest problems that are currently stopping you growing your training / coaching business?

Where would you reinvest that extra income that you generate in 2019? And, how would the quality of your life and work improve?

And, What extra value would you deliver to your corporate customers enabling them to experience an increase in their profits, performance and passion?

successful young woman winning with both arms up, copy space

New Webinar – Discover the 3 Growth Essentials that will get your Training / Coaching Business Moving in 2019. Tuesday, 16th October 2018 | 6PM, London time | 7PM, Paris time.

https://attendee.gotowebinar.com/register/5002826678569069827

  1. ACTIVITY – This interactive webinar will point out which actions used to work and work no longer. Imagine the time you will save as you divert energy, enthusiasm and your time to modern and high-impact marketing actions that convert strangers to contacts, acquaintances to advocates and LinkedIn connections to paying customers. With the right moves you will interrupt busy professionals to take notice of your authentic message. You will engage with them by speaking THEIR language. You will build a channel to educate them from a place of expertise and you will create a desire in them to access more of YOU.

The measure of your success is simple – when you get your process, branding and communication right, they will “Do as you say and pay as you ask.”

2. ORGANISATION Just because it is simple does not mean than people do it, do it correctly or do it consistently.

From a base of cultural modesty or a fear of rejection, the vast majority of solo-preneurs and small business owners fail to network or hustle sufficiently. They fail to capture data in an effective way. They fail to measure engagement, customer feeling and conversion rates and thus they fail to experience the “drip” of new business as customers come to them as and when the CUSTOMER IS READY.

Remember only 1% – 5% of customers are ready to buy at any one time. The secret is to keep in contact and have a sequence of touch points so that you become trusted and front of mind because you need to be there when THEY ARE READY TO BUY. Put simply, if you stay in contact, you will win further down the road (when everyone else has given up.)

3. DYNAMISM Are you marketing like a 5 Year old? You try everything in an over energetic attempt to change the world in 5 minutes and then collapse in a sweaty heap and declare that life is not fair and that marketing is impossible and does not work?

Modern marketing is about getting organised and then scheduling your activity, your energy and your passion to the best effect. When you develop the mindset of a HUSTLER you will discover how to convert a basic opportunity into a prime one and that means you will access the next level of customer, customer budget and customer decision maker. As you become fluent in the language of modern marketing all your hard work and preparation will actively attract opportunities to your brand, your authentic persona and you will have the chance to articulate your vision and deliver the best of you to the best of the corporate world AND you will qualify OUT the people who will not benefit and qualify IN the elite who will do as you say, pay what you ask and benefit the most from your expertise.

If 2019 is going to be your year what do you need to do? What steps must you take?

TAKE ACTION-

Register now for this complimentary high energy and interactive webinar;

https://attendee.gotowebinar.com/register/5002826678569069827

woman working

Will you Go for Growth in 2019?

Bring your questions, your passion and a pen. See you for this important growth webinar.

 

7 Ways To Support Your Super Premium Offer Price with Matthew Hill

Going for Growth in 2019 – Let’s go back to school with a bang

The main point of being an independent trainer, coach or mediator is to take more control of your life. And, charging enough to allow you some free time is a critical part of this. Whether you want to be a super high earner, blend free time with work in a more healthy way, or, set up a pro bono surgery, getting to a place where you can comfortably charge more is important.

In this post we explore 7 ways to support you charging a premium price or, even, a SUPER premium price.

And, at the end we talk about an opportunity to meet up at an event in Malaga too.

  1. Identity – This may sound simple but, every year, I meet many who have not completed their identity build with clarity or sufficient power to confidently charge more. Essentially you must project yourself as just one thing – An expert – deeply experienced and knowledgeable on one subject. Quite frankly, you need to be perceived as the leader in your field. Here lies the secret to charging a super premium price. Do you have a model, a special technique? Do you have unique content, a better methodology? Does your way work best? Take some time to work on these elements and your invoices will grow to a freeing level before next summer.

    Quickening of Inner Palette

    Paint yourself as THE expert!

  2. Brand – What is a brand? There are 1000 answers. For the here and now, it is an increase in heart rate for the viewer, accessing your marketing material and content. They must get excited watching you in your YouTube video. They must connect their dreams to the outcomes you describe. It is necessary to eliminate the gaps in your brand story and present a joined up journey for your chosen tribe. BTW – Not everybody can do this for themselves.
  3. Super Copy Writing. Killer Text Is Key. When you write well for others, they will think well of you. When you structure your communications using the Super Copy Formula, they will come knocking on your door.
WORDS ARE POWER hand-lettered quotation

The 14-Point Super Copy Formula

Price is a function of supply and demand.

If your offer is oversubscribed, your offering can support a super premium price. Of course – getting from regular work volumes to positive busy-ness (50 days at a 100 cash units rather than 100 days at 50 cash units) requires a specific and proscribed process, much of which relies not on what you write but how and in what order you present it. When you follow the Super Copy Formula for your written texts, the extra cash will become available to you.

  1. Great Content. You need to rearrange your content to be telepathic, sympatico and aligned with your perfect customer, what they want, when they want it. And, deliver it in the way that works for them. Too quick, too soon or too simple / complex and they will give up on you and start moaning. Leading your best students through to completion and success – that is only possible with great content and great process. The best content is pitched right, transfers knowledge effectively and is fully absorbed to be available and applicable by the student.
  2. Products Product Products. Regular readers will know, I am obsessed with turning your experiences into assets to earn you attention, brand brownie points, engagement, sales, income and advocacy. When you have a film, audio or text product, you take your level and your charge rate UP. It really is that elegant. And, creating products comfortably, cheaply and quickly is, today, a piece of cake.

    Analog microphone with recording equipment in the control room.

    Products Product Products

  3. Building Your Tribe – I spoke to a young coach of coaches recently and she spoke about going wide to make sure you have something for everybody and can thus earn money. WRONG. To start with at least, it is all about the one thing, delivered with care, to the one audience. Finding your avatar, ideal market segment and small customer niche is essential if you desire to charge a premium price. If you are all things to all men, you will be COMMODITISED and that means your customers will expect you to be near, convenient, quick and CHEAP. Yuk. When you cater solely for your niche, you take back control, become a healthy equal partner with your client, and, you will be allowed to negotiate for a convenient time, a better rate and a greater level of respect and engagement. Super premium rates are not about greed. They are about getting you the respect your experience deserves.
  4. Give More – When you crank up your prices, unsurprisingly, your customers will expect more. Give it to them. Guarantee all your work. Add extra value to your offering. Listen to them and adapt. Tailor your service so that it works for them. Go the extra mile / kilometre. Value is a function of Benefit over Cost. V= B/C. When you understand that you will be keen to double the customer benefit and therefore double your price – Pragmatism.

Conclusion

As we think with some dread about “going back to school”, and, before we become swallowed up with low quality urgency, there exists, now, a brief moment to reflect on your next year and ask, “Am I providing the best service I can, to the most interesting people out there?” “Am I being paid what I am worth for my experience, charisma and ability?” And, if not, “What am I going to change?”

If you are currently being paid a super premium price for doing what you love, I need to ask you a favour. Please share your wisdom and experience with someone younger, so that they can reach your level with a little less experimentation.

If you are contemplating the end of summer with horror, and, are still swapping time for average money (most people are), then do read our other ITC posts for Independent trainers, coaches and mediators. They will help you build your business, charge what you are worth, work in a way that suits you and connect the best of you to the best people out there.

And one more thing – Malaga,

If you are going to the SIETAR Spain Congress in Malaga in September 2018 and wish to join one of our Intercultural Training Channel, Going for Growth Bootcamp Days, do get in touch with me directly. Do E Mail, Matthew Hill at matthew.hill@hillnetworks.com and we can set up a short telephone conversation in a week or so.

Thanks. Finally. Please like and share if you have taken value from this post.

Like and share

 

“Coaching with career and AI in mind” A new book by Coach and Interculturalist, Adina Tarry.

Finding your space, being resourceful and keeping optimism in this expanding digital age.

This intense and packed book attempts to bring together a cross-disciplinary view linking the individual to the wider context of the modern digital world, as we face new challenges and opportunities in our working life, in a world in flux, impacted by technology and at the cusp of the 4th industrial revolution.

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Coaching with Careers and AI in Mind.

Adina Tarry shares with us her experiential findings from more than 2500 hours of coaching with over 600 individuals. She explores key themes such as: personality, invisible drivers and values, age, personal branding and working internationally. Tarry employs research and scientific models to support her experiential findings. Probably the most useful part of the book is her digest of a large body of research on the wide impact of artificial intelligence and robotics, not only on work but also on education, governance, regulation, society and capitalism itself. All this is pitched at the individual, outlining their options in this wider system.

No book is perfect and this one could be seen as overly ambitious, attempting to tackle a vast array of subjects in a limited space.

How does it end?

The last chapter, far from being pessimistic, presents a constructive view of the future, shouts out a call to action and contains an optimistic message for the building of a resilient and flexible self, able to work through the changes and volatility that is coming.

Adina seems to have softened some theory and case studies to make the book readable, digestible and applicable. The narrative is in plain language making it accessible to both interculturalists and a wider audience – students to professionals, coaches, parents and HR practitioners and psychologists – anyone who takes an active interest in the way their working life is going to change in the future.

Overall, Adina Tarry’s book provokes thought and feeling in equal measure and is a practical tome that will certainly help those helping others or whom, personally, are moving through transition or doubt in their careers.

Getting the book

Follow this link: https://www.routledge.com/Coaching-with-Careers-and-AI-in-Mind-Grounding-a-Hopeful-and-Resourceful/Tarry/p/book/9781782205838

About the Author.

Adina Tarry is a Romanian Coach and Interculturalist living and working in London.

Coach and Interculturalist Adina Tarry

The 4 Products You Need as an Independent Trainer or Independent Coach in 2018.

One Product You is NOT Optimally Profitable

Here is the simplest business build you will ever do. It consists of just 4 products that will move you to POSITIVELY interrupt your targets and start making a profit.

PRODUCTS for Profit

Turn your knowledge and experience into profit generating PRODUCTS

Product One – The Lead Magnet – What could you package up, from your knowledge and experience, and give to your target audience of potential customers that will grab their attention, please them, and, spark their curiosity to a level that helps them take a tiny tiny action step?

Successful suggestions include a work sample, a live demonstration, a powerful recording, a content rich webinar, a white paper, a quick quiz / audit, a 15 minute coaching call or any other small package that can show your depth, credibility and brand to good effect.

Sometimes called a Product4Prospect, the Lead Magnet is given away in exchange for contact details and permission to approach the receiver in the future.

Lead Magnet

Give a product in exchange for contact details and full permission.

Product Two – The Trip Wire – You can have an audience of 10,000, but, if they don’t buy anything, you are just a loud and unsuccessful busker!

The genius of the Trip Wire product is that it is cheap enough to trigger a no-brainer buying decision and, at the same time, acts as a psychological doorway, taking the individual from feeling like a distant, isolated observer to feeling like a customer, insider and club member.

That is what is so clever about the Trip Wire product.

Again, it must be packed full of value but must NOT provide the complete solution – They need to fill in the gaps in their knowledge with your Product Three.

Successful suggestions for a Trip Wire product include a starter version of your offering, a paid taster session, a paid intake clinic combining audit with delivered content, your book, a recorded audio product or the how-to film that you have made.

Trip Wire - Take a tiny tiny step

Trip Wire – Take a tiny tiny step

Product Three – Your Core Offering – This is the one product that everybody has. The advantage of running a sequence and not starting by pushing your Core Offering, is that you may achieve extra levels of trust and branding and so, will be able to price your Core Offering at a premium. It is important to max the joy of the customer as they receive your service so that their customer experience, CX is exceptional, memorable and becomes a talking point. It is your customer’s outstanding emotions that will boost and grow your company. Good enough is no longer good enough. Wow is now.

Core Offering

Core Offering – Remarkable value and customer experience.

Suggestions for helping support an outstanding Core Offering to attain the level of REMARKABLE – Differentiate your offerings into Bronze, Silver and Gold levels that offer economy, normal and luxury versions, add an accompanying user guide and demonstration that are ACTUALLY usable, rustle up celebrity endorsements, design in fun, energy and humour, add sleek design and cool features, work hard to enrich context with multi-channel delivery, build in the possibility of more interaction with the expert you, include full risk reduction, reversal and guarantees, and, incorporate customer feedback to smooth out the bumps in the customer journey, so you know you are delivering something special.

Is that it? No. There’s more…

Product Four – A Second Product. Did you think that getting the customer to buy your main offering once was the end of the line? No. Now we need to get you to PROFIT.

The costs of customer acquisition are normally assigned to the core offering. This limits any possible profit gained from first time customers. This applies to all one-product companies.

We all know that new customers are the most expensive to acquire and that returning customers are the best to have and the cheapest to maintain.

Second Product

The Magic of a Second Product – Customer delight, continuity and greater average profit margin.

All that cost of identifying, interrupting, warming, closing and delivering has been sunk. Now, with your Second Product, you know who they are and they understand how you operate. The next “box” you deliver will have a much higher margin. And it does not have to be priced at a super premium to achieve this. Sure, a high-end new offering will sort the wheat from the chaff and get those, “I must have the best” types excited. But, a regular priced offering will really boost profits, even when you average out Core and Second Product margins combined.

Suggestions for creating and supporting a Second Product include – The advanced level version of your core, something complementary to the first purchase, “And customers also bought this…”

If a trainer is selling knowledge first time around, they could sell a change programme as the second bite.

If Tony Robbins is offering you mind reprogramming in his first session, his next offering might provide a deep dive into personal wealth and finances.

So, that’s it. The 4 products you need to complete your set, establish a winning commercial sequence and all done whilst delighting your customers and generating above industry average levels of profit.

Call to Action – Now is the time to move forward.

Call to ACTION – We are running our next Business Growth Bootcamp for Independent Trainers and Coaches this June in the marvelous Capital city of Lisbon, Portugal, Tuesday 26th to Thursday 28th June 2018. To check out the details, simply click on the link.

https://culture99.wordpress.com/course-consultative-selling-bootcamp-lisbon/

Good luck and do let me know if you need some help.