Sell-Yourself Tips for Consultants - by Patricia Fripp, CSP, CPAE

Sell-Yourself Tips for Consultants
by Patricia Fripp, CSP, CPAE

As a consultant, you are continually selling yourself to a committee or Board of Directors. Present the best product you can.

Rehearse your opening. You have only thirty seconds to grab the interest of your audience. Don't waste it.

Wrong: "Ladies and gentlemen, thank you for the opportunity..."

Right: "In the next ten minutes I am going to convince you that the best decision you can make is to invest in my services."

Focus on the bottom line. Stress the results you will get for them.

Don't offer backup information unless or until you are asked for it. It can interfere with the "big picture."

Be "up." Low energy and monotony will kill any presentation. Show genuine enthusiasm.

Be visual. People remember what they "see" in their imaginations. Paint a vivid picture in story form of how things will be when you have the job.

"...six months from now, when your business has increased 15%, your market share is 5% higher, and your sales teams are in harmony for the first time...".

Have a strong closing. For example, "Your next decision is not whether to hire me, but whether can you afford not to!"

We offer this article on a nonexclusive basis. You may reprint or repost this material as long as Patricia Fripp's name and contact information is included. PFripp@Fripp.com, 1-800 634 3035, http://www.fripp.com

Patricia Fripp is an award-winning speaker, sales trainer, and speech coach, who delights audiences, transforms sales teams, and shares her secrets for powerful presentations. Meetings and Conventions magazine calls Patricia "one of the country's 10 most electrifying speakers." She is author of Make It! So You Don't Have to Fake It and Get What You Want, and contributing author to Speaking Secrets of the Masters and Insights Into Excellence. Patricia was the first female President of the National Speakers Association and is a Hall of Fame recipient. Kiplinger's Personal Finance named her Speaking School as one of the best ways you can invest in your career.

If you find this article useful, you will enjoy and learn from Patricia Fripp's CDs, DVDs, Videos, and Books: http://www.fripp.com/publicspeakingresources/

If you are interested in speech coaching check out: http://www.executivespeechcoach.com

7 Ways to Profit from Speakers' Bureaus in Hard Times - an Article for Professional Speakers

7 Ways to Profit from Speakers' Bureaus in Hard Timesan Article for Professional Speakersby Patricia Fripp, CSP, CPAE

"Why don't I get booked more often?"

"How can I get booked more often?"

Both are burning questions in today's difficult economy. I talked to Mark French, President of Leading Authorities, Inc. about his solutions.

Mark French was pragmatic. "In difficult economic times, there is always an excess supply of speakers. At the same time, customers' expectations are higher than ever. They want every speaker dollar to count double. Speakers must understand this new terrain and develop a successful strategy for getting booked.

"One good strategy is to make the most of speakers' bureaus. Bureaus like to work with speakers that they can book easily, effectively, and profitably. More bookings are coming through bureaus right now because clients are placing greater emphasis on value, choice, safety, and flexibility. Your job is to increase your competitive advantage and probability of winning the business for which you qualify. Start by increasing and improving the quality of your communications with your speakers' bureau or bureaus."

Mark French offers some practical steps on how to turn a difficult market into a great opportunity.
1. Get to know your speakers' bureaus owners and agents. Let them get to know you.
2. Provide them with first rate materials. Speakers with great videos, bureau-friendly websites, good PDF files, and quality print materials are easier to book.
3. Keep your bureaus informed, providing them with your latest news and information.
4. Consider offering them a higher commission rate during tough times. It's a great incentive for agents to book you.
5. Call your agents after an event to offer spin-off and client leads.
6. Highlight the bureau that booked you during your presentation.
7. Thank your bureau representative after you've been booked. After all, bureaus are made up of people who appreciate a personal touch.

Like everyone else, speakers' bureaus want to work with people they know and like, and with whom they feel a sense of partnership. Speakers who recognize this fact have an enormous advantage in the marketplace.

Mark French is President of Leading Authorities, Inc. which now offers Leading Authorities Creative Media News, an online business newsletter for speakers with timely ideas on increasing business and maximizing marketing potential. http://www.leadingauthorities.com/

Patricia Fripp, CSP, CPAE is a San Francisco-based executive speech coach, sales trainer, and award-winning professional speaker on Change, Customer Service, Promoting Business, and Communication Skills. She is the author of Get What You Want!, Make It, SoYou Don't Have to Fake It!, and Past-President of the National Speakers Association. She can be reached at: PFripp@Fripp.com, 1-800 634-3035, http://www.fripp.com/

We offer this article on a nonexclusive basis. You may reprint or repost this material as long as Patricia Fripp's name and contact information is included. PFripp@Fripp.com, 1-800 634-3035, http://www.fripp.com