The Selling Show

046: Client Success Showcase with Susan Robertson and Dr. Mike Thomson

Susan Robertson of Sharpen Innovation, started off driving marketing innovation for Gatorade, Hasbro, Sunbeam, and more. Since becoming a speaker and consultant, she has been invited to consult for large corporations like Georgia Pacific, Pepsico, Clorox, PetCo, Chase, Wells Fargo, and more. In addition to this, she is also an instructor at Harvard University.

For the past 2 1/2 decades, "Dr. Mike," as he is known around the world, has been described as "The Master of Entertainment, Comedy, Fun, and Learning." Dr. Mike has presented his unique brand of "Edutainment", part education and a whole lot of entertainment in many venues across the world. He has spoken to or consulted with virtually every type of business, school, organization, or association worldwide. His talks have now been heard by over 2.5 million (and growing) people worldwide making him a highly sought after speaker. Again, Dr. Mike is pure "Edutainment" with a message, style and energy that is definitely diverse and distinct compared to what is currently available

Susan Robertson and Dr. Mike Thomson share their experiences in working with David and how it has affected themselves as well as their business as speakers, experts, and consultants.

In This Episode, You'll Learn…

• Their first successes since using David's strategies
• What was missing prior to working with Do It! Marketing
• What they learned from working with David
• Fee difference between before and after working with Do It! Marketing
• Advice to those on the fence with using David's services

Links and Resources Mentioned in This Episode

• Sharpen Innovation Website
• Mike's Website

045: Producing Your Own Events with Mark Hunter

For nearly 20 years, Mark Hunter has worked with thousands of salespeople and sales leaders as a consultant, speaker, and coach. Prior to this, Mark has 15+ years of experience in sales, working for three Fortune 200 companies in sales leadership and marketing positions.

Mark Hunter returns to The Speaking Show to talk about his Outbound 2019 conference. What are its benefits? Costs? And of course, the importance of focusing on the outcome!

In This Episode, You'll Learn…

• Putting together a conference: Easy or hard?
• Handling marketing, logistics, and pricing
• Mindset: Thinking and acting as the next level
• Focus on the what and the why, then the how will work itself out
• Ways to increase attendance
• Creating a community through audience interaction
• Thinking long term with events
• Perks or deals for prospects and bureaus?
• Focusing and believing in the outcome
• Why you should keep track of your client's successes

Links and Resources Mentioned in This Episode

• Mark's Website
• Outbound Conference Website
• Mark's Books

044: Finding Your Own Path with Jan Spence

Jan Spence is an international speaker, trainer, and consultant. With contagious charisma and a zest for life which make her an excellent motivator and leader, this TEDx speaker has used her vast knowledge in sales, communications, finances, and employee engagement to help numerous clients including Pillsbury, Walmart, and Frito-Lay.

Jan tells David of her journey from being a pro football player to the speaker, author, and entrepreneur she is today! She also talks about how she takes advantage of being in a broad niche.

In This Episode, You'll Learn…

• From pro football player to entrepreneur
• Finding her path/niche or 'picking a lane'
• Uncovering new opportunities
• Research tips and resources
• Leaving the right voicemail
• The importance of being able to sell yourself

Links and Resources Mentioned in This Episode

• Jan Spence & Associates Website
• com
• Twitter
• LinkedIn
• Facebook

043: Smart Calling for Speakers with Art Sobczak

Art Sobczak has delivered over 1500 in-person training programs, ranging from multiple day and long-term repeat engagements, to 30-minute keynote presentations. He customizes and delivers onsite programs for companies and associations, and offer online and hybrid online/webinar programs.

David and Art discuss the best practices, mindset, and conditioning of cold calling. Including overcoming the dreadful rejection.

In This Episode, You'll Learn…

• Pro mistakes made on the phone
• People buy the results, not the 'thing'
• The critical first 10 seconds of a call
• When you want them to listen and when you want them to talk
• Opening a call
• Getting through assistants
• Art's advanced level of questioning
• Dealing with rejection

Links and Resources Mentioned in This Episode

• Smart Calling Blog

042: Dynamic Communication for Speakers with Jill Schiefelbein

Jill Schiefelbein is an award-winning business owner, author, and recovering academic. She taught business communication at Arizona State University for 11 years, analyzed terrorist documents to help provide counter-terrorism messaging strategies to the military, and was a pioneer in the online education space, creating an office serving 60,000 students and adding $1M in revenue in its first year.

David sits with THE Dynamic Jill and discuss a wide variety of things like effective video marketing, branding yourself on social media, utilizing SEO and…. well you'll just have to listen to find out the rest!

In This Episode, You'll Learn…

• What Jill learned from organizing a conference
• Making a difference with video
• What secures you as a speaker of choice
• Is having a book mandatory?
• Specificity with variety
• Why you should brand under your name
• The benefits of SEO and consistency
• Jill's content repurposing strategy

Links and Resources Mentioned in This Episode

• Jill's website

Learning Objectives Tutorial

041: Get to the Point! with Joel Schwartzberg

Award-Winning Author and Strategic Communications Trainer Joel Schwartzberg has been teaching effective communications and public speaking techniques for more than ten years. His unique approach helps both novice and experienced presenters identify, sharpen, and powerfully convey their most important ideas in speeches, panels, interviews, meetings -- any moment in which delivering a strong point is imperative to their job, their reputation, and their success.

Joel and David talk about the fine art of speaking at its core! Breaking down the elements of an effective presentation and getting straight to the point!

In This Episode, You'll Learn…

• Why you need a point in your presentation
• 'Badjectives' and how they hurt communication
• Adding specific descriptors to your vocabulary
• Focus on what they need to hear, not what you want to say
• Volume, pacing, etc…when presenting or speaking
• Helpful and not helpful ways of practicing
• Starting and finishing a speech with confidence
• 'Last slide syndrome' and how to avoid it

Links and Resources Mentioned in This Episode

• Joel's Website

Terry Brock, international hall of fame social media speaker, talks about some of his favorite video tools for creating content and interacting with his clientele! Terry and David also discuss cryptocurrency and the idea of servicing and helping others as a form of marketing.

In This Episode, You'll Learn…

• Zoom and Facebook Live features and how they can be applied to your speaking business
• Not everything needs to be a pitch
• Helping is the new selling
• Why adding variety to your videos is important
• Repurposing content
• The rising presence of cryptocurrency

Links and Resources Mentioned in This Episode

• Terry's Website

039: "Transitions" Hijack Episode

For this episode The Speaking is being hijacked by the Transitions show with Vanessa Christman!

David and Vanessa discuss facing transitions in life both personally and professionally and the effects of building a career around your life. Including David's transition to working with executives who speak from working with professional speakers.

In This Episode, You'll Learn…

• From teaching professional speakers to professionals who speak
• 'Persuasion architecture' and delivering an organic and subtle pitch
• From being the business to running a business
• SEDO – Simplify, Eliminate, Delegate, Outsource

038: The Hot One® Tells All with Vanessa Christman

Vanessa Christman is Assistant Dean of the College for Access and Community Development at Bryn Mawr College. A member of the Diversity Leadership Group, she is dedicated to improving campus climate and building community at Bryn Mawr.

David and Vanessa talk about the hiring side of the speaking world. Giving insights on the expectations of a speaker for an event and the relationship of a speaker's bureau with an event manager.

In This Episode, You'll Learn…

• Content is what matters most
• The importance of relevance and collaboration towards the event
• A good bureau relationship is an expansion of what a good speaker relationship is
• How much contact is too much contact with event managers

Links and Resources Mentioned in This Episode

• Vanessa Christman - Bryn Mawr Colleger

037: From Direct Sales to Big Stages with Ted Ma

For over a decade, Ted has been working with organizations across the country to develop leaders at all levels, motivate and engage their employees, reduce turnover, and build a collaborative team culture. He has spoken for audiences as small as 10 to as large as 10,000.

Just this year, Ted started his business as a full-time speaker and shares with David the perspective of an up-and-coming solo professional speaker and as a speaker in the direct sales industry.

In This Episode, You'll Learn…

• Speaking as a prospecting strategy
• Similarities and differences between speaking as part of a company and speaking as an entrepreneur
• Varying audience engagement techniques
• Being relatable to a large audience
• Prospecting as an entrepreneur

Links and Resources Mentioned in This Episode

• Ted's Website