Jane Atkinson's Blog, page 38
August 13, 2013
Who is Your Website About?
Logically, you might think that your website should be all about you, after all, the client is hiring you to speak for their group.
That was true 5-10 years ago. But since companies have been put under scrutiny for how they spend their conference dollars, ROI (return on investment) has become more important.
As my friend Brian Palmer of National Speakers Bureau says “clients no longer want to hire “speakers,” they want to hire smart people who happen to speak.”
It’s with this new idea in mind that we want to focus our websites on the outcomes of our work and not just our speaking, but our entire body of w 
ork – books, consulting, training, everything that we do to deliver our message.
So what is the bottom line?
Do what I call the “marketing flip flop” and make it about them (your audience, your clients) and the outcomes of your work, and people will be more likely to lean in.
Unless you are an entertainer, if I come to your website and it says “hire me, I’m a speaker”, you may be missing out on business.
See you soon Wealthy Speakers!
Jane
PS: There are 3 days left to nominate a website for our Best Website Contest. If your website is “them focused”, then please submit it!
http://www.speakerlauncher.com/blog/2752/best-website-contest-2013/
July 18, 2013
It’s Back! Best Website Contest
It’s that time again! The best website contest has become one of our most popular blog features. We’re looking for websites that have all of the key marketing components.
Here’s our list:
Clear promise: We can tell within 15 seconds how you are going to help your prospects.
Interesting brand: Does your brand or language pull us in? Is it sticky? (memorable)
Simplified: Is your website easy to navigate?
Expert Focus: Does your website say “here’s how we can help you” or is it old school and says “hire me, I’m a speaker”.
Pazow: Does your website have a great vibe or feel that makes us want to do business with you?
Video: Although a strong video isn’t mandatory, it would certainly give you extra
marks.
To nominate a website, simply post a comment below with the URL. Tell us why you like this site. It’s okay to nominate your own site. You have until August 15th to summit your nomination.
We’ll pick the top 6 and then have you vote.
P.S. Note my comments after each submission, many of them are universal. Take a look at your own website and ask the question “do I have these things in place?” Of course it’s not one-size-fits-all, take what you want and put it through your own strategy.
P.P.S: Our Spring Special includes The Wealthy Speaker 2.0 system and a coaching session with me. It is just $197! If you need a marketing makeover, now’s the time to take advantage of this awesome special (expires July 31st)
http://speakerlauncher.com/wealthy-speaker-spring-sale/
June 24, 2013
What’s Driving Your Success?
Ten years ago when I was still single, I decided to move back to my hometown to be closer to my parents. I reasoned with myself that if I was going to live in this relatively quiet town (compared to Sydney or Vancouver where I’d lived before), I’d purchase a place up near Lake Huron.
Two years later, “the shack” was purchased. It cost less than the price of a car and was 5 minutes from Lake Huron. Little did I know that this tiny property would turn into my weekend oasis and offer me so much bliss!
I feel my work in coaching is meaningful. I’ve affected hundreds of lives positively, and that means a lot to me. But what’s driving my success these days is “working for a lifestyle” rather than a living.
My new definition of “wealthy” is being in charge of my own time, while earning above average income. This summer I’ll coach 3 days a week, have one buffer day (for preparation) and 3 days off.
Complete bliss for me is sitting on the porch of my little shack doing a coaching call via Skype, or writing. Molly (our 4 year old Labradoodle) is at my feet, and the hummingbird pops in frequently to grab a drink 5 feet from my chair.
What’s driving your success?
What does a blissful day look like to you?
What do you need to do to get there? (What action do you need to take?)
Feel free to share with comments below!
May 21, 2013
Technology Bonanza: Must Have Apps for Speakers
Whether you are a new speaker, or someone who has been around awhile, there’s always some new technology that you haven’t heard about.
We’ll explore the various apps and software for running your speaking business more smoothly.
SPEECHES: After researching Powerpoint, Keynote
(by Apple) and Prezi - Prezi came off as the
coolest (but comes with a learning curve) with
Keynote as a close second.
CRM/DATABASE SOFTWARE: To keep track of your leads and prospects, you must have something in place. An Excel spreadsheet isn’t going to cut it for long. Infusionsoft appears to be the market leader and provides everything rolled into one, but may be a bit daunting for those starting out. Salesforce and Act are lower cost options. If you have a great sales software to share, please leave a comment below.
* Note: Check Chapter 4 in The Wealthy Speaker 2.0 for more on this, remembering that technology changes daily.
SOCIAL MEDIA: There are new Apps hitting the market daily to help us keep our social media accounts all in one place. I use Hootsuite to combine and schedule my updates, but I know you might prefer another, please share.
TRAVEL: TripIt is a must have for anyone who travels a bunch – it keeps everything in one place. Flightboard helps you see every airport real time. There are lots of flight tracking Apps. Hipmunk is helpful when you need to book a flight/hotel/car from you phone. Let’s hear your favorites.
ESPEAKERS: eSpeakers was designed with you in mind. The original premise (I was one of the Beta testers) was to keep everything to do with event management in one place, and to keep your calendar running smoothly, especially with multiple users. If you are busy, you need to check it out. However, they’ve expanded way beyond this to Bureau and PR blasts, profile integration, streaming video and much more.
IDEA MANAGEMENT: My business got a lot better once I got my thoughts organized. Evernote is perfect for all of my University members. I keep a note on each person and each group in a new notebook. The Reminders app runs across my Macbook, iPad and iPhone. I can add a thought to my “Blog Ideas” reminder checklist and 1 minute later it’s available to me on my phone or iPad. I use Reminders for new business ideas as well.
SCREENSHOT: This one might seem basic but let’s say you review your credit card and there is a charge you want to email someone about, take a screenshot of the page (SHIFT/COMMAND/3 for Mac users) and you have a photo of your page. I think I’m a bit addicted to this feature! You can also do this on most phones. Try Jing or Snagit to create screen-captures and short videos.
I know I skipped some really great Apps here, so I’m counting on your comments to fill in some blanks!
March 20, 2013
Finding the Perfect Speaker Agent
That’s a statement I hear about once a week. But from what I’ve seen over the past 20 years, it’s easier said than done. Having been in the role of agent for the first 10 years of my career, I understand it well.
The job description may include: Sales, marketing, customer relations, database management, gig management, product management, and so on… it can go all the way down to feeding the office fish! (Thanks Vince).
The key to hiring successfully, I believe, is on the front end. Making sure that you have the right person and then training them well.
Here are the steps:
1. Preparation: Ensure that your business is streamlined (sales and marketing systems) and that you can sell yourself. You may have some work to do on your positioning, focus and marketing.
2. Timing: When you are losing business because you can’t handle all of the opportunities, that is the perfect time to hire. Asking someone to “launch” you is much trickier because you may not have a big budget to fund the start-up period (6 months minimum).
3. Finding Staff: A great place to find a staff person is in your audiences. If someone greets you enthusiastically after your presentation, take that opportunity to build the relationship. Other places to find staff: church, networking events, social media, thru friends and family, etc. Refer to The Wealthy Speaker 2.0 Chapter 7 for a list of traits, job descriptions, pay rates and where to find staff.
4. Finding Agents: If you are looking for someone with serious experience, there are a number of great speaker agencies (ie: SpeakersOffice and CMI). If you Google “Speaker Management”, you should find them. But beware and make sure they are legit. There are more and more people in the “make money from speakers” business than ever before. Some agents may expect a monthly fee plus commission.
5. Training: When you hire staff, spend time on the front end to ensure that they understand how to sell you. Have them attend several speeches and listen to your conversations with people afterwards. Have them shadow you on the phone with clients. See my note below about my new staff training program.
Hiring someone to help you is best done when your business is running smoothly to begin with. The pressure of hiring someone to “save” you can be overwhelming for that person. Take your time, and do it right.
See you soon Wealthy Speaker.
PS: I’m so excited to announce The Wealthy Speaker University’s newest course for Speaker Staff. Check out the details here:
March 6, 2013
Why Does “Real” Sell?
One of the greatest moments at this year’s Oscars was when Jennifer Lawrence, who won for “Silver Linings Playbook,” fell up the stairs on the way to her acceptance speech. During the subsequent standing ovation, she said “you guys are only
standing up because I fell and you feel bad. That was embarrassing!”
This girl is real. She doesn’t take herself too seriously. That’s what we want to be as speakers. People who can laugh when we stumble.
On the other hand, Anne Hathaway is a terrific example of poised and polished, but guess what? Nobody likes her!
Some of my favorite moments during speeches are when someone handles a potentially awkward situation with grace. Fire alarms, cell phones,technology failures, hecklers, etc.
Now, I know you all have a dozen stories to share, so I’d like to hear your best one. Will you post it as a comment below please?
Bottom line, “real” sells.
Coaches Questions: How can you engage your audiences more by being real?
PS: I’m getting some really great feedback on our new 90 Day Catapult program. Check it out here if you
think you’d like to boost your career quickly!
January 31, 2013
Trading Time for Coffee
The coaching program that I’m involved in this year has really got me working hard to value my time, and to recognize when I’m spending it poorly.
Are you spending your time effectively?
For instance, you’ve been around the block in the speaking industry and emerging speakers are calling (for some of you, weekly) to ask if you will have a coffee with them to help them get launched.
Is this a good use of your time?
I’m all for mentoring, but I think you have to be realistic about how much you can do.
Many people, because they get so many calls, start to think, “hey, I should get into the speaker mentoring business”. But as most will tell you after an attempt, your time is much better spent booking high fee engagements.
So let me give you an easy strategy. (And put in a little plug for myself at the same time).
When responding to the coffee request – “I’d love to have coffee, however, I do get many requests and can only take on 2 mentorships per year. But I would like to help, so let me recommend a good book and a coach who specializes in exactly what you need.”
And then you give them a link to www.speakerlauncher.com and The Wealthy Speaker 2.0.
(This book was written for this exact purpose, why reinvent the wheel?)
COACHES QUESTION: Be thinking about how much time you are spending on non-revenue generating tasks. Can you delegate them or farm them out?
Jane
See you soon Wealthy Speakers!
PS: Did you know that I have two ways of saying thank you for referrals?
I do have an affiliate program in place, let me know if you’d like the link. OR, for every
speaker that you send who signs up with me, YOU get a coaching session for yourself.
Check out my referrals page for more information on how you can get some time with me,
at no cost to you!
January 21, 2013
Are You Having a Mid-life Business Crisis?
It’s not uncommon for us to look outside the walls of our business and wish we were somewhere else.
This is certainly what led to my own Mid-Life Business Crisis (MLBC).
After 15 years in the speaking industry, I thought ”hey, I should do something different”. That was what led me to believe that I could indeed straddle two lanes (which I could not) and write the Frog book.
The Frog Whisperer: A 3-Step Approach to Finding Lasting Love was born out of crisis. I really wanted a change of scenery. But as I wrote in detail in The Wealthy Speaker 2.0 – it was a big mistake! A big lesson which led me back to my
earlier premise that you can’t straddle two lanes and do it well. (Plus, you need to have a pre-existing fan base in order to sell books).
For details of my brilliant MLBC mistake, check out Chapter 2 in The Wealthy Speaker 2.0.
So what’s my advice for people who are looking for a change?
Try to find it within your niche. Starting something from scratch is a tough, uphill battle and many of us (sorry) don’t have the youthful energy to pull it off. When you play within your umbrella, change is easier!
My friend Joe Calloway has had a crisis or two in his thirty years in the speaking industry. We’re
going to talk about reinvention, crisis and how to move through this business with grace in our teleclass next week.
Join us for: Becoming A Category of One
Date: Thursday, January 24, 2013
Time: 1-2pm Eastern
http://speakerlauncher.com/teleclass/
Admission is free for Wealthy Speaker book buyers, University members and clients.
January 3, 2013
How Will You Measure Success in 2013?
Late last year I became involved with Dan Sullivan’s Strategic Coach program (even a coach needs a coach).
One of the things that struck me was Dan’s take on recognizing achievement.
The theory is that while some people look backwards to see how far they have come, others look forward towards their big goal and never really feel satisfied (because there is always more to do).
Let’s say you have a goal to speak 50 times a year and you’re sitting with 25 engagements on the board. Do you focus on the fact that you booked 25 or that you still haven’t achieved 50?
Which one are you?
I know that I have the ability to look at things from the negative standpoint. Years ago one of my speakers got 200 great evaluations and 2 negative, and I honed in on the negative.
So I’m working on that!
After reviewing last year’s Wealthy Speaker University launch, I successfully graduated nearly 30 people. But 2 people dropped out half way through the year. So my goal? It’s to focus on those 30 graduates and the fact that two years earlier, the University didn’t even exist. I must focus on what was accomplished and how far I have
come.
(BTW, We still have a few spots in the University which starts next week). http://wealthyspeakeru.com/
Q. When measuring success, will you focus on how far you have come or the vast distance between you and your ultimate aspiration?
By focusing on your achievements, both big and small, you will find that you are happier and more committed to success in the future.
See you soon Wealthy Speakers!
PS: The Wealthy Speaker University has 5 spots left in the Master program and 6 spots left in the Bachelors program. Click Here To learn more……
December 20, 2012
Gratitude for an Industry
At age 25, I lacked direction, focus, and ambition.
It was the early 90′s and I was working as a temp at 3M and waitressing at night. I had nearly finished my contract with 3M’s marketing department and was thinking about what was next.
One evening I stumbled across Les Brown’s PBS special entitled Live Your Dreams. I was hooked immediately and watched it over and over again. Les talked about being resilient, steering clear of negative people, and using books and information as a form of power.
Wow!
I decided right then and there that I would go and work for a motivational speaker. And as synchronicity sometimes works, it was only a matter of weeks before I had a job as Director of Marketing for my first speaker.
Looking back over a 20 year career, first as an agent, then as a coach, I can honestly say I could not have chosen a better field.
The speakers I represented early in my career were fantastic mentors and role models. The bureau I worked for in Dallas was a phenomenal wealth of experience. Some of my best friends in the industry are people I met at my first NSA conference over 18 years ago in Washington.
I have been blessed to coach some of the smartest and most talented people in the world and because of them, I have owned my own company for over a decade, written 3 books, and get to live the life of my dreams.
Thank you speaking industry. I don’t know where my life would have gone without you!
See you in the New Year Wealthy Speakers!
Jane
PS: Do you have people or an industry that you want to recognize? Please post your comment below to say thank you.
