Speakers share their best strategies
Can you believe it’s already three months into the year? This can be a time to imple- ment new habits and engage new or existing clients. Plus, the first quarter sets the
tone for the remainder of the year. Are
you on track? If you don’t already have
a quarterly check-in process in place, it
might be time to create one.
First, review your business performance last year. What three marketing
strategies paid off in 2015—ezine publishing, articles, blogging, etc.? What
products and services generated the most
revenue? Make a list and add them to
your 2016 calendar. What systems maximized your business? Add them to your
marketing and sales plan.
Conduct a First-Quarter Review
Marquesa Pettway, CSP, is the
Biz Reinvention Expert, and
has had great success with
Periscope and Blab. She
closed a spokesperson role for
a major association, landed two 5-figure
clients and was featured in Small Business
Trends Magazine. Follow her @speakertalk,
and learn more at www.GottaSpeakNow.com.
Here are some specific questions to ask
yourself at the end of the first quarter:
Results: My big wins? Losses? Why?
What’s my plan to up these results?
Income: Did I make my quarterly financial goals? Why or why not?
Time: How did I enjoy and not enjoy
spending my time in my business?
(Speech prep, VIP days, my events, virtual speaking, etc.)
Projects: What big enhancements or
changes do I want to make in my business for long-term success that would be
considered big projects? (Such as completing the CSP process, volunteering in
a leadership position, creating a nonprofit, putting on my own multi-day
event, 10-day international tour, etc.)
Support: Did I have all of the support I
needed for this quarter? If not, what
was lacking? (Examples: admin support, technical support, direction/guid-ance, financial planning, etc.)
aNal YZe IT lIKe a
BaSKe TBall gaMe
Walter Bond, CSP,
CPAE, Peak Perform-
ance Expert and
former NBA player,
looks at his quarterly
check-in like an NBA game. There’s
a time to play and a time to huddle
to review the plays. For your
speaking business to really grow,
you must take time away to score
your plays (what worked), plan your
next move and prepare to make big
moves leading to big success.
KNOW YOUR NUMBeRS
Kari Hagensmith, a
focuses on the nuts and
bolts of her business at
the end every quarter.
She says the first quarter sets up the
year’s remaining three quarters. She
asks herself: Did the plan work? Did I
make the connections needed? Why or
why not? What was my closing ratio?
Hagensmith says activity is the
major success ingredient. Although
understanding outcomes and results
are important, you could cripple your
speaking business if you don’t know the
numbers. Plus, understanding her sales
numbers determines the smart business
activities for the next quarter.
leVeRage YOUR TIMe
Collaboration and leader-
ship expert Charmaine
Hammond says complet-
ing a “nine-months-out
process” each quarter is
her successful best practice. This means
looking out nine months and setting up
in-person connections with clients and
potential clients that are located in a city
she’s speaking in—which results in sev-
eral piggyback and wrap-around events.