Mastering Selling By Stage With Colin Boyd

KEY TAKEAWAYS COVERED IN THE PODCASTWhen you’re live on stage, the conversion rates are incredible.There are many different types of stage, whether it’s a live stage, a webinar or a Facebook live. Whilst the second two stages are important, the best stage to speak on is a live one and every single market leader in the world knows that it is a fundamental step to becoming an expert in their industry.Although you may worry that you’re going to mess up your script, try to remember that your audience don’t know what you were supposed to say. For them, they’ll have no idea that you have gone wrong or gone off topic.When it comes to charging for your speaking gigs, you need to be confident enough to say the figure you want. There is no clear strategy and often it comes down to making it up. It’s important to remember that you don’t have to charge every single time. Instead, you need to work out what the value of speaking means to you.When it comes to speaking at events, you need to find out whether you’re able to do a hard sell, a soft sell or an upsell.There are four quadrants to a speaking session. Engagement runs along the bottom and conversions run up the left-hand side. Finding the balance between these two is important, as you need to be able to find out how to add value AND convert within the time slot you have.The goal is creating irresistible content that is high value and has high conversions.One of the most common mistakes people make is that they sell at the end of their talk. Whilst this may seem the most effective, you need to be ‘selling’ from the start. Infusion selling means thinking about your content and shifting your audiences thinking in a way that allows them to have new revelations surrounding your content.Remembering that selling is serving is important. As long you’re offering a genuine product or service, you are serving your audience.The best way to get an organiser to let you sell from stage is to ask.Whilst it may seem simple, it’s the most effective method. For best results, you can offer a partnership with the event organiser.THE ONE THING YOU NEED TO REMEMBER ABOVE ALL ELSE…When it comes to selling by speaking, it all comes down to mindset. You need to understand that speaking isn’t entertainment or education, it’s selling. Every time you open your mouth, even if you’re not directly selling a product in your session, you are selling yourself and building influence. At the end of the day, influence creates sales.HIGHLIGHTS YOU SIMPLY CAN'T MISSHow You Can Work with Me – 04:00Introducing Colin – 10:00Why You Should Be Speaking at Events - 18:00Biggest Worries in Public Speaking – 21:00What Should You Charge When It Comes to Public Speaking? – 25:33High Value and High Conversions - 31:33Selling by Speaking (Without Being Salesy) – 37:40Finding Out If You’re Allowed to Sell from Stage and How Do You ACTUALLY Sell – 52:00LINKS TO RESOURCES MENTIONED IN TODAY'S EPISODEThe Sell with Story GuideColin Boyd InstagramColin's websiteTranscript below Hello and a really warm welcome to this week’s episode of the podcast! How are you this week? I am pretty good. I have to say I’ve had a good few days in the office, catching up on everything since I got back from the states and I’m feeling much happier about my work level and what’s left on my to do list. However, as always and I’d love to hear if you’re like this because this is totally me. All the stuff that I do first is the quick easy non-pain giving things and then I leave the big but really important stuff to the end. So for instance, I’m speaking next week and I should have my presentation in by Monday and I’m recording this on a Friday and I haven’t yet started. Now before you think I’m a dreadful speaker because I do that so last minute, I’m actually one of those speakers that doesn’t ever do it verbatim. So I can’t. If I tried to do it verbatim. If I stood up with the script and tried to rehearse and then remember it I just I would just be a nightmare. I would find it really awkward if I forgot my place. I would mess the whole thing up and it just wouldn’t work. So actually I always have a rough idea of what I’m going to say and the slides just literally remind me what the next thing is I’m then moving on to. So although it sounds dreadful but I literally have three days to do this presentation for a fairly big talk. It actually doesn’t kind of surprise me because that’s a bit of how I work but really. I should have done it sooner but like I said you know what it’s like oh I’ll just so my finance things. I’ll just do a couple of invoices. I’ll just send a few emails because those are the things that make you feel really happy because you can take them off your list really quickly whereas you leave the big massive stuff on because you know that it’s going to take ages to do so. I’m terrible at that. So even though I’ve had a good few days in the office and they need to knuckle down and do some good proper work also during my trip to the states which now was quite a few weeks ago, I did a insta story and announcing to the world that I was coming up with ways in which you can work with me because I’ve really let you do it and let myself down in the sense that I put out all this content and I love putting a podcast out there and I love giving you all this free content but what’s great about something like a podcast is it really gives you a thought and an idea and a kind of a kickstart of oh that could be good but what can you get into an hour’s podcast or a 45 minutes podcast to actually then help you achieve something? And you need that kind of ongoing support or a different method such as courses or memberships and I need that too. So for instance James Wedmore has a podcast he has so much content out there but I pay a considerable amount of money to be in his next level business by design program which is a more intensive coaching program because I need to basically I need to put some money in the game to make me do it is the total truth of it. And interestingly enough we end up talking about this on the podcast interview today that’s going to be playing. But anyway, before I get to that what I was saying was I did a Instagram story where I said to my audience on Instagram and now I’m saying to you that I’m going to be bringing a two or three ways in which you can work with me which I’m really excited about because the thing that I love more than anything is helping people. And I can’t help myself, I do it all the time anyway so it’d be great to put some structure around that. So I want you to keep an eye out. I want you to drop me a DM or an email or contact me somehow whether it be through social media or like I said you drop me an email through the Teresa Heath Wareing websites and I want you to just let me know whether this is something that you might be interested in so I can get you on the list. So there’s going to be a couple of things that I’m gonna be offering. The first thing is going to be a more membership type program where it’s going to be potentially bigger numbers. Obviously they’re not going to start off massive but then I’m going to be adding content every single month. I’m going to be doing live calls. question and answers, hot seats, that sort of thing. And then if you wanted something a bit more intensive, I’m actually going to be doing a 90 day program where you can work with me much closer as more of a kind of mentoring slash coaching. I hate saying coaching I’m not I’m not a coach or a trained coach but obviously I consult with clients all the time where basically we’re going to drive your business forward in 90 days. So you’ll work in a much smaller group. You’ll have a lot more intensive me time and call time and it will be much more bespoke to you in your business. So I think those two are going to be really good. And as always I will still offer one to one consultancy. But obviously as you can imagine the cost differs from each of those three levels so hopefully there’s something there for everyone. And I’m just really excited. I just I love doing the podcast. I love hearing from you. So it’s gonna be great that I can do some kind of more and more closer work where we get to have a two way conversation. So it’s gonna be cool and I hope you think so too. But anyway let’s get on with today’s episode of the podcast and our gonna going to say again. It’s a really good one. I know I say that every time. I mean going to write than alternatives to it’s a really good one but I promise you as always it is good. So this week, I am speaking to the very lovely Colin Boyd, who was initially from Australia. So you’ll hear that lovely Australian accent and now he lives in Newport Beach in California. And I met Colin because he is in James Wedmore’s mastermind group which is the group I think either one or two levels above the group high men. So that group had the likes of Amy Porterfield, Rick Mulready and Jasmine Star. So it’s a bit of a rock star group if I’m honest. But actually Colin came and spoke at the first Business by Design event that I actually attended and he got on stage and talked about selling from stage. Now these two words probably fell 90 percent of you with fear because not only is it getting on stage and speaking which I know is a big thing for lots of people and even if they want to do it it terrifies them and it still scares me every time which I don’t see as a bad thing. But I know that speaking from stage is is a thing that scares people anyway. Then at the selling element which again on...