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Hey, I want to give a huge shout out to Laurianne Marbito
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because working with her has completely changed
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how I approach speaking.
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I'm not a stranger to public speaking at all.
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I've done plenty of it,
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but I've never worked with a speaking coach before.
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And let me tell you the difference
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between going it alone and working with Laurianne
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She helped me develop my signature speech
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and not only did it highlight my expertise
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and authority really well,
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but it converted 60% of my audience onto my email list.
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60% and did I mention things to her
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I landed my first paid speaking gig.
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Laurianne's signature speech framework
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made it so easy to put together a talk
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that opened with a bang,
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kept my audience engaged and most importantly,
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made it effortless for them to take the next step with me.
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She is an absolute pleasure to work with.
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Super smart, really strategic,
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and honestly just so much fun to be around.
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So if you're on the fence about working with her, do it.
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You'll wonder why you waited so long.
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Thank you, Laurianne.
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Hey, have you ever hosted a workshop
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spoken at a networking event or delivered a webinar
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that you thought was pretty good?
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As a matter of fact, you're pretty proud of yourself
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except didn't lead to any new clients
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and you're wondering what happened
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that you shared great information.
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Why didn't anybody sign up to work with you?
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Well, here's the truth that nobody is gonna tell you.
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Speaking isn't just about delivering information.
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It's about building trust, sparking curiosity
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and positioning yourself as the expert
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that your audience has been looking for.
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Because remember, your audience,
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anybody who says yes to being in the room with you
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is a potential client.
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Today I want to pull back the curtain so to speak
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on how to turn every top that you give
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into more opportunities,
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whether that's clients or being asked to speak
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whether you're speaking in a room full of people,
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you're on a virtual stage
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or introducing yourself at a networking event.
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The strategy that I'm gonna share with you today
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are you're gonna help you make sure
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that your message doesn't just land,
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but it hits people's hearts and it turns into leads.
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So stick with me because this one is about to change
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the way that you think about speaking
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and speaking for your business.
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I'm Laurie Amirabito, your host
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and you are listening to Be in Demand.
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This is the podcast, all about public speaking
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because speaking is the fastest way to grow your business.
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Okay, so today I got three tips for you
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and in no particular order, number one is
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the power positioning yourself as an expert
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and that's what being the speaker does for you
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because all eyes are on you
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and whenever you are speaking, your audience
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raise their hand to say yes to being with you.
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They said yes because they're interested in your topic.
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They say yes because they've heard you speak before.
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They said yes because they anticipate having this pain
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or maybe they currently have the pain that you solve.
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So everybody who's in your audience
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has already raised their hand and said yes,
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they are spending time with you
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or they even bought a ticket
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or they didn't buy a ticket so to speak
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but they're part of a mastermind that you were speaking in.
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They're part of an association
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that they had to pay their membership for.
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So time and money is being exchanged and let's face it.
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We can make more money but we can't make more time.
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So you are the expert that these people are coming to here.
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So when you show up to speak,
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your goal isn't to be the most entertaining
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or the smartest person in the room is to build trust
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and establish yourself as the go-to expert in your field.
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Now, there are lots of speaking coaches out there.
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I will admit that but guess what?
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I have a very unique experience.
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First of all, I'm a reform painfully shy girl
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who couldn't even make eye contact with people
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and taught my nervous system new tricks.
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So that's part of my uniqueness
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but also that I come from the professional speaking world.
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So I'm not somebody who thinks speaking
4:21
is good for your business.
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This is actually how I grew my business.
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When I left corporate, I just kinda said yes
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to a speaking afternoon before I was even ready.
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And I showed up and I served and then people came up to me
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and were like, so do you have website?
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Do you work with clients?
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And I thought it was a fluke except it happened again.
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And I wasn't even a good speaker back then.
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I just looked back on like so many mistakes
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but that's the thing.
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I shared that with my audience.
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So think about your uniqueness
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because sure there are other experts in your industry
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but I want you to show up as you are the person
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who is the answer to that audience.
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You're the person that they have been looking for.
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So when you are crafting your speech,
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I want you to start with this question.
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What problem is my ideal client losing sleep over right now?
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What is the problem that this audience is having?
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That's something that you should be asking
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whoever is hiring you to come in and speak.
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What is the problem that they are experiencing
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that I can help with my speech to teach them?
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And then I want you to frame yourself as the expert.
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Like here are the tips.
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Here's what you need to do.
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To overcome this pain or problem, you teach them
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what they need to do, how exactly they do it?
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Well, that's where they would hire you
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because you can't possibly teach everything
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in a 45, 60 minute presentation.
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And that's a line that I actually use in my speeches.
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I can't possibly teach you in 60 minutes
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everything that I have learned and experienced
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by being a professional speaker for the past 25 years.
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And that's when I invite them
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to whatever my call to action is.
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I drop these little subconscious seeds in my speech
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so that I am mentioning, don't worry,
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there's something that I'm gonna have for you at the end.
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So they are anticipating it.
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But the other way that you position yourself
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as the expert is an authority section.
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And your authority section should not be like
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you're reading off some very boring resume.
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No, it shouldn't be very conversational
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but still give the audience like this is why.
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I'm here, this is why you should listen.
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This is where my experience comes in handy
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for the problem that you're experiencing.
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So that's tip number one is we want to position you
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Hey, I just wanna pause a show here for a moment.
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There are moments in your life and in your career
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when how you speak changes everything that happens next.
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That might be on a stage.
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It might be in a meeting room where you know you need to speak up.
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It might even be a sales conversation,
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a podcast interview or a room full of people
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who need to see you as the leader that you already are.
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Speaking is not just a professional skill,
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it's a leadership skill.
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It's how you share ideas, you build trust,
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and you open doors that don't open any other way.
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I help people speak with confidence, clarity and purpose
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so that they can create the opportunities,
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the visibility and the impact that they want.
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And if you're ready for that,
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I wanna invite you to book a speaker success call with me
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at speakinstandout.com, forward slash speaker-success
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that link will be down below.
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During that call together we will pinpoint exactly
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where your communication is costing you.
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Whether that's opportunities, visibility,
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or the promotion that you should already have,
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and we will map out what you need to do next.
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That link is down in the show notes
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or you can go directly to speakinstandout.com,
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forward slash speaker-success and grab
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a spot on my calendar.
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So back to the show.
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And I also want you to have the mindset
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of why you were there that you are the expert in the room,
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that you are here to serve this audience,
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which leads me into tip number two,
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which is speak to serve, not to sell,
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and you will still attract clients.
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When you come from a place of serving,
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instead of what can I get out of this,
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it's a whole different feel.
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And your audience is going to feel that
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in their hearts, in their minds, in their souls,
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like they're just going to feel that you are serving them
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and not trying to sell to them.
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We don't want them to feel like they're going to use car lot,
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with the use car salesman.
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We've all been there done that,
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because the best talks never feel like a pitch.
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As a matter of fact, this is the reason why
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so many association meeting planners
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are going to say, no pitching, you can't pitch your products
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because they've had a bad experience
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where somebody came in and gave an infomercial.
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And then they heard about it afterwards,
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especially if they bought a ticket to the conference
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and wasn't expecting that,
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especially if they paid membership dues.
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And it's like, I spent time to come here
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to this particular session,
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and it was just an infomercial.
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They're going to be very disappointed.
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And so you don't want to do that
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because then you won't have people rating about you,
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remembering you, or referring you.
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So I want you to speak to serve,
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and this is where you are giving really good value,
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helping that audience walk away with something tangible.
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Every time I've spoken, I have always, always wanted my audience
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to walk away with one or two gold nuggets
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that they could implement right away, nothing complicated.
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And the funny thing is, is this is exactly
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what will make people want to work with you.
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Simplicity, and you are giving value
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because then they're going to wonder
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like if this was free, what's it like to work with them?
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What would I learn?
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So again, when you have your little call to action,
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whether it's a download of PDF,
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it's to book a call with you,
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people are going to be raising their hands.
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Another way to speak to serve,
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and give really great value is to tell personal stories
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about how you have helped certain clients.
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And I would choose stories
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that your audience is experiencing,
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like they can relate to that story.
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So one of the stories that I tell is about
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Kim who was afraid of speaking,
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but hired me anyways,
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even though her friends thought she was nuts,
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but she didn't want to let this fear of speaking
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continue to follow her around.
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But when I talk about Kim,
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I say she was an entrepreneur who left her corporate job.
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She was a busy mom with twins,
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and she also had a service-based business.
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She was a home organizer.
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So that story alone, like people start checking the boxes,
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I've got kids, I was in corporate.
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So those are those relatable stories.
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So start to think about the stories
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that are going to help your audience overcome objections.
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And this is something that I talk about
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inside in demand signature speech.
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We find the right stories to be placing in your speech.
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As a matter of fact, I was speaking
11:59
and a gentleman did book a call with me.
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He's one of the fellow speakers of that particular event,
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and he said, I don't know what you did,
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but I want to know how you did that
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because I don't have the money right now,
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and I'm on a call with you.
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And I want to work with you,
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and he did find a way to work with me in joint
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and demand signature speech.
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Those are the sort of stories
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that we want to inject in our presentation.
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And the third tip I want to give you
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is to craft a message that sticks.
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And this is your repeatable phrase,
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or what I call your onstage catch phrase.
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It's something that you say over and over and over again,
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and people start to get it.
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In other words, what you're doing is
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you're teaching your audience like,
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this is like my one liner.
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For me, you've heard me say this,
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speak as a fastest way to grow your business.
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If I happen to be talking about building your email list,
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speak as a fastest way to grow your email list,
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like it's very interchangeable,
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but I've had other clients, they come up with theirs.
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One woman was a nutritionist,
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so her repeatable catch phrase was,
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nutrition starts before the meal.
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And maybe that made you stop and think,
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and it wasn't just my pause, by the way.
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But it made you stop and think,
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nutrition happens before the meal.
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And it really does, it's about like,
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how do we teach kids about food
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so that when they're sitting down at a meal,
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what do they think about the spinach?
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What do they think about the ice cream?
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What do they think about their different snacks?
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So we want your repeatable phrase to be something
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that you repeat again and again and again
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throughout your signature speech.
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In other words, this is part of my in demand methodology
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is that when you are giving a point,
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you're acting like a lawyer
13:53
and you have to defend that point.
13:56
And at the end of it, you can be using your repeatable phrase.
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So for me, at the end of each point,
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I'm going to be saying,
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speak as a fastest way to grow your business,
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or I might say, because speak as a fastest way
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to grow your business.
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By the end of my presentation,
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by the end of my signature speech,
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my audience is repeating it with me.
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That's when you know you've done a really good job,
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but you say it again and again and again.
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And if you're been following me on social media,
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you'll see me say this again and again,
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because speak as a fastest way to grow your business.
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It's something that I believe it.
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I will die on this hill
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because that's how strong of a belief I have
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that speaking is the fastest way to grow your business.
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So repeatable phrase is something
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that you should be thinking about
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if you don't already have one,
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write mine out and you'll see the different components of it.
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Speaking as the vehicle on how I help people get from point
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data point B, being invisible to visible, speaking,
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So there's some sort of an adjective
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and then it's what is the desired result.
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So that's the formula essentially for a repeatable phrase.
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It doesn't always have to follow that formula
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like Belinda said I shared earlier,
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which is nutrition starts before the meal,
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but nutrition is for vehicle to help clients go from point A to point B.
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It just doesn't have the big giant adjective.
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So hopefully that helps you start thinking about your repeatable phrase,
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your catchphrase that you can use again and again and again.
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Speaking does not have to be intimidating or complicated.
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It's about showing up and sharing what you know
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and serving the people who need to hear your message.
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And guess what, you're already capable of that.
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You just need the tools to structure
15:50
and deliver an amazing presentation.
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And I want you to be proud of the speech that you craft,
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proud to deliver it.
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Confident knowing that it is a three C's that leads to the three R's.
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So I want you to be confident that it is compelling, captivating,
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and most importantly converting so that you leave your audience with the three R's
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because I want them to be raving about you, remembering you
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and most importantly, referring you,
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referring you to other speaking opportunities,
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referring you to friends who have the problem that you saw.
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And if you're ready to take this to the next level,
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I'd love to help you craft your own client attracting signature speech
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because the doors to my in demand signature speech program are open.
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And this is where we go deep into everything that we've talked about today
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plus a whole lot more.
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But either way, your audience is waiting for you.
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So get out there and speak.
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So until next week, I want you to be in demand.