SPEAKER SERVICES NEWSLETTER July 2002 http://speakerservices.com To unsubscribe: susan@speakerservices.com Remove in subject line Get Listed in the Directory: http://www.speakerservices.com/adv_pkt.html Content: 1. New & Renewing Speakers 2. Promotions/Advertising 3. Tips and Advice 4. A Note from the Publisher, Susan Levin 5. Articles: 1. TOP TEN TIPS FOR TERMINATING TELEPHONE TERROR, Wendy Weiss 2. NINE STRATEGIES TO RECESSION-PROOF YOUR BUSINESS, Jeff Rubin ***************************************** New & Renewing Speakers for Free & Fee & ENTERTAINERS Entire List of Speakers http://speakerservices.com/categories/allspeak.html Andrea Brandt: http://speakerservices.com/fee/brant_a.html Therapist focuses on healing properties of anger and conflict resolution Patrica Bramhall: http://speakerservices.com/free/bramhall_p.html IT pro's seminars help employers maximize human capital. Mack Dryden: http://speakerservices.com/fee/dryden_m_html Custom-designed comedy laces hilarity with inspiration for every event Rich Natole: http://speakerservices.com/ent/natole_r.html Multitalented comic impressionist delights corporate audiences Paul Roth: http://speakerservices.com/free/roth_p.html Coach offers technological tool set for maximizing human performance Debra Talbert: http://speakerservices.com/fee/talbert_d.html Speaker-trainer finds roots of leadership in self-leadership ************************************ PROMOTIONS/ADVERTISING Cartoon Resource provides affordable cartoons on all niche speaker/author topics. Stock and custom cartoons are available. Review thousands of outstanding cartoons on their searchable cartoon web site: http://www.cartoonresource.com. Clients include: Dr. Tina DuPree, Rita Risser, Larry Winget, Edna Junkins and scores of other successful speakers and authors. Contact: Andrew Grossman, Director: andrew@cartoonresource.com Tel: 757-220-3076 Fax: 757-220-3079 __________________________ Stay in touch with clients and prospects with a professionally written and designed newsletter. Speakers John Alston, CSP, CPAE, Kevin Davis, Allen Konopacki, Ric Giardina and Lynne Tully get increased visibility and more business. Services include writing, editing, typesetting, design, printing and mailing. Call/e-mail for great samples. Jeff Rubin 877/588-1212; jeff@put-it-in-writing.com http://www.put-it-in-writing.com _______________________ SPECIAL REPORT Storytelling Report. 57 pages, articles, worksheet, 53 copyright free stories that illustrate Relationships, Choice, Creativity, Making a Difference, Celebration Compiled by Jack Barnard and Susan Levin, $39 Sent as a PDF file. To order special reports online: http://speakerservices.com/products/index.html _______________________________________________________ ________________________________________________________ TIPS and ADVICE How to Get Anyone to Return Your Phone Call-Techniques of Voicemail Success, Learning Annex: Los Angeles, July 16th, 6:45-8:45, Call Learning Annex to register 310-478-6677 Instructor: Diane DiResta, author of Knockout Presentations, Past President, NYC NSA * The #1 way to get your calls returned-GUARANTEED! * How to convey the image you want on outgoing and incoming recordings * 20 different techniques to increase your callback rate * The 10 most common reasons people don't return messages-and how to avoid them * How to use your voice and words to attract interest ______________________________ Cupid's Coach is a web-based matchmaking service, offering FREE online registration. Clients aren't 'browsed' publicly, rather are referred discreetly and personally by founder, Julie Ferman, to other relationship-oriented, professional Clients. You choose your level of visibility and service! www.CupidsCoach.com 805-371-9557 Bringing people together with high tech and high touch. ********************** ********************** A NOTE FROM THE PUBLISHER, SUSAN LEVIN For the month of July I bring you two wonderful articles on practical tips for our business. I know that cold calling is one of the most difficult and terrifying activities that speakers face. Wendy Weiss offers sage advice and tips in terminating telephone terror forever. Jeff Rubin offers nine strategies to recession proof your business. Try some of these techniques and I bet your business will have a great success rate. I want to remind you that Summer School at Speaker Services see (http://speakerservices.com/services/la.html) is happening! In Los Angeles on July 24 will are offering a four hour workshop on how to Design Dynamic Interactive Talks or Workshops. This class will focus on how to set up interactive exercises, props and storytelling. Need I remind you that interaction is key to retention? Promote Your Business Through Speaking teaches you the proper structure of organizing your talks and how to sell your ideas to your listeners. If the audience members are not coming up to you after your program and requesting more...consulting, workshops or your products you need to take this class! I continue to teach Market Yourself as a Speaker Workshop an overview of the lecture circuit, down and dirty, step by step approach to the world of speaker marketing. The next video demo showcase (http://speakerservices.com/videoprod.html) is October 12. Thinking about doing it? Give me a call. Not needing a 3 camera shoot for a video demo? Have you considered a one camera shoot that is about 3 minutes that you could put on your website? This is a very powerful tool to bring more business your way and to stay out on top of your industry. Have you seen my video guided tour? http://speakerservices.com or the video spot-one camera example at http://speakerservices.com/videoprod.html Our experienced team can customize an informational video just for you. For those you who would like a 10 minute FREE consultation please go to this link http://speakerservices.com/marketing.html and fill out the assessment form and I will get back to you. The office is closes on June 28th and will reopen on July 8. I will be responding to telephone calls not e-mails. Those of you ready to get listed in http://speakerservices.com remember the deadline is July 15 for August postings see http://speakerservices.com/adv_pkt.html for rates and scroll down to the advertising packet for further information. Talk to you soon, happy summer plans, Susan Levin Speaker Services ______________________________ What can strike terror into the heart of even the most successful speaker? What can crush self-confidence, destroy self-esteem and leave even the most seasoned quivering with humiliation and defeat? THE TERROR OF COLD CALLING But fear not! Here are: TOP TEN TIPS FOR TERMINATING TELEPHONE TERROR by Wendy Weiss 1. Make telephone calls -- Few things are more terrifying than the unknown. The fear you create for yourself is far worse than the reality of cold calling. Once you start making telephone calls and continue making telephone calls, it gets easier. You overcome fear by doing. 2. Make a lot of telephone calls -- If you have only one meeting planner to pursue, that meeting planner becomes overwhelmingly important. If you have hundreds of meeting planners to pursue, no one can make or break you. The more calls you make, the more success you will have. 3. Prepare -- Prepare for cold calling the way you would for any major presentation. Know what you want to say, how you want to say it and how you want to represent yourself. And know the goal of your telephone call. 4. Practice -- If you are new to cold calling or uncomfortable with cold calling, practice your pitch out loud. Role-play with friends or colleagues. Practice various scenarios. This way, you will not have to worry about what you are going to say. You will be prepared, and you can focus in on the person you are talking to. 5. Start with less important leads It will be good practice and less stressful. Once you feel more comfortable, start working on the more important leads. 6. Stay calm -- You will, for the most part, be talking to people who will appreciate your call. If some one is rude, remember: This is not personal. They may just be having a bad day. Move on. 7. Your priorities and your prospect's priorities are different -- You want an immediate "yes"; your prospect may want to finish a report, finish a conversation, start their vacation... Be very careful not to read negative or extra meaning into early conversations with your prospect or prospect's secretary. If, for example, your prospect's secretary says that your prospect is "on the phone," "in a meeting" or "out of the office," that does not translate to, "My prospect knows that I am calling and is avoiding me." 8. Some things are out of your control -- If a prospect does say "no," ultimately, that is out of your control-but what is within your control is continuing to prospect and continuing to make calls. It is also within your control to improve your cold calling skills, take seminars, read books or hire a coach-then, fewer prospects will say "no." 9. Arlene's Game -- The object of Arlene's game is to focus on rejection. The goal is to reach 100 points. You get 1 point for every rejection. Give yourself one point for every "no" answer. If your prospect says "yes," that's a bonus! Focus on acquiring points. The more calls you make, the more points you acquire. When you reach 100-You Win! Give yourself a prize! 10. Have fun -- This is not life or death-it's only a cold call. The fate of the world does not rest on you and your telephone. You will not destroy your career or ruin your life if a prospect says "no." Loosen up, be creative, have some fun! Wendy Weiss, "The Queen of Cold Calling," is a sales trainer, author and sales coach. Her book, Cold Calling for Women: Opening Doors and Closing Sales, can be ordered by calling: (888) 522-8212. Contact her at wendy@wendyweiss.com Get her free e-zine at http://www.wendyweiss.com _____________________________________ NINE STRATEGIES TO RECESSION-PROOF YOUR BUSINESS By Jeff Rubin Remember when an aggressive sales force and a competitive price were the key ingredients to growing and sustaining a successful business? The downturn in the economy, marked most prominently in Northern California by the failure of Bay Area dot.coms and the subsequent struggles of South Bay high-tech firms, has increased competition for whatever business remains. The new millennium has spawned a service-based economy in which companies are reaching out to cultivate new customers - and striving to retain the ones they already have. Accomplishing this task and remaining competitive in this new environment will depend on the quality of your business relationships. Customers want to know more than how much it costs; they want to know the benefits of doing business with you. Marketing and selling those benefits is your challenge. In 21 years of business I've discovered that being an ethical person is ... ironically ... a great marketing tool. Humanity, integrity and reliability are more important than the best deal. Here are nine points that will help you lay the groundwork for long-term success. 1. PRESENT A POLISHED IMAGE Spend some money on your marketing materials. You don't have to get a second mortgage, but spend enough that your customers and prospects feel they're dealing with a reputable company. 2. GET IN YOUR CUSTOMERS FACE AT LEAST SIX TIMES A YEAR A sale is made when the customer is ready to buy, not when you're ready to sell. If you're not in front of them at that moment, you will lose the sale. Newsletters, post cards, handwritten notes, phone calls, special promotions - all of these create awareness and build relationships - and increase the likelihood your customer will remember YOU when it's time to buy. 3. RETURN PHONE CALLS PROMPTLY All customers like to feel they're important. Returning phone calls promptly is a sign you respect them, their time - and their business. 4. IDENTIFY AND SELL YOUR VALUE Customers buy value, not features. Ask yourself these two questions: - What makes me different? - Why should anyone do business with me? The answers will yield the benefits you bring to your customers, and key selling points your competition does not possess. Better yet, ask your customers this question: "If you were to recommend me to a colleague or friend, what would you say about me and the way I do business?" Your customers will tell you what they value in you the most; these are precious marketing nuggets for you to develop further. 5. BE A PROBLEM SOLVER Customers buy based on what they stand to gain . . . or lose. Here's where being a good listener really helps. What's causing your customer pain? What can you do to alleviate it and make them feel better, make their lives richer? Your job to allay your customers' fears and convince them you can solve their problems and meet their needs. 6. BE RELIABLE There a well-known story of a famous baseball player who lost an eight-year, $143 million contract because he didn't show up for a doctor's appointment for his injured back. In effect, he lost the sale. Look at your own buying habits. Is doing business with reliable people one of your primary reasons for choosing a vendor or a product? Do you think it's high on your customers' lists? 7. MAINTAIN HIGH STANDARDS OF INTEGRITY AND QUALITY Strive to exceed your customers' expectations - easily done when you give them more than they ask for. If you treat people well, even if you don't do business with them, they will refer you to other people. It's all about how we treat each other with integrity and humanity and reliability. The question is - "How do you want to be known?" 8. SAY THANK YOU One of my friends, an etiquette professional, believes that "manners make money." I agree. Say thank you three times - by phone, by mail (a handwritten note, not an e-mail!), and in person - and your customers will be impressed that you took the time to let them know how much their business means to you. Wouldn't your mother be proud! 9. BE PATIENT - IT TAKES TIME TO ESTABLISH RELATIONSHIPS If you think you're going to visit a prospect only once and get the sale, think again. Customers like to do business with people they know, like and trust. This doesn't happen on the first visit. If all of your marketing and sales decisions are short-term, you'll never derive any long-term benefits. Get to know your customers, and strive for repeat business and referrals. One final thought: Spend less time chasing money and more time building relationships. Success in business depends on relationships...and relationships take time. Jeff Rubin is a member of the National Speakers Association and speaks frequently about integrity, marketing and business building. He can be reached toll free at 877-588-1212 via e-mail at Jeff@JeffRubinSpeaks.com or on his website, http://www.JeffRubinSpeaks.com. *********************************************** PROMOTIONS/ADVERTISING RATES: Get your message out to speakers 4,000 plus and meeting planners in this fast growing newsletter. $50 a month, 25-50 words of text and a link to your website, or 6 months for $275 paid in advance. Terms: Deadline is one week before the end of each month Payment must be received in advance To get started: 1- Email your advertising copy to susan@speakerservices.com 2- Provide payment by credit card -- specify length of time ************************ Previous issues are available at http://www.speakerservices.com/nl/index.html To contribute information to this newsletter send via e-mail to: susan@speakerservices.com. Letters and comments are happily accepted. To remove yourself from this newsletter send an e-mail message to susan@speakerservices.com with remove in subject. ************************ Book Speakers: http://speakerservices.com. Get Listed in the Directory: http://speakerservices.com/adv_pkt.html Workshops: http://speakerservices.com/services/la.html Video Production Services: http://speakerservices.com/videoprod.html Speaker Audio Tapes/Books http://speakerservices.com/products/index.html ************************ Speaker Services Susan Levin 4023 Meier Street LA, CA 90066 310-822-4922 FAX: 310-822-9025 Toll free: 877-773-2800 e-mail: susan@speakerservices.com website: http://www.speakerservices.com