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Mastering Selling By Stage With Colin Boyd

KEY TAKEAWAYS COVERED IN THE PODCAST
  • When 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 MISS
  • How You Can Work with Me – 04:00
  • Introducing Colin – 10:00
  • Why You Should Be Speaking at Events – 18:00
  • Biggest Worries in Public Speaking – 21:00
  • What Should You Charge When It Comes to Public Speaking? – 25:33
  • High Value and High Conversions – 31:33
  • Selling by Speaking (Without Being Salesy) – 37:40
  • Finding Out If You’re Allowed to Sell from Stage and How Do You ACTUALLY Sell – 52:00
LINKS TO RESOURCES MENTIONED IN TODAY'S EPISODE
  • The Sell with Story Guide
  • Colin Boyd Instagram
  • Colin's website
Transcript 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 its own. Some people find really difficult and I personally again find that difficult because you don’t want to come across salesman or pushy. So the funny thing is at those two things together and they sound terrifying but he got up on stage he delivered a really good presentation and as you know I go to a lot of conferences I speak at lots of conferences and and I see a lot of speakers and not all of them are brilliant. I don’t mind sharing with you some are not that great but he was brilliant. He was really entertaining very charismatic and although at that event he didn’t actually sell something because of the type of event it was. I could see how easily he could have done it and he gave great advice. Gave one of those speakers where you jotting down loads of notes. So I knew I had to have him on the podcast. So today he’s going to be talking all about how you can sell from stage and we’re going to be talking about why you even want to think about actually becoming a speaker or using speaking as a way to develop your brand or your position in your industry who show you as an expert.

 

And then we’re going to go through some things around selling which again even if you don’t speak I think you’re going to find really useful just generally in your business. Now obviously I did a podcast fairly recently all about selling so I will link up to that in the show notes so you can go and check though on dates as well if you want to.

 

So let me just tell you a little bit about Colin before we get started. So Colin helps experts course creators and coaches to speak confidently onstage to sail without coming across pushy or sales. Like I said he’s obsessed with creating step by step strategies that anyone can follow to become confident and powerful speaker whether they’re sailing on stage or webinars or live videos. He’s had over 10 years experience so he really does know how to entertain and move an audience to action. He’s best known for his selling from stage Academy which is a leading programme for growth for business through speaking. And like I said he lives in Newport Beach California. Lucky man with his amazing wife and two young children. Colin is super smart and gives some great advice. He also gives you an opportunity to download his PDA off which is all about selling with a story which again I’ve talked about. Storytelling is a great way to connect anyway and especially if you’re trying to sell something. So I’ve put a link to that in the show notes which you can find at Theresa Heath wearing dot.com forward slash 63 but that’s enough for me.

 

Here is the lovely Colin. So I am so excited this week to welcome the very lovely Colin to the podcast. Welcome to the podcast Colin.

 

Colin: Thanks Teresa. I’m really excited to have this conversation.

 

Teresa: Oh no. You know what I’ve mentioned in the bio how we met and I originally saw you at James’ events and ever since then you’ve kind of stuck with me and the things you said and how you came across and what I do in my business and the fact that I speak of this it’s resonated with me but it’s just there was just such good common sense advice and entertaining advice that actually it didn’t matter whether you were speaker or whether you know you you’re not into hard selling or whatever it was it was just like generally. That’s just really really good advice. And it was great fun. And I don’t know about you but I go to a lot of conferences and you watch a lot of speakers and it’s great to see a speaker he really knows what they’re doing because sometimes you sit there like Oh I’m exhausted today and you know you could pick up the dots that you were perfect. I loved it. So call it in case my audience have come across you before. Do you mind just quick to going over how you got to do what you’re doing now and sort of where you’ve come from that would be awesome.

 

Colin: Yeah so I’m Australian which you can possibly hear my accent but I live in Newport Beach in California and I started out I was in corporate and I remember one day a trainer like a corporate trainer came in and I was working in a job that I hated and I don’t know if you have experience. And yet this trainer came in and she ran like a brainstorming session and I remember asking my manager how much she got paid. And then they told me the amount. And it was basically what I got paid for the whole month for like a two hour session. And I remember thinking, “My gosh I think that’s what I want to do.” And I didn’t even know what on earth that was at the time. I mean this was over 10 years ago. And so I ended up resigning from there. I became a teacher and at the time I was studying life coaching and so I started life coaching and I got my accreditation with the ICF and started doing life coaching that was going great. And then and then basically this moment came where I realize,d I actually really want to be an entrepreneur like I want to do this the time. And so I you know I actually got made redundant which was a blessing in disguise and I had a free speaking engagement. That a friend had referred to me. It was about one hundred and thirty seven people in the audience which the organizer had said to me, Colin this is the biggest audience we’ve ever had. I was a it was a alumni University graduate audience. And so I was thinking you know I don’t know who’s gonna be there, I’m just gonna give it my best shot. It was literally a dark and stormy night. I was walking up the stairs. This was in Sydney at the time with my amazing wife, Sarah. She sat in the audience and I remember doing my first ever free speaking gig. And up until that point I’d think I’d had one paying client. I just was really struggling to get things working right. And I did this free speaking gig and at the end I made an offer which I didn’t even know what that was at the time. My I just kind of at the time I was thinking you know I would really love to get these people connected with me, I made an offer out of one hundred and thirty seven people one hundred and twenty four of them put their business cards or their details into a little vase that I’d bought from two dollar store room and all of a sudden I had an instant database. Four days later, I’d signed 12 coaching clients and then I was standing on the stairs after a coaching session at a hotel and I got a phone call and there was this guy called Tony and he said hey Colin I was at your presentation the other day I thought it was fantastic. I said, thanks so much. And then he said I’m calling from Hewlett Packard. And I’m curious like would you have any availability on this date because we want to run a training session. So I’m like, would I have any availability let me check. Let me check my diary I’ve got nothing on. I’ve got nothing in my calendar at all. OK let me check my. Tony I’m available. And then they said we would love you to do a presentation similar to what you spoke about as about two hours and I said, that’s great. He asked me my fee and I’d never set a fee before in my life. And I said four thousand dollars for my first ever gig right. So I’m crapping myself right. Because that’s what I got told. Like one of my mentors said charge about four thousand dollars for your speech and I was like okay. He’s like, No no you’re serious. And I’m like four thousand dollars and I’m so nervous. And Tony literally goes, Oh that’s easy no problem. Yep, we can do that. I remember just thinking my Okay first of all that’s what I usually get paid for a month of work, right? Back in the day. And. And then I was thinking OK now what do I do. And then because I was such a rookie I said I said Tony I forgot to ask how many people are going to be at the training day. And he said Oh. He said you know we’ll probably have between five, five and a half thousand in the audience. I feel like.. This is my second speaking gig and my first paid speaking gig. Holy moly.

 

Like what on earth is happening. Now one of my core beliefs is that whatever shows up in your life doesn’t matter how big or how small it is you’re ready for it. Yeah. And so I’m heading into making it we did it. It went fantastic. HP had been a client for over 10 years I’ve done speaking gigs from all around the world. I don’t really do much corporate work now. Like now I mainly help people become effective speakers on a stage and selling on stage but I’ll tell you what, that was an incredible experience and that really just was a catalyst for me of being obsessed with getting on stage but I wasn’t always good on stage or we can talk about that as well. But that’s kind of my my baptism with fire into this journey.

 

Teresa: That is madness. Like say first off to go. To do a speaking of that size. First off as in your first speaking gig that’s still a really impressive size. When I first started speaking it was in a network room to five or six women or you know at a small local network thing of 20 people. And then I felt like I slowly moved up the kind of you know render the ladder.. Oh now I get to do this any people. That’s just crazy. And then you must have spoke so well to get that conversion, like a 90 percent conversion.

 

Colin: So I made an irresistible offer. I had no other sense other than I was just trying to contribute. I was trying to give as much as I could. I had an absolutely irresistible offer and it just went gangbusters about it. And this is what I learned is that when you live in a stage the conversion rates are Off the Chain. Like the other day one of my good buddies, Brennan Lazaro. I was chatting with and he was running a two day training session as a bonus to a Philly promotion that he’d done. He’d never ever sold in in stage in a room any and he said. He said he gave me permission to share a case study with anyone and he said Collin you wouldn’t but I couldn’t believe it. He said he had 40 people in the room. Normally he said he would just deliver the workshop. And then just kind of be gone and be like yeah give people a few high fives and maybe sign one or two clients just randomly. But he did a pitch on. I think it was day one and he did over a hundred thousand dollars with 40 people in the room. Like think about if you’re doing a launch, you have 40 people come through you launch. You’re gonna make no money. Right?

 

Teresa: None.

 

Colin: 40 people in a room heated 100 g. And this is the power of. I mean for me it’s the Mecca. If you’re in a workshop room live stage is the Mecca. Obviously there’s other stages as webinars, videos, all that sort of stuff. But for me that’s the Mecca. And so if you can master that, you can master all of it.

 

Teresa: That’s amazing. So okay let’s step back just a slight then. So there’s gonna be people listening for sure they go in, “there’s no and speaking” Like, seriously.. Are you kidding me? Because what is it like the fear of speaking is bigger than like anything else which I did. Yeah exactly right. So for the likes of me and you because I love it like you put me on that stage and I just suddenly light up. I’m on fire. I love that I might be scared when I’m only scared but I think that’s something I think that’s good.

 

I think it proves that you care and you’re still and I channel that scaredness into telling me I’m excited I’m excited I’m excited and then when I’m on there it literally is like please don’t let me come off. And then when I come off it’s like come I go straight back on again. It’s just amazing. So we would love it but there’s gonna be people like that thinking either not a chance or thinking I do but I don’t and you know do I really need to do that? Is it really certain that I need to say first of what is it about speaking in general that is really good for especially an entrepreneu,r a personal brand, someone who’s trying to put themselves out there as an expert? What what is it that so good about speaking with that?

 

Colin: Yeah well I think we talk about the context of a stage. There’s three types of stages. I think that the top level is a life stage for keynote or running a workshop yourself any sort of life speaking engagement. I think that is the number one space that you can influence people, grow your brand and just become an authority. And even if people don’t see you on that stage, you get photos and videos and stuff like that. There is a there is an inbuilt belief system that people have is that you are on a stage you’re on your own authority. And so I think that’s the Mecca. That’s the top level. Then there’s webinars. A webinars is a stage for me a stages any sort of platform where you’re having a leveraged conversation with a group of people. And so webinar could be a stage, a Facebook live could be a stage, a video could be a stage, for me then my obsessions. But for me, the top is is is a live stage. Now think about I mean Teresa. Think about any market leader out there. Any market leader. Give me one name. Give me one name.

 

Teresa: Well we sold Brendan Bouchard.

 

Colin: Does Brendan Bouchard speak on life stages. Yes he does. That’s look at Marie Forleo. Does Marie Forleo speak on life stage?

 

Teresa: Yep.

 

Colin: Does Amy Porterfield speak on live stages?

 

Teresa: Yep.

 

Colin: Does James Wedmore speak on live stages.

 

Teresa: Yep.

 

Colin: Does Tony Robbins speak on live stages?

 

Teresa: Yeah.

 

Colin: Every single market leader that there is knows that the live stages is one of the fundamental driving forces for them becoming a market leader. And so if you don’t want to be a market leader if you don’t want to seriously position yourself as someone who comes who is positioned as a market leader then you don’t have to speak on stages. Like if you don’t want to. If you don’t want to really grow your business and accelerate it like you don’t have to grow you. You don’t have to speak on stages. But if you want to if you feel a calling in your life to be a market leader to have clients coming to you rather than you trying to find clients all the time then stages needs to be a core part of your strategy.

 

Teresa: Yeah. Yeah I totally agree. I think like you said when you try and think of some people who are at their level who don’t speak on stage. It’s virtually impossible. I can’t think of. I can hardly think of anybody who who is who I deem as an expert and it is that whole thing of if someone has stood in a room talking for an hour on something. If they’re not an expert you’re going to find that out pretty quick. If they’re you’re on stage. So the confidence in able to stand and deliver something and actually one of the things I love about speaking the most and funnily enough Jasmine did a whole thing of this at the Kajabi Impact Summit was when people get to ask me questions. Because that’s when it really testy because you don’t know what they’re going to come with. You don’t know what they’re going to say and then to just jump in and go said what about this. I actually really like because it’s like not you know not put me on the put me on the stand but it is a case of I know what I’m talking about. I can speak about that and I joke. So I’ve said it on the podcast before I have. I’ve done a TEDx. So it’s very like it’s their tax tool. And I tried to go in and be a text speaker and do it the way they do it and I messed up royally. Not on the day, thank God. On the rehearsals and someone said to me in the rehearsal. What do you normally do when you speak? And I said well normally, I would you know roughly have an idea of what I’m saying. And I kind of black it. Like not you know horrible I’m winging it type way but in a I never I’m never verbatim because if I’m verbatim. I’ll forget it or I’ll try and stick to it and I’ll mess up. And so I literally think okay this point I’m going to talk roughly about this at this point I mean it’s all roughly about this.

 

Colin: Because you can’t.. You’re going your head when you’re on script.

 

Teresa: Yeah yeah.

 

Colin: And when you’re in your head you present when you’re not present, you don’t create presence on stage.

 

Teresa: And and also I think the other thing for me was that they don’t know what you’re gonna say. So yes if you mess up your script your head you go and get out Mr Ferguson. Whereas if I’m just trying to say stuff around a subject, they don’t know whether I missing it out or less than or whatever.

 

Colin: Can I just say I’m loving all of the meanings that you’re creating around being on stage like you know when you say when I feel fearful I’m I say to myself I’m really excited yeah or you said like I don’t know what I’m supposed to say. I mean this is all the stuff that I teach is like, there are various interpretations that people are the kind of like thought errors that are causing them to create fear. If someone’s like a listener right now it has a lot of fear around speaking on a stage it’s because of a thought error and yeah that’s why you love it. But yeah because you’ve you’ve worked on your mind to know what to think.

 

Teresa: And it took time it took a while in terms of it wasn’t it wasn’t like that at the beginning and then of course every time you take the next step. For you you’re really quick. Like every time you move up a level i.e. okay now and speaking at a TEDx, now I’m speaking of an audience of hundreds. Now I’m speaking for an audience of thousands. There’s that whole new James calls at New Level, New Devil that there is those fears kick back in again and you have to remind yourself of these things. I love it. And it really really really helps me think about this thing that way and also when you said when they sat in front of you that’s when I get the best response is. The comments afterwards people coming up to you and you must feel this all the time you’re speaking on stage your it’s really hard because sometimes you can see faces. I always look for a friendly face and if I’m an audience. I like to sit front and center and when I sit front and center I have the biggest smile on my face as audience.

 

Colin: You’d have a good face. There’s some people I just they just don’t have good face.

 

Teresa: And you need that. You need those points in the audience so you can see those smiles don’t you? So I try and people say well so yeah but you know when you come off stage and people come up to you that was brilliant. I love that. That was awesome that was whatever. To me that is just the world, you know I just think that’s brilliant safe to say.

 

Colin: Can I speak to that? My obsession. Because you saw me speak at an event. Right. Yeah. And I didn’t sell. Like there was no sell, right? I didn’t even do an opt in but I literally had people come out coming up to me and giving me their physical credit cards. Saying how can I buy something off you? And the way that I spoke. Yeah they did that and they got a ton of value. Who did you get value from the presentation?

 

Teresa: Like I showed you my notes before we came on. Honestly? Total value like and that’s the point because they look at even go oh yes thank you. And one thing I want to ask you which is a little bit of piece well I wasn’t asking but I’d like to add my own knowledge training through one of the things I really struggle with is charging okay.

 

Colin: How do you mean charging?

 

Teresa: Charging to speak.

 

Colin: Oh, charging money to speak. Yes, so last night I went and did a talk locally and it was a really small group. And my husband who is my biggest advocate and is desperate to keep me pushing and getting bigger and bigger and doing amazing things. He’ll say to me sometimes why do you do these? Like you know it’s a really small group you’re really busy. You’ve run around. I love speaking and I I do sometimes feel like actually you know what you’re going to put me in a room with eight or nine like when it’s down the road for starters so it’s not like I’m going to get my way massively. I don’t massively prepare because it’s not that kind of talk but I love that kind of adding that value and you know I did it last night and I literally spoke at the speed of light. I’m a fast talker anyway. And I just add value added and I just kept staring at them and then they’d go what about is? Answer this, answer that.. and they came away like Oh my God my head is like thank you so much. And it was brilliant. And then I don’t see big stuff. But I really struggle knowing how and when to say, Great. This is how much it’s gonna be.

Colin: Well first of all, you just make it up. Right. Like make up how much it is, you make up how much you’re gonna charge. Like one of the difference. One of the biggest difference between someone who gets a five thousand dollar keynote fee and someone who gets a ten thousand dollar keynote fee is that when the sponsor asks you know w the price the ten thousand says ten thousand and five thousands say five thousand like there isn’t that much difference other than just saying the number. And there are some nuances like positioning in the market. Do you have some celebrity? Do you have a unique proprietary knowledge and stuff like that. But you know really when it comes down to it, it’s true you literally just make it up and so it is just making you just literally make it up. And so part of it as well is like what sort of you know what sort of business do you want to build because you can be a like a paid speaker. So I was a paid speaker and I still get paid like just the other day actually. And that actually your job as a guest and that’s your job and that’s your job. And I actually mentor a lot of paid speakers like I was just mentoring a paid speaker. I think he’s he’s doing around six hundred thousand dollars a year but but he was capped out right. And I mean you can survive on 600000 inside. But he was capped out and he was like How do I get to a million? And so we’ll be mentoring how to how he gets to his million and so and that’s about adding leverage products and different conversations that he has importance. But that’s a very different business model and that’s what you started talking about different business models. And so you have a measure right. I was a professional speaker for about eight or nine years and I would go and get paid my ten thousand dollars to do an hour presentation or a full day full day workshop or some of that. And there was nothing else to do after that. Now the problem with that is it’s it’s transactional and the. And then the problem with that it is there’s it lacks continuity and all that sort of stuff. And so for me I designed like a process where I go into a corporation. I give my keynote fee but I also sell them my online programs and like for example just the other day we did a three day. I did a three day training with the organization. They paid me I think it was like 20 grand or something I’ve got to do three days and then we did another 20 grand of online courses on top of that. And so ends up being a forty thousand dollar one time transaction rather than a 18 to a twenty thousand dollar one on transaction and so that process I teach a lot of people who in the professional market. But if you were an entrepreneur, entrepreneur market there is a less pay to be speaking. Less pay like fee for speaking and more a lot of the time you sell on stage okay. I knew to a partnership with the promoter Yeah or you are doing it for positioning in the market.

 

Teresa: You know what that makes me feel so much better. Yes it is. I adore speaking and I could be wrong if my job was like. A lot of speaking then I would be very happy. However my speaking is that’s not the jo,b I’m trying to do. For a long time.. Well for a long time.. My agency has been my job but actually the job going forward. My job and what I want to do going forward in terms of the business model how I make money is my online products. So for me, sometimes when I don’t charge which if it’s a big industry thing. And I know everyone in the audience is my my audience and they can’t afford to pay me. Then I won’t charge because that works decently for me because that’s my audience and if I get podcast listeners and if I can convert them to leave magnet or a. Nice selling on stage then that works fine for me. So yes I was just I was sitting here thinking I had to charge to speak.

 

No, you don’t have to charge. Especially in the entrepreneur market. People don’t usually charging entrepreneur market like I mean I get people who come and speak at our mastermind. And you know when I think about it if they were a professional speaker like they would be charging 10 to 20 thousand dollars are spent and they come and speak for free.

 

And for me when I speak like the other day when I spoke for James. Yeah he bought me some rollerblades right. It was just like it was the funniest gift ever. It was like we were always a couple of hundred bucks like whatever right. But it’s just like a funny gift and we just like by each other funny things to just say thank you but I’m not going to charge him you know ten or fifteen thousand dollars come and speak because it’s a positioning piece and so it’s a very different business model so you got to decide what sort of business model you want to build, do you want to be professional speaker and then have backend sales on the end of it and you can do that or do you want to be a serving entrepreneur market unusually speak for positioning. And I always recommend asking at least to do some sort of upsell like for example, Roger Love, you saw him speak at the Kajabi Conference. Brilliant, right? His upsell, goes into his text and then that went into his Kajabi course and then there’s a cell on the back end of that. Brilliance. He was the only one who really nailed it. Yeah. And so I would always recommend that I call it a soft sell. There’s three types of speeches that you do. Mm hmm. There’s a sharp sell. A sharp sell is your classic sell from stage. So that is when you’re running a webinar. You are selling an offer. And people are giving you credit cards, at the end of that is credit cards.

 

Or you’re running a workshop or you’re speaking out. I speak at a lot of conferences where I’m allowed to sell because I’ve negotiated with the organizer. So that’s a sharp sell. It’s the second type of speech is a soft sell. And a soft sell is just the upgrade into an opt in or lead magnet. And if you can’t do a shop sell. I would always ask at least ask to do a soft sell. Right? And then the bottom level is a no-sell. And a no sell is just like your classic keynote. There’s no upsell there’s nothing at all. But with what I teach which is what you saw that conference where you saw me speak live that was a no sell because like he didn’t even want me to do an opt in which was fine. I was totally fine. Yeah. Like I respect it. And but I spoke in a way that generated clients and added value so the result of that is so because it’s three currencies that you’re going to get. You’re really gonna get credit cards or you gonna get clients. The second type of currency is you’re going to get clients details which is like an opt in or you’re gonna get claps. Yeah okay. Right. And I don’t want claps and I want clients and claps. Yeah. And most people think that they can’t get claps and clients together but I think you can. Which comes back to that quadrant that we were going to talk about in the conversation right.

 

Teresa: Yeah. Let’s talk about that if that’s OK if that fits them.

 

Colin: Yea for sure. Let’s do it. Yeah. So this basically if you look at any presentation I said that this three types of presentations, sharp sell, soft sell and no sell. And if you look at content in general there’s four types of content that you’re gonna be delivering. Now if you if your listeners have a pen and a pad you can kind of draw this out. If not you can just imagine it in your head think about like four boxes like a quadrant right running along the bottom is engagement. So that’s like value. So are people enjoying your presentation. Are they having a laugh? Are they hearing great stories getting value useful principles running up the vertical is the conversion? So in other words how many people are actually opting in or signing up to your program?

 

So looking at those two spectrums I think if your really high only on the engagement you’re going to have entertaining quadrant. You’re going to have an entertaining speech. People are going to laugh, they’re gonna give you high fives they’re gonna give you nice emails you’re gonna feel good you’re gonna get a standing ovation. That’s awesome right?

 

On the on the opposite spectrum is if you’re getting high conversions but there’s like low engagement or value it’s going at the content gonna feel pushy. It’s gonna feel like like manipulative icky and you’ve probably been at conferences where it feels like days. Hard sell. Horrible and it just doesn’t feel good right because data did not you because you can do it in a way that feels really good. Yeah. And is actually converting high. But if you don’t know how to speak in a way that adds value and converts then there’s a problem. And so you end up getting a bad reputation in the industry and all that sort of stuff. So the second one is the high conversions but it’s like. Knowing not like low engagement is pushing quadrant in the bottom left hand is no like really low. I should but rubbish a path right. I just like the dead quadrant that’s just dead content and people are bored wants to be their speaker. But we I think we all start out there. I mean I started out there right. Many of us started it’s like the dead quadrant we don’t have the skills to speak now and we don’t know how to speak. And that’s totally fine. Yeah. Yeah like that. That’s totally fine. And the goal is creating irresistible content. Yeah. And that is where it’s high value. And high conversion. Even if you’re not allowed to sell yet you know that to actually make an offer or even do an opt in like you saw me speak I literally had a lot of people and I had people giving me physical credit cards and I’m like I can’t take your credit card. There’s we often don’t have a slight receded by pocket but a bunch of people actually joined my program straight after they emailed me not like college. Seriously what do we do how do we work together. And that’s so that’s my obsession is teaching people to kind of move out of the dead quadrant or the quadrant or the entertaining quadrant and getting to that irresistible quadrant.

 

Teresa: So talk to me a little bit about the selling because this is the bit that makes everybody go like it’s horrible. And I think that’s because there’s been an experience of a horrible experience I’ve sat in the audience and watched someone tried to sell on stage to me from stage to me. And I’ve just thought this is not nice.

 

Now what’s really weird is I did some webinars recently and I very much looked at the process says I do always do my research and I very much like to Amy’s and and James’ ears and stuff and I find a way with all that content a very comfortable way which I could get on the webinar and I could sell. I was really upfront and honest at the beginning which I think was one of James’ things where it basically says I say to them you know this weapon is not for you if and obviously it’s not for you if you don’t put the effort in or try and all those good things and then it’s not for you if you get offended by watching an hour’s worth of free training but then an offer at the end. And it kind of completely put it out on the table and took all the anxiety away from me. It was great because it was like I can make it on and give you amazing content but I’m gonna give you an offer at the end because it just giving you an hour’s free training. And then when it got to the offer again I followed it through the process and it felt fine and lovely to me it was it was okay. The selling from stage thing is super hard. The selling in general without trying to come across being horrid is really difficult. So just kind of talked about a bit like again getting on stage and talking is one thing, getting on stage and selling it’s like you’re giving people the two worst things to do. Like what of things do you hate the most? Now you’re doing it at once, brilliant!

 

Colin: The two worst things that grow your business the fastest.

 

Teresa: Yeah yeah exactly. Which is what I suppose the people who can do them properly are the ones who the winning like is because people don’t want to do either of those things and they certainly don’t want to do them together because it feels horrible. And I said to you when I saw you last that I had been done a talk and I thought Oh I know I’d launch this this course at fairly low cost cause really good value. So actually for me I was really confident in the product and I knew the audience perfect for it. I did this talk and it was fairly small ish talk to a you know a reasonable sized audience and I tried to sell it at the end. It was horrible. Now I made one sale. I just want to say that.

 

Colin: That’s very well done.

 

Teresa: So I did actual sell to one person. I do think it’s cool. However. It was it didn’t feel nice. So this is why you’re on because I need you to tell me how to make that feel nice.

 

Colin: So there’s a few things I think it all starts with a mindset shift. Mm hmm. And so because what you’re talking about is the energy that you’re feeling in your body which is why I created my thought. So I think right at the start you need to relook at speaking.

 

Teresa: Yeah.

 

Colin: So we need to understand that speaking isn’t education. Speaking isn’t entertainment. Speaking it’s selling. Now even if you’re not selling an offer or even doing your content upgrade, every time you open your mouth you are selling. What I mean by that is. But did you ever work were corporate at all?

 

Teresa: Yes I did for years. Yeah.

 

Colin: Now when you’re in corporate and you went to another department. Wouldn’t you agree that the meeting was not just about a meeting it was about getting them to get on board with the ideas collaborate with you and you didn’t become too thoughtless, right?

 

Teresa: Yeah.

 

Colin: That was the goal. So essentially you were selling in. In corporate.

 

Teresa: Yeah. Without you even thinking that you were selling it right. Still having to be persuasive..

 

Colin: So it’s persuasion.

 

Teresa: Yeah.

 

Colin: It’s in its building influence essential. And so for me, speaking is about influence and influence creates a sale. Eventually. And it’s a sale or even if it’s just an idea or getting them take taken action. And so I think that one of the first shifts you need to make is that you realize that if you want to speak on a stage that you are selling whether you’re selling something or not. So when you start to reconcile with that it starts to feel like rather than. And one of the mistakes that people make is they sell at the end. Yeah. Way If you see the whole presentation as a piece that’s selling ideas the whole way through and selling them into your actual program which to be honest my program is the only thing that’s truly gonna change your life. Like you’re gonna get inspired by stuff we talk about. Yeah but if you really want to change your you know your life then you do you know your program my program like you need to do our programs. Yeah totally. Want to change your life. Now it’s cool to have these conversations but that’s then that’s the ultimate transformation.

 

And so when you view it like that speaking starts to become a little bit different. The second revelation you need to have is that selling is serving. Now what I mean by that is that when I think about the people who we serve our master my members who pay the most amount of money to work with us they’re the people who see the biggest transformations and the biggest revenue growth and the biggest personal growth in their life. And they are the people who are paying the most money with us because they’ve got most more skin in the game for me to serve someone. Part of my service of them is them committing to themselves at a higher level. And one of the currencies of that is money. Another currency is time another currencies energy, another currency is just commitment emotionally. I think when you bring money into it it actually lifts your emotional commitment to yourself and your own results. It’s not even about them giving me money what it’s about is me creating a space for the prospect to enter. And the gate that they work that they walk through is the commitments that they need that they must have to enter that space of transformation that I’m creating and the. And the gate is money, time, energy, emotional focus, all those sort of things.

 

Teresa: And I love that the selling surfing thing is so so good because at the end of the day unless you’re a crook which hopefully most of us all of us listening to this podcast know they’re not crooks. They’re nice genuine real entrepreneurs that their business is to help people. You know someone said to me that they and they were saying to me about why don’t I do, a which I am going to do, a more higher level sort of coaching program to a smaller number of people. And I was like. And I see it more as mentoring because I don’t necessarily want to say I’m a coach. That’s not where I’ve come from. But obviously she said Say for instance if you had 10 people you work with them for 90 days could you make a difference that business unlike cause I could you know this is what I did. This is good. And she’s like that there we would like perfect. So like you said as long as we’re offering a real genuine actual something and we’re not lying and making it up and trying to sell them the emperor’s clothes that don’t exist then we are serving. We’re not you know we’re not some yucky horrible salesperson I always say. Also I just want to go back and talk about a you mentioned selling. I love the fact that you said selling all the way through the talk. What was really interesting with the webinar which I’ve never done and bearing in mind that I’m way more talks than I’ve done webinars. I never thought about that with the talks but thought about that with the webinar. So the entire webinar was set up with like you said the idea was all the content I delivered fit perfectly that the natural next step was to go and buy my course because I couldn’t have taught all my course content within that hour. So I did what I need to do and explain the process and why they want to do it but I obviously couldn’t deliver the content so that made perfect sense but I’ve never done that from stage. So can you just touch on that a bit more in terms of. ow do you how do you prepare yourself and your audience in terms of on stage to then sell all the way through.?

 

Colin: So I call it infusion selling. So infusion selling is thinking about your content because we talk about as we wanted to be irresistible. Yeah. Is that it’s a blend of a shifting their thinking so that they have new insights and revelations on your topic is so which is value. And one of the other distinctions is that getting your audience to a place of congruent decision around whether they want to move forward with that vehicle that you’re offering. That is value in itself. Because I have you I mean have you ever had and you’ve probably heard the stories because you’re a smart smart person. You’ve had someone come to you and say, Hey, can I pick your brain. Can I take you and pick your brain? .

 

Teresa: And you know early days I did it all the time and all the time right. And this one woman got to the point where she talked to me for three hours and I and I like you I think we love what we do. When you do start talking about it you know. So when someone says, What about this? And you’d be like yeah yeah yeah. So all the time.

 

Colin: So how many how much practicals did you give that person in that free session?

 

Teresa: Yeah. She literally extracted it and I want to blame her. But I do with it. Well today what I don’t know she I she did a couple of little bits so that for instance. Her business suddenly didn’t take off and believe me the stuff I told her so she’s done it all.

 

Colin: My experience has been on many of my listeners. Oh yeah. I will spend or I used to spend a lot of time with people kind of picking my brain and they just do nothing with it. And I give him all the practical and so I’m actually not. I actually did a video on Facebook about this the other day. Is that giving your audience the how to’s is hurting them. Because they don’t need they don’t need the how tos yet. What they need is a decision. And so my goal is not to give everyone the how to’s in the first conversation I sit with them. My goal is to bring them to a place of congruent decision because the reason why they haven’t got a transformation in that area in their life is not because they don’t have the how to’s.

 

To be honest they could probably find a lot of the how to’s on Google. And the reason why they haven’t found it is because they haven’t made a congruent decision yet that they want to fully go forward with that. Does that make sense?

 

Teresa: Yes.

 

Colin: So my content is designed to make at least between six to eight decisions throughout the presentation where they decide that they no longer want to do it like an old way or they no longer want to do it a way where they’re not getting results and they want to start moving towards a way where they are getting results. And that’s a blend of giving them beliefs that will help them and serve them like one of the beliefs is that speaking is selling like people think that speaking is about just education but it’s not because if you say it is speaking is education you never got to build a business. And if you if you see selling as some as like sleazy or pushy or something that you don’t want to do, you’re never gonna build a business. And so even those shifts that we’ve given today those shifts can can is getting someone to a point where they can make a congruent decision that they’re like, You know what I actually want to learn how to sell properly. Yeah because up until that point they’re not moving towards that. So they hope because I haven’t met a can grow a decision so I can’t help anyone until they are fully in on that decision. Is this making sense?

 

Teresa: Perfect actually and the point of the how to’s is is so right because again it’s weird. Why can I do it thinking on a webinar but not from you know just generally talking and speaking. So one of the things that I talk about with webinars is you teach them the what and the why but not the high. Correct. Because the how is is the actual thing. So I guess I’m trying to relate it to that. If you’re telling them the war and why you want to be like that say like you said say the what is that a speaking is selling you know when and why that’s important. When would you have just done to me. But you haven’t told me the how of physically doing that thing or what I physically need to do for that. So yeah that makes perfect sense. Yeah.

 

Colin: Because what you need is a congruent decision that’s what you need at the start. And because it’s a process you need to go through to learn all the mechanics of it. But I think that desire is the first thing that you need. You know I’ve gone through like Tony Robbins University and for me when I made that congruent decision of wanting to go through it, that started the catalyst for me seeing the transformation series programs. And I’m not I’m not I wouldn’t have seen life change from doing a one hour webinar with him. But I got inspired to make a decision to actually see life change through doing these programs. And I’m so grateful for that. And think about this I think about someone who’s had a big impact on your life that you have to say their name but like someone who’s had a big impact on your life and you’ve paid to do that programs can you think of one person.

 

Teresa: Well James Wedmore.

 

Colin: Think of one person who maybe you’ve paid and they’ve had a really positive impact on your life. Now imagine. If he had never made an offer to you to be a part of his program. I imagine he’d never made that offer. Imagine what would be missing in your knowledge base, in your emotional abilities, in your connections, your relationships and your business. Yeah I’d imagine like even 5 -10 years from now as you implement even more of that stuff imagine what would be missing if you didn’t if you didn’t make that offer which essentially he sold to you.

 

Teresa: Yes yes. And he was really good at selling it and I knew what he was doing. But he still did his say well as like damn you James. And it was it was moving and you’re you’re in one of James’ programs. And it was moving from business by design which is a three and a half gram program to next level which is like a 15 grand. Yeah. And. My husband thought I was mental. I literally thought I was crazy when I went back from that conference in the evening. And it counts. Jeez is this crazy. Shall I just do this? But like you said the value I’ve got from and again I never thought about it like that. I never thought..

 

Colin: How did you join that program. Where did he sell from?

 

Teresa: Stage.

 

Colin: Yes. I was in the infancy of that because I’m pretty close with James. And I remember him because he never had the group coaching program when not when I started working with him and I said to him I’m like dude you you’ve gotta sell this. Yeah. And he’d never done it before. And he did it and he was. Blown away. Ridiculous.

 

Teresa: And there was a huge amount of us bearing in mind that that conference itself had what 200 people in the room. And it was a massive jumping cost. So it wasn’t like a you know a small number of times the price. And you probably had. And if I had to guess I reckon at least 60 people that signed up at 200. I mean that is a phenomenal percentage. It’s madness. But again the funny thing was, I knew what he was doing because my background’s marketing that’s what I do. I still love it when people do it when they do it smartly and he did it so smartly I was like yeah.

 

He’s not pushy, which is for me that’s the enemy. There’s no pushing this. No. It’s just simply this is my offer. This is this is the transformation you will receive I am fully committed to that for you. Would you like to be committed to that as well.

 

Teresa: So okay so this is a really good thing saying there’s two things I want to bring up firstly. The first question is how do you ask a organiser of an event if you can sell from stage, Whether it be lead magnet or actual selling? And then when you go into the actual sale how do you. Because that was your thing. What I what I sold on the webinar I knew how to end. I was ending in question and answers. I knew how to finish it. When I tried to do it from from that stage once it was like so they would go if you want it. Thanks, bye! It was like so embarassing. Like quick get that off the screen.

 

Colin: I’ve done that a few times.

 

Teresa: Back to those two questions, first one how do I ask someone and bear in minds. I do a lot of speaking where I don’t charge or I don’t charge a lot for. So I feel that I should be even more confident and comfortable to go I need to get something back from this. So how do I do that?

 

Colin: Well first of all, you ask.

 

Teresa: Yeah actually. Like that’s part of the question dammit. Actually hoping you weren’t gonna say that. Isn’t there some secret little mind trick you can do where they offer it?

 

Colin: When I mean when I’ve I’ve got like this nine grid process that I’d take. It’s called corporate scaling. So when you’re especially speaking corporates is like how do you sell your keynote. And then also have the sell on the back end of it. But at the core of it is is you you ask especially if you’re dealing with like a small group. Yeah. And you and you would. And you if you’re making an offer like a sale you could do a promotional partnership. So for me one of my first promotional partnerships was the keynote gig, I was getting paid for the keynote. And it was a fairly good audience like it was about three or four thousand people. I was a good size audience. And I said the promoter I said. And he didn’t have anyone selling on the stage. And I said to them Hey. I’ve got a course that partners beautifully with the program that’s you know I’m with the sorry the topic that we’re that I’m speaking on. What do you think about me adding this as a next step a simple logical next step and you could even interview me at the end about it and so forth. For the audience and we can do a promotional partnership. And he was like That sounds really good. And so we ended up working out a percentage. And usually it’s between either 50/50 or up to about 70 30. Usually the speaker’s way and depending on what they want and and he loved it. And we did the presentation was a half an hour keynote. And then I made a an offer at the end and we actually did a kind of an interview style like he was asking me about the program and how that worked and also stuff. And we did one hundred and twenty four thousand dollars on the back end of that plus I got paid my keynote fee. And so you know. For you know basically it’s like a thirty five thousand dollar half an hour presentation. I saw one hundred and thirty five thousand dollar half an hour presentation. I’ll take that any day. But nobody gave money. So I worked better than a poke in the eye of the bunch. Yeah. And so as the Aussies would say. And so for me that was I mean that was a really big wake up Wow look at this opportunity. This is incredible how much money my leaving on the table every single time. Yeah. And so you know there’s various ways you can do it you can do it in interview style or you can do it in as literally I mean one of the things that I believe is that I will even say this to them you know I’m going to inspire you this is gonna be a great conversation that we’re going to have. But my intention is to really transform your life. And so this is where it’s done. And then I’ll go into my program. So this is what it looks like. It’s not for everyone. It’s not for you if you know this kind of meet this criteria. And that’s totally fine. But if you do meet these criteria then I think this might be a good opportunity for you to see some more transformation you like in your life. If you resonate with my content you resonate with me that I’d love to keep working with you. And then you can kind of talk about your offer and so you know there’s some of the little strategies that you can pepper in at the end and transition.

 

Teresa: I really like the idea because again you know this this small talk I did locally. I was like chucking all this value at these people and they’re right and and it’s amazing and one of the ladies came up to me and and she’s like Thank you. And that was awesome and it was so in a really lovely said. Love and really lovely complimentary. And then I was like listen. And the family that is such I say I’m a nightmare basically I would just give everything away for free because I’m so soft and I do like most people dislike having to bring clothes into a sale.

 

Colin: So can I just speak to that. Yeah. But if if you’re giving away everything for free. This is what I would say to you as a client can I say it.

 

Teresa: Course you can.

 

Colin: I say this in so much respect and I say this in so much respect. But I want to transform your life to raise her as well. You ask because I know how much you can help people is that if if you’re not willing to ask for a fee then you have not fully committed to seeing them transform.

 

Teresa: Okay.

 

Colin: It’s kind of like a mind bend. No no my intention is to see them because I know your intention right. I say so respectfully I know your intention is to see them completely transform but unless there’s a fee involved and there there’s no skin in the game so you won’t see them transform.

 

Teresa: They’re not. Makes total sense.

 

Colin: Are you 100 percent committed to seeing them transform? Yeah you are. I know and I know you and so. So there needs to be a fee involved. If that’s what you’re committed to.

 

Teresa: And you’re so right because how many times have we done something where we hardly pay anything for it or you get a real discount. I have courses that could be brilliant. I’ve not even opened them because they were like 40 dollars or whatever. James’ this stuff. Oh man. Did I put skin in the game like there’s no way I am wasting that opportunity so I’m gonna use it. I flew out to the next level event. You know what I have to get California which is an amazing place to go to but that is an investment in itself. The flights are thousands and you know since you are totally right. Because I’ve got people funnily enough the course I and I launch was a a small course as a test because the big stuff, the real stuff’s coming. But I did this cause there’s a great cause that I did this cause and I invited a couple of people in for free because I knew them or they’d help me or something something they’ve never done a thing like haven’t even looked at it and likely and I know it can help them and I know it’s really really good. But like I said I just it’s that whole the it to me saying the words it’s always letting them come out your mouth. It’s amazing cause it’s brilliant. It’s going to cost this much.

 

But again it’s the value in your self you know in saying I want people to look at me and think I am gonna have to pay for that or I am gonna have to put some money and I’m not gonna get her time for free or I’m not going to get that for free there. It was really difficult as this lady came up to me she’s like you know that was brilliant great and I thought this is great and basically my course which is how to create content for social media and it’s like literally that probably to spend a couple of hours it’s really succinct and very direct and quick and give them all the stuff they need and it will literally transform hash creates content. And I was like I said that you know I’ll send you the masterclass I did which I’m basically giving her access to plus it’s now gone. And I actually said to her I did set myself right the. I said at the end of the mass verse I am going to offer you something because that’s what the does for but you don’t need to take it. And I let you shift it straight so you can only give what.

 

Mo don’t you worry about that or come back and say No I’m just giving it. No way. Less people on the podcast ask you even for free and give you all these emails to really come out that of free.

 

Colin: So good.

 

Teresa: Honestly what’s wrong with us?

 

Colin: So moving forward it is at the end if you really liked the content then that’s a cool course that will really take it to the next level.

 

Teresa: That’s good. I love what you said for in terms of you know. This is great. This content’s great but if you really want to make that change and you’re right. If you’re really serious all the all the conferences and I do lots of conferences and offices a speaker I attend and you two and there must be loads of people that you’ve seen that you think are so good that so smart you leave the conference boom done.

 

Colin: Never like I want a couple of people to make an offer at a conference. Yeah I mean not everyone but I want a couple of them specially about resonate with them to make an offer. And then because then at least I have an opportunity to kind of know where to go and or at least give me an opt in of like how to get a funnel so that I can potentially work with them.

 

Teresa: Yeah yeah absolutely. And what’s interesting when I doing James’ as well was we did the Myers Briggs. Yep. So you know I don’t know what I am. I know I’m the same as Oprah Winfrey. Even some after I can’t remember that but whatever I am that’s I think I’m that whatever I am in James is summery. It said I can self on stage.

 

Colin: You can so you’re an influencer profile.

 

Teresa: They said that you know you need to show your face which is why I decided to do the masterclasses and why. And then suddenly it started to make sense.

 

Actually that’s perhaps why I get a good response from speaking because without even trying to sell something and I have hardly ever done lead magnetsfor sure but I’ve never. Which was what that was lovely that you said that’s a soft sell so I’m not totally terrible. But I have then suddenly mates. But that was that’s why for me learning how to do that selling bits or learning how to start to transition into it’s gonna be really nice because. Because hopefully I’ve got the speaking bit and I like the speaking there. So really it’s just such a missed opportunity isn’t it for people.

 

Colin: Yeah like when you add the selling bit into it and you do it using fusion processes where you’re selling throughout the whole presentation. And then when you have the right opportunity to actually make offers. Like your speaking is going to another level like stratosphere is above. And so because I know you’ll be a great speaker. I would love to sit in audience and watch you speak. You’re a great communicator and I think that’s why people would listen to podcasts because I like hearing you’ve actually got a great tone of voice. Yeah you do so you know you’ve got all the all the factors there to build on which is just really exciting.

 

Yeah. Now honestly this is this is now that I love and I just think the more people that can get it and can be good at it because like you said that I’ve been at many companies I’m sure you have where you sit there think Oh God absolute age like and but but I and the other thing that I forget about is so I’m speaking in London next week at a really big social media event and I’m gonna have to pay to get into London which in the U.K. is an expensive I could get to Germany cheap then I can’t get to London. I’m not even kidding. It’s crazy expensive hotels are crazy expensive. So not only have I just paid for those two things physically I’m then having two days out of the business where I’m going and I’m going to be at the event you know I’m obviously now going to have to or I spent time putting together a presentation working out what I’m gonna do is say you can’t I guess I need to get over that guilty feeling if I want to sell something or I want to get something back from it because I said I couldn’t.

 

Colin: If you weren’t feeling guilty, what else would you feel. Well what could be another emotion you could feel.

 

Teresa: I suppose to if you think back at the I’m serving. If I wasn’t giving them somewhere to go and then I’m kind of doing them an injustice or I’m kind of in a. Knot they’re missing out then aren’t they.

 

Colin: You’re doing them an injustice. Yeah. If they don’t have somewhere to go. Yeah and they don’t have to go like There’s no. Yeah. Like you know holding them over a file. Yeah you’re simply just saying hey if you resonate with this content these are some next steps you can take. Yeah.

 

Teresa: No that’s awesome. Colin you have been so so good. I’ve loved this. Loved it. So if people are listening and they like to know what I need to work on this. Where can they go to get a bit more information so I need a couple of cool things that people can download for free.

So yeah think they go to get that.

 

Colin: One at one of the one of the cool ways to speak in a way that sells even on webinar or on Facebook Live is using your story. Yeah. And so I had a client the other day come to come to me and say Colin how do I use my story or where is my story in my life. Like how do I find that intel. And I was like well I could tell you or I could create something really useful and helpful for you. So I created a guide and I gave it to my client but I wanted to give it away to your audience and then anyone else wants to download it. And so it’s called the Sell with Story Guide and it basically helps you to uncover and then to use your story that sells and you can use that in speaking engagements, webinars, Facebook lives and there’s actually a Facebook like process at the end of it that teaches you how to use it on your next Facebook live. And so you can grab it and sellwithstoryguide.com. I’m sure you put the..

 

Teresa: I’ll put the link in my share dates yeah.

 

Colin: On the thank you page of that at the moment there’s actually a new training series that we’re about to run and that starts on the 9th of May. And basically. It is I’m gonna go into a lot more of the nitty gritty details and the processes that I use to teach people to get confident to speak and so on any stage. And so we’re going to start a training series is gonna be called Speak and self from stage and so they can sign up for that as well if they want to learn deeper and so free. And so we’re gonna be getting into a lot more of the nitty gritty stuff and really helping you guys.

 

Teresa: Perfect. And I’m gonna be going and downloading mine as soon as you finish.

 

Colin: So it’s actually it’s actually a really good guide. Like I’d like to create stuff where I’m like This is awesome.

 

Teresa: Yes yeah. I love that. Honestly I’ve done that stuff myself and it’s like this is really good. Like genuinely if you do it it’s really really great.

 

Colin: You need to have congruence with what you’re selling. Yeah. Because when you feel congruence you sell it like like nothing else because it’s an emotive.

 

Teresa: And if you and it’s being proud of it isn’t it. You know I remember and I don’t know with you around for this but this quickly really finished when we were at that event where you state fittings. Yeah I stood up to answer a question thinking that I could just answer the question and sit back down again and James is like. And he started giving me a bit of that and a hot seat yeah and he he asked me about this product and I said oh I’ve put together this little course.

 

And he literally went what’s right. And they like this little cause. I was like. Yeah. And he was like have you got children? And I said I have a daughter and two stepchildren. And he’s like would you play down your daughter like he did about your cause. Because when you talk about your daughter you are like No she’s just this all right thing and of course I would say wouldn’t you be like oh she’s cold his face is you. And he’s like that’s the way you need to look at the thing you’re selling you know. And like you said in your bag I mean this is actually really cool. It’s not going to be as hard as it’s going to be an easier process in terms of going. It’s really going to get great results. You really want to give it a go type things. Yeah.

 

Colin: That’s when your sales is going to go gangbusters and you feel congruently aligned with it. And so everything I create I am obsessed with making it a friggin blockbuster. So how does this be amazing. So yeah that’s my obsession because I know when I do that it’s going to explode.

 

Yeah yeah. No I love that. Colin, thank you so much. It’s been so nice to be on the front cast and I’ll for all those links in the show night. So it’s teresaheathwareing.com/63 as in the numbers you can get all those things. And thank you so much for being on.

Yah, thanks Teresa. It’s been a pleasure.

 

That was so super cool. I love that episode. It was really really nice. He was such a nice guy said some really smart stuff. And like I said even if you’re thinking well I don’t want to speak on stage or I don’t want to sell that way then actually he gave some really good advice just generally in terms of selling and connecting and presenting yourself because as business owners we do will present ourselves every single day whether it’s on a stage to hundreds and thousands of people or whether it’s in a room with two or three people in a room that you’re then trying to sell your service to. So like I said I think whatever your business or wherever you are in your business I think he gave some really cool advice and I have gone and downloaded his guide and it’s really great. So I definitely recommend that you go and do that. So next week’s episode is gonna be me on my own again. I’m not getting organized as you can hear because I know what’s coming next. So we’re going to be talking about a few different things next week actually things that keep coming up. As an entrepreneur and a business owner I think you’re going to find really interesting and hopefully resonate with so I will see you here again next week and tell them have a lovely time.