No matter how good your stage mechanics may be, how impressive your visuals are, how captivating your storytelling is - no sales means no business. In order to get booked more often, speakers need to be able to articulate their value, to multiple buyers, in a concise, relevant and attention-grabbing way.
Whilst selling and business development might not be everyone’s strength, being able to comfortably and effectively sell yourself to clients, bureaus and new markets will keep your speaking business full and profitable - even when the market gets crowded, changes, or dips.
This event will have three parts...
Firstly, we are going to take the theory of sales and put it into action! You are going learn how to elegantly and effectively communicate what you do to potential clients, conference organisers, bureaus and new markets.
You will hear from sales expert Brad Tonini CSP as he will unpack the anatomy of constructing the perfect pitch and how to sell when you are the product. Every time we are in front of a buyer of our services, it is our moment of truth to provide an experience and not just a “pitch”. Brad Tonini will unpack this and provide you with his framework for creating a conversation you can have with your customer or prospect to make sure you create impact and more importantly, conversion of the opportunity.
Secondly, you will be taken behind the scenes of a busy speaker bureau to learn how they assess speakers, what they look for, and what it takes for speakers to get booked, and rebooked.
You will get an insight from Leanne Lamb, owner of the Speakers Bureau Keynote Entertainment, on how to pitch to Bureaus, what Bureaus respond well, what turns Bureaus off, and the essential things you must have, to work with Bureaus. Leanne will explain what experienced speakers need to do in order to stay top of mind, bookable and relevant in today's market. Leanne will also unpack their booking process and requirements for working with speakers, and the best ways to stay in contact with bureaus.
Thirdly, inspired by the 'Shark Tank' TV show, you will have you will get the opportunity to test your pitch. You will hear from Joe Sirianni who was the Executive Director of Smartline Personal Mortgage Advisers, a national franchised mortgage broking group with close to 300 Advisers throughout Australia. Joe is a highly successful business owner who regularly booked speakers for their annual conference and he will reveal what he looked for when consultants would pitch to him. A few speakers will be given the opportunity to pitch their keynote/program to Joe and receive honest, unfiltered and very direct feedback on whether you got his attention or not.
This event is a rare opportunity to learn, in real time, how to get your pitch right. This is going to be a hands-on, high value and interactive session where you receive practical strategies, industry insights and real time feedback to accelerate your selling ability and speaker bookings.
** Brad Tonini CSP
Brad has had over 25 years of running his own consulting business. Over a twelve-year period, his company NGT Marketing Group sold over 60 million dollars’ worth of corporate diaries, organisers and promotional products in Australia and New Zealand, until in 2008 he sold the business to concentrate totally on his consultancy business, Trusted Advisor Selling. His clients come from a range of industries such as Jayco Caravans, Optus, Isuzu Trucks and John Deere and a host of small to medium sized companies. Brad Tonini is the founder of the Trusted Advisor Selling Institute, a business dedicated to increasing sales results using the Trusted Advisor Selling method. Hi Friday school of sales is in its 16th year as a monthly sales breakfast for his clients in Melbourne. An Author of 9 Books, previous National President and recipient of the coveted Nevin Award, Brad has been a member of the PSA since 1997.
** Leanne Lamb
Leanne has been in the Speaker Bureau industry for over 20 years, which covers Corporate Entertainment, Keynote Speakers, Event Management, Marketing and Sales. Relationships are central to Leanne’s success. Leanne understands that knowing your client's expectations of value and service, delivering a top-quality service every time and working with high calibre speakers is what drives her success. Leanne's motto is to know your industry, know your people, know your job and do it well.
** Joe Sirianni
Joe Sirianni was the Executive Director of Smartline Personal Mortgage Advisers, a national franchised mortgage broking group with close to 300 Advisers throughout Australia. Joe has 35 years’ banking and mortgage broking experience. Established in 1999, Smartline is a multi-award-winning franchised mortgage broking group with a reputation for quality home loan advice and outstanding client care. Smartline has been named Australia's number one franchise by Topfranchise.com.au, an independent research group on several occasions in 2009, 2010 and 2011. The group's 300-plus franchisees/advisers have assisted more than 100,000 Australians to arrange a home loan, with 85% of Smartline's business coming from a personal recommendation. Smartline was recently acquired by REA.
P.S. Reminder: VIC events are now every second Monday of the month. These are the future event dates to hold: Sept 12th, Oct 10th, Nov 14th, Dec 12th.
P.P.S See below for proposed events calendar
Process:
Once you have registered to attend, you will receive a confirmation email providing you with information on joining the webcast.
PSA’s Values in Action Policy applies to this Event
Proposed events calendar (may be subject to change)
Sept 12th - Improvise like the pros - Learn how to use improvisation techniques to energise the room, recover from a gaff, and increase audience interaction and engagement, with Australia’s leading improv experts
Oct 10th – Enter the metaverse – Learn the what, why and how of the Metaverse for speakers as we join Lindsey Leigh Hobson’s tour of all things Metaverse.
Nov 14th– Special Live event but we can’t tell you what it is yet!
Dec 12th– Special Live Christmas event run by Troy Love – expect zany, expect exciting, expect FUN!!