September 19, 2014

6 ways to make money as a speaker

6waySpeakerIf you hang around at public speaking seminars, in forums and LinkedIn groups, there’s one question you hear over and over:

“How can I get paid for speaking?”

Starry-eyed speakers dream about becoming a millionaire-speaker, gracing stages across the country.

Traveling via limo from one awe struck audience to another (fresh from a bouncy blow out or hot shave backstage, natch.) Like 80s supermodel Linda Evangelista, they won’t get out of bed for less than $10,000 a day.

The reality? Slightly less glamorous.

Corporations and event organizers have felt the recession squeeze and cut speaker’s budgets to keep their events in the black. Professionals are staying home, rather than enjoying company-funded junkets like the good old days.

Here’s a more likely picture of today’s professional speaker: schlepping a pull cart full of materials from one Radisson ball room to the next, earning fees that work out to slightly less than minimum wage when you include travel and prep time.

But don’t despair! These challenges mean that you might have to get a little creative in order to make bank as a public speaker.

Here are six ways to get paid for speaking:

1. Charge a fee.

Pretty straightforward, right? Set a fee for your time and get it.

For a lucky few, this is reality. Event organizers and corporate contacts already know your reputation and are willing to pay to have you share your message with their audience.

The reason this is challenging for many speakers is that conference organizers reserve the five figure fees for the keynoter – a well-known name (New York Times bestselling author, former athlete, political figure, CEO.) These headliners are expected to draw attendees, based on their name and reputation alone.

The breakout session speakers get paid in “exposure.”

To get a fee for speaking, you have to build a reputation as someone who delivers strong value during your sessions (testimonials and referrals required, people!)

Then, find the organizations that pay speakers. (Psst, here’s a list of ways to find speaking opportunities.)

2. Get a company to sponsor you. 

Sponsorship is a way for companies to get their name and message in front of a very targeted audience.

You provide the content, the sponsoring organization pays your fee – everybody wins!

3. Speak for free and “enroll” audience members into your marketing funnel, where you’ll eventually sell your services.

This is the approach that consulting firms and bigger ticket service providers tend to take. If you’ve signed up for a webinar sponsored by, say a webinar service like Citrix, you know that sooner or later a sales representative will call you to ask about your webinar service needs.

You can do this, too. But to make it work, you have to have a solid system for follow up. It’s most effective when you have a bigger ticket offering, because it may take weeks or months to get a new client from the event.

Savvy organizations use speaking as part of their long term strategy. Having company representatives speaking at meetings and conferences promotes the company’s name and image and keeps it top of mind for potential buyers.

4. Sell services from the stage.

If you sell a service, whether it’s consulting, coaching, website design, accounting or legal advice, you can make an offer to the audience.

A colleague who’s a fantastic speaker does something super simple: at the end of her speaking sessions, she makes a very low key offer (it’s delivered in 60 seconds or less) for a discounted coaching session.

The offer expires at the end of the event, creating urgency. She typically gets 5 to 15 takers, depending on the size of the event, which makes speaking profitable and it brings people more deeply into her message and her business.

5. Sell a book.

A book is that magical tool that does double duty: being a published author helps you snag the speaking engagement in the first place and provides you an income boost after you speak.

When audience members get value from hearing you speak, they want to extend that experience by taking a little piece of you home with them.

6. Sell a product.

No doubt you’ve heard a speaker give a talk and then offer a training program on six CDs. This happens most frequently in the motivational and personal development worlds, but don’t rule it out for your topic. Whatever you do, you can create a product that will help audience members who want to learn more.

Maybe it’s a guide, a set of checklists, an interview series or a training that goes deeper into your area of expertise. There’s no better time for a person to buy than when they’ve just heard you speak.

What’s the best choice for you?

Here’s the answer we all hate: it depends.

On you.
What your business or movement offers.
What you have created or can create.
What’s comfortable for you.

My advice is to give yourself options and be flexible. You may not be able to sell your products at an event, but you can find a way to collect information and follow up (immediately!) afterward. You do you.

Your Fame Boosting Assignment:

Go through this list and pick one way that you’ll make money as a speaker.

Think through the steps, and make a list of what you’ll need in order to put that option into action.

Then step onto the stage, superstar. Your fans are waiting.

Want to jump start your public speaking? Start here.

The no cost tool that gives you an unfair fame advantage

When you’re busy becoming famous in your field, you should use all the shortcuts you can find.

Why spend hours creating blog posts, videos, podcasts and newsletter content that languishes, alone and ignored?

It’s a beast to get your message to the masses if you don’t have the speaking gigs lined up.

And getting the attention of someone who’s already talking to the audience you want to reach? Priceless.

Luckily for you, future A-Lister, you can find out what’s popular, where the speaking opportunities are and who’s already talking to your perfect peeps. All in 10 minutes or less. For free. 

And free is always a beautiful thing.

This little miracle is BuzzSumo.com, a service that’s so good, I wanted to keep it all to myself. Just like online marketing expert, Larry Kim said:

I was initially a little reluctant to write this review, because BuzzSumo has become nothing short of my secret weapon when it comes to keeping on top of what’s going on in our industry. 

Here are three ways to use BuzzSumo to boost your fame factor:

1. Find the most popular topics

If you pump out content on the reg, you might find yourself struggling for something new to cover on your blogs, videos or podcast episodes. That’s where BuzzSumo can help.

Type your topic in the search box.

You can filter by type (handy!) which separates articles, infographics, videos, guest posts, interviews and giveaways.

BuzzSumo shows you the most popular (most shared) stuff online.

What can you do with this genius information? So, so much people! When you know what people already like, you can do more of what works.

Need an infographic for an article you’re writing? Bam! There it is. And you didn’t have to spend $1200 or 36 hours creating it. (Just be super cool – give proper credit and links.)

Example: find catchy headlines and create your own material using one of those as a model.

Use BuzzSumo to find popular content & great titles

Use BuzzSumo to find popular content & great titles

I searched for the topic, “public speaking.” Check out the #1 most popular article above, “What To Do 15 Minutes Before A Presentation” on the site, BusinessInsider.com. Because I already know that headline was popular, I can use the headline formula when writing my own post.

“What to do [time period] after a [event]” becomes…

“What to do 24 hours after a Presentation.”

“The one thing you must do 3 Days Before Your Next Speaking Gig” 

“What to Do One Hour after You Book a Speaking Opportunity”

2. Find speaking opportunities

How to find speaking opportunities with BuzzSumo

Find speaking opportunities with BuzzSumo

If you’re a speaker, this is huge: you can get speaking opportunities delivered right to your web browser with BuzzSumo.

In the search bar, enter phrases like “Call for Speakers” and “Call for Presenters” and your topic. You can filter the results to get only the most recent or collect them all to build your own roster of events.

3. Find influencers

BuzzSumo also lets you search for influencers – people who are active online, talking about your topic and have a big following (of your exact right people.)

Use BuzzSumo to find influential bloggers, companies and journalists in your topic area.

Use BuzzSumo to find influential bloggers, companies and journalists in your topic area.

Start by clicking on the big Influencer button at the top of the screen.

Enter your topic (I chose “public speaking.”)

Again, you can filter by type to see only the bloggers, journalists or “regular people” (love that one!)

For each result, check out their online stats and profile – is this person a public speaker, a trainer? Does she specialize in a particular niche, like real estate? There’s so much gold here!

Let your influencer stalking befriending begin!

Your Fame Boosting Assignment:

This week, check out BuzzSumo. (Relax, there’s no commitment – you get 10 searches before you even have to register for the free account.)

Pick one of the three tips above and take action today. In 10 minutes you could have your next three blog post titles, have applied for a speaking opportunity or connected with an influencer who will change your world.

C’mon, superstar. Get on this ridiculously valuable tool and use it to shine, shine, shine.

Slideshare: 5 ways to use this new & improved fame boosting tool

Famous in your field: 5 ways to use Slideshare to boost your fame onlineWith the major social media sites being swamped by marketers and paid promotions, are you wondering where an aspiring A-Lister can go to get a little love online?

I gotcha covered here:

It’s Slideshaaarrre! (Please read in Oprah’s announcing voice.)

Now, maybe you’re thinking that Slideshare.net is the ugly stepsister in the online fairy tale, but you’ve got to give this hidden beauty another chance. What started out as a place to share powerpoint presentations is growing into a bona fide media hub.

Here are a few reasons to give ‘er another look:

  • Slideshare is one of the top 150 sites on the internet. Lots of smart people visit the site to find information about topics they’re interested in.
  • With Facebook becoming a pay-for-play gated community, Slideshare is still a playground with plenty of open space for you to run.
  • Uploading presentations or documents to Slideshare increases your digital footprint, increasing the chances of someone finding you or your message.
  • Slideshare lets you build up love for your brilliance. Views of your uploads compound over time. Yesterday’s tweet, Facebook post or LinkedIn update might be in the digital graveyard, but Slideshare keeps your uploads fresh and visible on your profile, no matter when you uploaded them.

And the numbers just keep growing the longer your work is on the site.

One of my clients has been on the site for five years and has 25 uploads. Altogether, these presentations have been viewed by 53,760 people.

One presentation alone is about to break the 10K mark. That’s no small feat, when you consider that these are not just 140 characters, they’re entire presentations, packed with your ideas and advice.

And now it gets even better.

Slideshare is owned by LinkedIn, which is investing resources into making this site bigger and badder by the day. New features were just announced and will be rolling out one per month, starting in September.

  • Analytics – So you can who’s viewing your slides, how they found them and where they are.
  • Tricked out profiles – customizing your home base on Slideshare used to be a premium feature, but soon everybody will be doin’ it.
  • Multimedia – while it used to house Powerpoint presentations, you can now (or soon) upload video, documents (hello, magazine articles and blog posts) as well as infographics.

Wondering just what the heck to upload on this wunder tool?

Here are five ways to use Slideshare for your business or platform:

1. Explain an industry term.

This does two things for you: it helps potential customers find you and it shows them that you’ve got something valuable to share. Don’t assume that everyone knows what you know about your field or industry!

Slideshare example

This example explains two related terms that architects use all the time, green building and LEED. It’s fantastic because they’re industry-specific terms, but plenty of potential clients find them confusing.

2. Publish a How-To Guide

A Powerpoint/Keynote presentation is the perfect delivery vehicle to give step-by-step visual instructions.

3. Post a List

The top ten superfoods.

The five habits you must cultivate to live to 100.

The 25 most influential people in [insert your field here.]

Everybody loves a list. Fact.

4. Post a presentation you’ve already delivered.

Easy peasy. You’ve already made the preso, right? So use it again!

It boosts traffic and generates links to your website. Because Slideshare automatically creates a transcript that appears right below the slides for every presentation you upload, it’s a great SEO (search engine optimization) boost for those keywords you want to “own.” Snaps for simplicity.

5. Post your blog.

You’re gonna like this one, people. All you need is a freebie tool from PrintFriendly.com and you’re 60 seconds away from posting your blog to Slideshare.

And why not? Slideshare averages 60 million unique visitors a month and 215 million page views. Need help? Jump over here for a quick tutorial.

What are you waiting for? Get over to Slideshare and let your light shine, A Lister!

Your Fame Boosting Assignment:

Set up your free profile on Slideshare.net. If you’ve got a presentation you’ve already delivered, upload that baby!

The Ultimate Guide to Turn Media into Mania (and it won’t cost a thing)

autographWhen you’ve got a media hit – whether it’s an article published, an appearance on TV or a mention on a blog – you want to make the most of it.

But once the next issue it out, is it just “old news”? Or can you continue to get mileage from it?

You know what I’m going to say, right?

Don’t let that hit languish in cyberspace or tattered on lobby coffee table, like a shy kid at a dance, waiting to be noticed. Be a diva and demand that it be seen!

Here are eight ways to make the most of articles, media appearances and mentions:

1. Create or add it to your As Seen In section on your website homepage.

Boost your credibility instantly by showing where your thoughts and expertise have been featured. (Don’t hate on local coverage – it may actually hold more sway for your visitors!)

2. Add the As Seen In section to your marketing collateral:

Mention it in your bio, your company overview and put those logos on the back of your business card. Get that good stuff errywhere!

3. Send out snippets of your coverage in your newsletter, with a link to the article or video.

Who knows? You might need to add a whole In the News section to share the good stuff happening in your world.

4. Write a blog post about it. 

Share your your good news and the behind-the-scenes experience. We all love a good story and your readers are curious – they want to know how you did it and what was like.

How did it happen? Were you nervous? What did you think when you first saw the item, “live”? Who’d you tell first?

5. Mention it in another blog post (with a link, natch)

When it’s relevant to another post, you can mention your coverage with a link.

“…advice I shared in [drop media outlet name here]

6. Put it on social media:

  • Share snippets from the article as status updates.
  • Show your excitement about the media opportunity.
  • Send out a link to the item.
  • Quote yourself! These are now super simple to do with apps like InstaQuote, QuotesCover, PicMonkey or Canva (if you’re fancy.)
  • Post an image of the article, publication, or a screenshot if it’s video, with a link to the article.

7. Mention it on your email signature (if you have multiple articles or mentions, rotate them biweekly or monthly)

If you’re a Gmail user, you’ve got it covered with Wisestamp, a free Gmail extension that lets you promote your latest article, blog post or media mention.

8. Email your prospects

Maybe you have a short list of potential clients or customers that you know should work with you. It could be that your latest published article or appearance on local TV is just the shot of social proof they need to take action.

Send a short email:

Greetings!

[Friendly intro sentence or two.]

[Comment on something about them - an achievement, a change in their organization, etc. LinkedIn is great for this finding information like this.]

I wanted to catch up with you and share something fun that’s happened recently. I was featured/published in [link to media outlet] talking about [topic], and I’d love to get your ideas on this/your feedback.

Your Fame Boosting Assignment:

Dig into your archives for a media hit and do just one of the things on this list with it.

Ready, set, make your mark!

Public speakers: the three-step formula to get booked solid

Wanna speak more? Use the simple three step formula to get booked solid.

Wanna speak more? Use the simple three step formula to get booked solid.

Let’s start with a story.

I call it, “A Tale of Two Speakers.”

Let’s say that their names are Aidan and Steve.

Aidan is dynamic. Bold. Charismatic.

His speaking magnetism could out pull Tony Robbins, Steve Jobs and Oprah. (*Gasp*)

At the end of his talks, he’s mobbed by audience members wanting to buy his book and to schedule a (paid) coaching session with him. Each time that he speaks, at least three people in the audience recommend him as a speaker for future events.

It’s partly due to his message – it resonates with almost everyone and doesn’t apply only to a particular occupation or niche.

It’s mostly due to his charming, confident delivery and how he makes his audience members feel.

Then there’s Steve.

Steve is dynamic, too. Audiences also love his energy, empathy and wit. Each time he speaks, about 20% of audience members buy his book and a few sign up for his upcoming coaching event.

Who is the more successful public speaker?

Aidan speaks 5 or 6 times a year. (He wishes it were more, because that’s how he spreads his message and gets most of his clients.)

Steve? He speaks about 25 times a year.

What makes the difference between these two speakers? It all comes down to one thing – consistent marketing.

The best speakers, the most charismatic personalities get gigs without asking. But consistent marketing is the great leveler.

The speakers who get booked the most use a system to market their services, week in, week out. And so they speak, usually as often as they’d like.

A few months ago, a VIP List member named Ed, wrote in asking, “How easy is to break into public speaking?”

Well, Ed, it’s not hard, but to get booked for speaking opportunities before you’ve built your cult-like following, you gotta #werk!

There are three ingredients to create this Magical Mudslide of Speaking Opportunities cocktail:

  • Networking (online or in person)
  • Asking for the opportunity
  • Following up

Wanna make it easy on yourself? Create a system:

1. Research.

Schedule a certain day of the week, or time that you’ll research new opportunities and contacts. (Or give clear instructions to someone on your team to research new speaking opportunities each week.)

Steve tracks organizations and opportunities on spreadsheet. His college intern assistant updates the spreadsheet with new organizations or events and any new information about existing organizations.

Steve and his intern have a status update meeting each week. This keeps Steve up to date and keeps his speaking funnel full.

2. Reach out.

Call or send an email to these meeting organizers/event coordinators/new contacts and offer yourself as a speaker.

Include enough information to demonstrate your message’s fit with the audience and your skills.

To cover the consistent part, commit to doing it regularly. Once a week, every other week…you do you.

And set a number for yourself! “Each week, I will reach out to three new organizations or contacts.” Then, during your scheduled update meeting (even if the meeting is only with yourself), you can track your progress.

3. Follow up!

The fortune is in the follow up, my friend.

Anyone can send out a burst of emails to contacts and event organizers, but you’ll probably still be w-a-i-t-i-n-g for that reply while the Steves of the speaking world are getting booked.

Meeting planners, association staff and organization volunteers are BUSY. Help them pick you by staying in touch on the reg and showing that you’ve got exactly what their audience needs to improve their lives.

Here’s another genius nugget from Steve: during each of his speaking engagements, he asks the audience about other groups that could benefit from the information he shared. Then Steve’s assistant follows up with those people to book more gigs. Moneymaker.

Bam! Full speaking schedule leads to full client roster.

Your Fame Boosting Assignment:

This week, set up your system to book speaking opportunities. It doesn’t have to be fancy! Schedule a regular recurring time slot on your calendar to research, reach out and follow up. If you believe in your ideas and your message, you owe it to us to get it out there.

“I think you should be serious about what you do because this is it. This is the only life you’ve got.” Philip Seymour Hoffman.

How to NOT spend all day on Google (cool tools inside)

Famous in your field tip: use Talkwalker and Mention to keep track of your name on Google, competitors, clients and find opportunities.

Famous in your field tip: use Talkwalker and Mention to keep track of your name on Google, competitors, clients and find opportunities.

When you want to keep track of certain ideas, events or people, what do you do?

You could kill a couple of hours every week (heck, every day) cruising the web, checking out your competitors, following your clients, filtering the latest news on your topic.

Or, you could have those need-to-know gems delivered straight to you, automatically.

Google Alerts seems to be a goner. But not to worry – I’ve got you covered!

While there are lots of paid services that will monitor the interwebs for you, I want to tell you about two free services, Talkwalker and Mention.

1. Talkwalker.com.

Talkwalker sifts through Google, news, blogs and delivers alerts straight to your inbox or RSS.

It’s super easy to use. Just set up an alert for a name, a word or phrase, choose how often you want to be notified of results and you’re done! The alerts are already on their way to you. Snaps for simplicity.

2. Mention.net

Like Talkwalker, Mention searches Google results, news and blog listings and delivers the responses to your inbox. Mention’s alert service lets you connect your social media accounts like Facebook, Twitter and Buffer so you know – without logging in – when someone has talked about you. You can even respond, directly from the Mention alert.

Take note: the free plan is pretty lean – one user, one alert (keyword or phrase) and 100 mentions per month.

Want a few ideas for using alert services like Talkwalker and Mention? I’m serving them up for you!

Speakers/Trainers/Coaches

Create alerts for:

  • Calls for Proposals and your topic. Boom! Speaking opportunities, delivered right to you.
  • Colleagues and competitors who speak to similar audiences as you. When you see that another speaker is
  • Events where you’d like to be a speaker. You’ll get the inside scoop on early planning
  • Meeting planners and event organizers. Just pop their names as an alert and keep up with their business moves.

Business owners

Create alerts for:

  • Your best clients. You’ll know when their name appears in the news and you fire off a quick call or email. The result? You’re top of mind and they are glowing, ’cause everybody loves to be noticed.
  • Keywords and phrases related to your products or services.
  • Your company’s name.
  • Your own name.
  • Journalists who cover your industry.

Professionals within a company

Create alerts for:

  • Keywords and phrases related to your area of expertise. Knowing the latest discoveries and trends in your field can help you wow your clients.
  • Your own company. Did an analyst or magazine editor just publish something about your company? Or, ugh, a disgruntled customer? Resolve it, stat!
  • Your own name. Building your digital footprint is vital to a successful and satisfying career.
  • Your clients – both the organizations and the individuals you interact with.
  • Competing individuals and companies.

Your Fame Boosting Assignment:

Fire up Talkwalker.com or Mention.net right now, and set up alerts for your name, your company’s name, your top 3-5 clients and the topic you want to be known for (define it narrowly, please, to avoid being flooded with hundreds of responses.)

Let’s go superstar!

5 steps to score local media coverage

Welcome to Famous in Your Field! Here’s your free weekly tip to boost your fame factor. (Be sure to sign up in the box on the right to get on the VIP list for free tips and training, delivered straight to your inbox.) 

Get famous in your field: 5 steps to local media coverage

Get famous in your field: 5 steps to local media coverage

Local media is often your first and best place to go for publicity. Because your local newspaper is in the business of covering local events and people, reporters really do want to hear from you. Fact.

Before you dismiss because you’re holding out for “something bigger,” take note:  those freebie papers stacked all over town typically have more local readers than the national dailies. Becoming famous in your field often starts with being famous in your own ‘hood!

Today’s fame booster is to find local reporters.

1. First, look up your local newspaper’s website.

Once you’re there, look at the different sections of the paper. Where does your news belong? Here are some typical newspaper sections:

News

Business

Lifestyle or Home

Entertainment

Sports 

2. Next, find the staff listing or instructions on submitting your news.

Often you’ll find it through links at the top or bottom of the page. If you don’t see a link or button labeled “Submit News,” look for “Contact Us” or “Help.”

Once you’ve found the department or staff list, look for reporters assigned to the “beat” where your story belongs. Reporters who cover a specific beat are specialists reporting on a particular issue, sector organization or institution over time. Examples of beats include crime, City Hall, higher education, business, or real estate.

(Crain’s Detroit Business gives its readers a snappy tutorial on how to get your news in Crain’s. The guidelines apply to almost any media outlet.)

3. Research your reporter.

When you’ve found the reporter who covers your topic or metro area, go back to the newspaper’s home page, and search for the reporter’s name. Read the last five articles to get a feel for the types of stories the reporter writes.

Make note of the topic and how the article is structured. If the story features a business, does it also include quotes from customers? Competitors? Critics?

The more you can provide the reporter a full package, the more likely the reporter is to write about you. (Journalists are overworked and underpaid, so the easier you make their job, the more often they’ll turn to you for stories and commentary.)

4. Organize your “extras.”

Before you submit your news item, collect the contact information and permission of others who can “flesh out” the topic. It may be a few customers or a local college professor who can comment on a trend related to your business niche or expertise.

Do you have high quality pictures? Video? Or is there a photo opportunity in your story? Having good quality images ups your chances of being included by a big margin.

(Pro tip: be sure to get ‘em before you reach out to the media! Trying to stage photos or get them from another source will cost precious time. Before you know it, your story will be too old to print. Sad face.)

5. Increase your odds.   

Even after you have gathered as much information as you can from the web, you may need to call the paper for more info.

Here are some questions to ask:

  • What is the deadline for submitting news items and events?
  • How do they prefer to receive news releases: via online submission form? Email?
  • Is there a special web link or email address for submissions?
  • Should news releases be directed to the attention of a particular individual?
  • If they prefer email submissions, do they want the news release in the body of the email or as an attachment?
  • Do they accept photographs or only use those taken by their own photographers?
  • Is there a specific editor or reporter assigned to cover your field or topic? 

Your Fame Boosting Assignment:

Jump on Google and find the website of your favorite local publication. Follow these steps to zero in on the reporter who wants what you’ve got. It’s time for YOU to get found in the crowd.

5 tips to rock your next interview

Welcome to Famous in Your Field! Here’s your free weekly tip to boost your fame factor. (Be sure to sign up in the box on the right to get on the VIP list for free tips and training, delivered straight to your inbox.) 

Famous in your field: 5 tips for fame boosting interviews

Famous in your field: 5 tips for fame boosting interviews

One of the best ways to get your name known and reach more people, all in one go, is to be interviewed.

When you’re interviewed, even for a small audience, you are the STAR of the show.

And now, with live radio shows, internet radio and the podcasts boom, you’ve got opportunities galore to share your message with the (mini) masses.

(Want to know how to get ‘em? Here are a few resources and the strategy to make it happen.) The best part is, once you’ve got a few under your belt, you’ll be able to score tons more.

Because I know you want to squeeze every drop of fame boosting juice from your interviews, here are five ways to make sure they rock on the reg:

1. Listen up.

Some people book the interview and then get on with the interviewer, ready to wing it. Reality check: those people often blow it.

But not you, A-Lister!

You’ll listen to three or four other interviews, by the same host, for the same show you’ll be on. Those will give you an idea of the tone of the interview – is it snappy and fun, or serious?

Another thing? You’ll pay attention to the length of the interview. Don’t prepare twenty minutes of material when you’ve only got a four-minute back and forth. Know thy format!

Live radio shows, especially during popular drive times tend to be entertainment and consumer focused. They are also typically short. For these, you’d prepare three or four quick tips, delivered in short sound bites to convey your ideas.

Podcast interviews or satellite radio shows can be longer, often 30 minutes to an hour, but you’ve gotta ask to know. You don’t want to ramble aimlessly, because you’ve got an extra 15 minutes of air time to fill.

2. Turn it into a popularity contest.

Ask the interviewee, booker or host about the show’s most popular episode. Who was the guest? What made it so popular?

Noah Kagan, founder of AppSumo and former Facebooker does this. Even though he has more than enough biz cred to skate through interviews, he wants to make the most of his air time.

Noah listens to the show’s most popular interview and analyzes what made it so popular, so that he can add those elements to his interview too. (Hint: the most popular are the ones that offer meaty content with specific strategies and tips, not vague advice.)

3. Prep & practice.

While writing out every syllable you want to say is a terrible, horrid, no good idea, giving yourself a little help along the way is essential to capturing hearts and minds in your interview.

Make notes on (short!) stories you want to tell to illustrate your message, along with your most important tips.

Put them on notecards that you can keep in front of you during the interview. It’s easier than you think to get caught in the moment and ramble or forget to give clear, valuable tips and resources.

4. Assume the position.

Listeners – whether live or tuning into a recording six months later – can feel your engagement through the ether.

How you impact others is directly related to your energy level. (And no, that doesn’t mean being boisterous if that’s not your natural style.) It’s about your presence.

The top two tips for upping your energy level?

  • Stand up
  • Smile

When stand and smile, you’ll project that energy and authority over the airwaves.

5. Give ‘em the good stuff.

You might be tempted to hold back your best techniques and tools for your paying customers.

DON’T!

Give any idea, tip or resource that can help someone.

You’ll impress listeners more when you wow them than if you keep the amazing under wraps.

Plus, it’s good juju for you – the listener hears your amazing tip, tries it and the success spurs him to seek you out to get those killer results on the reg.

Interviews are a power-packed method to get your message heard and elevate your profile. (And don’t forget to keep the magic flowing, once the interview is over by doing stuff like this.)

Your fame boosting assignment:

Practice giving good interview this week. Whether it’s a regular ol’ phone conversation with a lead or client, or it’s a bona fide interview for the air waves, put these five tips into action.

I can hear the applause already.

The five factors that get you more fans, followers and clients

Welcome to Famous in Your Field! Here’s your free weekly tip to boost your fame factor. (Be sure to sign up in the box on the right to get on the VIP list for free tips and training, delivered straight to your inbox.) 

Stand out in the market and earn trust with these five credibility factors

Who are you?

Why should I believe you?

Why should I hire you?

Why should I buy from you?

Why should I follow you?

Want to know what makes people scream “YES!” at the opportunity to be part of your world?

It’s all about credibility, my friends.

To break through people’s natural defense mechanisms, you’ve got to be credible. Credibility is about presenting yourself and what you have to offer in such a way that you come across as knowledgeable and trustworthy.

Now, here’s what some of you might be thinking right now:

“But I haven’t done anything yet to be considered credible! I’m not a Vice President, I don’t have a PhD, I didn’t make six figures in my business, I haven’t been on stage at TED…”

WHOA. STOP. Right there.

No matter where you are on your fame-making journey, you’ve accomplished and experienced things that make you knowledgeable and trustworthy.

I’m going to share five areas that you can use to claim your credibility. I call ‘em the 5 Rs of fame. 

1. Results.

Your results, your progress. Have you gained 5 new clients in a month, won your last ten cases, secured $10M in grants, grown your email subscriber list from 50 to 500? Those are all wins!

Are others in your field who’s lofty accomplishments have exceeded yours? So. What.

It doesn’t matter if you aren’t the only star to shine brightly. What matters is that you’ve gotten a result that your clients, fans or followers would like to have.

2. Role.

Your title or position in a company or your industry. Are you the founder of something? CEO of a company (even a company of one?) Use it.

Anyone who saw The Social Network remembers this iconic scene when Sean Parker fires up the Mark Zuckerberg character to claim his place as a industry-changing innovator.

Here’s the thing – the card was real. Zuck didn’t use it all the time – only when he wanted to show potential partners that he was someone they should take seriously.

3. Reviews (from clients.)

Are your clients and colleagues singing your praises? From the rooftops? Do they get great results from you on the reg?

The best thing about testimonials is that they SELL FOR YOU. 

So, sing it loud and proud in all your marketing materials like your website, your fliers, bio, etc.

4. Reviews from the media.

Got a little glitter from a mention in a newspaper, magazine or website? Include it in your marketing!

Did you share a stage with a big name? Does someone with name recognition and influence consider you brilliant, a visionary?

Big or little, reviews are the money combination of celebrity and implied endorsement.

5. Reference framework.

What’s  your particular approach, your style? What do you believe is right and wrong when it comes to your industry?

Do you regularly bust myths in your field? What’s your philosophy? How is it different, more advanced, or easier to use?

Maybe you’re the attorney who explains legal issues in plain English for your tribe of small business owners. Or the career coach for women who advocates asking for more – much, much more. Or the marketing consultant who doesn’t think clients should spend time on social media.

Your philosophy, your point of view and your communication style are all integrated to create your reference framework. Those are the ingredients to your own special sauce.

To help uncover your reference framework, so that you can share it clearly and frequently, start by asking yourself these questions:

What do I believe about the world?
What do you believe about people?
What do I believe about business?

Your fame boosting assignment:

This week, take 15 minutes and a sheet of paper or your favorite digital note app. Make a list of credibility factors from each of the five categories. Keep going until you have at least a dozen – I know you’ve got loads!

Then, weave these credibility factors into your bio, your website’s About page, and the stories that you tell during a networking conversation. Let your star shine bright, A Lister.

How to get people to buy from you: 26 motivators

Enjoy your free weekly tip to boost your fame factor. (Be sure to sign up in the box on the right to get on the VIP list for free tips and training, delivered straight to your inbox.)

Famous in your field tip: focus on your clients' top motivators

Famous in your field tip: focus on your clients’ top motivators

“So, what do you do?”

How you answer that question might depend on where you are and who’s asking it. If you’re at a cocktail party, go ahead and tell your conversation partner that you’re a coach, a consultant, a chiropractor, a cobbler.

But don’t stop there. Especially when you’re in a conversation with a potential client or referrer.

After you tell them what you do (in easy-to-understand terms, please!), tell them the results people get from working with you.

Here’s a juicy tip: describe the results in terms of what motivates your customers to buy from you.

If you want to move people to action (and to spend money), you have to tap into the desires that motivate us as human beings.

You want motivation? Here are 26 reasons that people buy:

1) To make money
2) To save money
3) To save time
4) To avoid effort

5) To get more comfort
6) To achieve greater cleanliness
7) To attain fuller health
8) To escape physical pain
9) To gain praise
10) To be popular
11) To attract the opposite sex
12) To conserve possessions
13) To increase enjoyment
14) To gratify curiosity
15) To protect family
16) To be in style
17) To have or hold possessions
18) To satisfy appetite
19) To emulate others
20) To avoid trouble
21) To avoid criticism
22) To be individual
23) To protect reputation
24) To take advantage of opportunities
25) To have safety
26) To make work easier

The top four are typically the strongest motivators.

Those are the ones that you should tap into when you talk about the results you deliver with your services. (But only if they’re relevant to your business. Otherwise, pick the motivators that make sense – if you’re a dating coach, then number 11 is all you, baby!)

Let’s look at how you can position your services to fulfill one or more of these motivators:

  • If you’re a human resources consultant, you don’t just provide human resources services, you deliver cost savings through innovative benefit plans.
  • Your clients make more money because you create a happier, healthier workforce for them.
  • Your clients save time because you are an experienced expert in your field and can find and deliver the best programs and new recruits, while they focus on their money making activities.
  • Your clients avoid effort because you do it for them, better and in less time than they could.

Your fame boosting assignment:

Work those motivators!

This week, take 15 minutes to really think about the products and services you offer and the results that clients get from them.

Position the results in terms of motivators. Then, give your website, marketing materials and elevator speech a “motivation makeover.”