Isnworks Advises Common Errors Speakers, Trainers And Consultants Make

Jan. 28, 2011 - PRLog -- Not Qualifying Prospects – Too much energy wasted on people who aren’t ready, able or willing to sign a contract.  Speakers, trainers/consultants need to state, up front, what their services are and find out whether what they’re selling is what the prospects wants and need.

Talking Too Much – Professional speakers/trainers have found the sooner they start asking questions and finding out whether or not their services meet the prospect’s needs, the more likely they are to get the engagement.

Focusing on Selling the Service – Spending too much time explaining their services and forgetting that they are dealing with another human being.  Since most decisions have difficulty weighing the merits of one speaker/trainer over another, they look for someone they like and trust to help them make an informed decision.

Convincing and Persuading – When a speaker/trainer tries to convince or persuade, the natural response is resistance.  Sometimes Unconscious, but most of the time it is a conscious reaction. A speaker/trainer must learn to hear “no” and let the other person know that it is all right to say no if they don’t want the service right now.

Inferior Marketing Materials – Marketing materials should state the benefits of a speaker/trainer’s products or services.  Too many brochures are 80% about the person and 20% about their services.  They should be visually pleasing and address the benefits of the speaker’s program.

A Defensive Relationship – Speakers and trainers would do well to change their attitude from “selling their programs to discovering whether there’s a mutually beneficial basis for doing business.  As soon as prospect senses that the speaker is looking for a win-win situation, they start to trust and drop their defenses.

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ISNWorks is a marketing company that specializes in marketing programs for speakers, coaches, consultants and trainers. Our goal is to increase our clients exposure to meeting planners to increase their speaking engagements and speaker fees.