1.
Prepare less.
Kind of paradoxical isn't it? One would think that the more you prepare and the more information you give, the more you will be seen as the expert.
While that might be true in some cases, it can actually be a turn off in others.
Your attendees want to be able to connect with you on a human and emotional level.
They want to connect with you as an equal.
If you sound too professorial, you are likely to accidentally repel potential clients.
Plus the quantity of information you share is important.
Jamie felt that she needed to share a lot of research on eating disorders.
By sharing so much, I am afraid she overwhelmed her audience.
2.
Facilitate and seed more.
Consumers today don't want to be 'talked at.
' They want to be invited into a conversation.
Once again, it is like dating.
If your presentation includes interaction with your audience - asking them their ideas on your topic, they will end up liking and respecting you.
You are seen as approachable and that you care about them and their ideas.
So asking, "What do you think about (your topic)? What works? What doesn't work?" invites conversation.
An added benefit is that it is actually easier for the presenter.
My coach once told me that delivering a good presentation should be like sipping tea.
" Jamie, my friend, might have been more successful if she shared some success stories.
She could have shared a struggle one family had with an eating disorder, how she helped them and how well the family was doing now.
This can be done in a very relaxed way when talking about "what works.
" Seeding (sharing a success story about what happens when one works with the presenter) can be very effective and a great way to connect with your audience.
3.
Use your feedback form.
While many presenters look to attract clients directly from the event, my idea has always been to get them into my keep in touch cycle.
I then send them articles of value until they - one day - decide to hire me.
But you can do either with a good feedback form.
On the feedback form, invite the person to enter the raffle (I give away a Starbucks card usually).
But also have check boxes for two more offers: "Yes! I want to get your free report (title)" and "Yes! I'd like a free consultation to discuss (talk title here.
)" By having the three boxes to check, they have several options (of increasing commitment) to extend the relationship with you.
They can simply enter the raffle and hope to be a winner.
They can get into your keep in touch cycle by getting your free item (your 'pink spoon.
') Finally, for those that are more interested, they can request a no-charge consult with you.
(I recommend the consultation be the same length of time as your regular sessions and in the same place you work.
So if you do mostly phone sessions, then over the phone is fine.
If you do mostly in-person work, I strongly recommend the no-charge session be in your office.
You will imprint the time and setting in them and you will do your best work.
) You may be wondering why I suggest you offer this at no-charge? If you have a full practice, then don't offer the free consult.
But if you are building and need more, then why not? However, I wouldn't make it a policy to offer free consultations except when doing speaking events or unless you have a really good reason for doing so.