When you as a business owner, leader, or sales person consider all the ways that you currently use to generate leads or referrals for your business, you tend to think of what you have always done.

This usually includes:
• asking for referrals
• your current connections and associations
• existing clients
• making phone calls
• sending emails

Rarely have I found that we think of using public speaking as a method for generating leads. If you think about it, how much more qualified prospects can you have if you are speaking in front of your ideal prospects. If you provide them will valuable content that leaves them wanting to know more and wanting to stay connected to you and your business. I know myself that I have been to conferences and seminars that leave me wondering why I attended as I didn’t hear anything that I had not heard before.

What value can you provide that is thought provoking and entertaining?

We call this type of a talk as edutaining. It educates your prospects and is engaging while also entertaining them. You will want them to be hanging on your every word. Use words and gestures that people can connect with.

You can take a Quiz to see how you can benefit from Speaking – Click Here.

Here is a tip that you can use when designing your talk:

Have a relevant story of someone your products and services has helped.

Write down the name of a client or customer who has received great results working with your business and who had a similar issue as many of the people in your audience. Make sure you choose a client or customer whose issue was resolved by using your solution.

Have a Then, Now, and How to your story. This should be a dialogue not a monologue.

Then – The “Then” part of your story should be prior to your solution. It should be something your audience wants to avoid or a situation they are currently in but want to eliminate. What are some details that made the situation more difficult? What is something that would make your audience care about your client? Something that personalizes the situation.

Have a transition between Then and Now. You can move from your right to your left of the audience to show you are moving from past to present. As they will be looking at left to right as in reading a book. You could also say “Now let’s move to today and see how XYZ is doing.

Now – What is the client or customer’s situation after the issue is resolved? It should be something your audience desires and can see the benefit of. Help them to visualize how your client or customer felt after the issue is no longer present. Make sure that your audience can connect with the result or outcome. Is the outcome desirable to your audience? Can they see themselves in the outcome?

Have a transition between Now and How. You can move to the far right for your How scenario. Make sure you to the middle of the audience for your Now portion of the talk. You could also say “I am sure you want to know How this issue was resolved”.

How – What is the process (not in too many details) that helped your client or customer achieve the desired result? Have a name for your process that your audience will be able to remember. I am sure you have heard commercials or ads talking about systems or processes like “The Total Transformation System”, “The Total Money Makeover”, or “The One Page Performance System”.

Remember to have your talk reflect an actual result or outcome that your audience can connect to on a personal level. Does it resonate with them?

Use the Then, Now, and How story to get your audience engaged in your solution.