21 February 2017 |   Posted by Lisa Sasevich
 

Jerry Seinfeld has a joke about the fear of public speaking that goes like this: “I saw a study that said speaking in front of a crowd is the number one fear of the average person. Number two was death. This means to the average person, if you have to go to a funeral, you would rather be in the casket than giving the eulogy.”

If this sentiment applies to you, don’t worry. I have worked with hundreds of entrepreneurs and I can tell you with absolute certainty, you already have everything you need to overcome your fear of public speaking.

The first thing I want you to know about public speaking is that it is not a unique talent. It is a skill that you can learn, and master with practice. Think of the best speaker you’ve ever seen. They were not always that good. They struggled, they learned, they honed their craft. They become a great speaker. They weren’t born that way. In fact, when they were born, I can assure you they couldn’t speak at all.

If you truly want to overcome your fear of speaking, you can. And these tips will help you do it.
 

Build Confidence By Controlling Your Environment

You don’t have to give your first speech as the commencement address at your Alma Mater or as the keynote speaker at a large conference. As I discussed in my post about the importance of speaking for entrepreneurs, when you are talking about your business or your passion to a group that wants to hear what you have to say, you are SPEAKING.

This speaking can take place in your living room with five people, on a conference call, as part of a group meeting, or online through a webinar. Starting in one of these environments, whichever one makes you feel the most at ease, is a great first step to overcoming your fear.
 

Imagination NOT required

Overcoming your fear of public speaking is not about convincing yourself of an alternate reality. You don’t need to picture the audience in their underwear or visualize yourself on stage as the confident speaker you one day will be.

Becoming a confident speaker is all about your message, and your message is already in you. It is your truth. But you convey so much more than your words when you are speaking. Your body language is key.

By learning and using body language that projects comfort and confidence to your audience, you can start to feel that confidence grow in you. Your confidence can come, at least in part, from the outside in.
 
Becoming a confident speaker is all about your message, it’s already in you. It is your truth. Click To Tweet

 

Prepare, prepare, prepare

I’m usually not one to use a sports analogy, but my marketing director told me that basketball coach Bob Knight once said, “The key is not the will to win. Everybody has that. It’s the will to prepare to win that’s important.” And that seemed kind of perfect to me.

You see, the same is true of public speaking. Wanting to be a great public speaker isn’t enough. It’s really all about the preparation. But how do you prepare?

First, know your audience and craft your message to them. Speak in a way that is comfortable and natural for you, but in a language they can understand, and make sure you are addressing their needs and not just your own. If your message is clear and it resonates with them, you will feel that as you speak and it will make you more confident and comfortable.

Second, anticipate resistance and prepare to meet it. Find the most likely objections to your message and know how you are going to answer those objections.

Meeting obstacles you didn’t expect is nerve-wracking, but if you’ve anticipated the obstacle, encountering it can be comforting and reinforces your total mastery of what you are presenting.

Third, focus on how great your talk is, not how long your talk is. Everyone in your audience would prefer an excellent 45-minutes to a mediocre 90-minutes. They would also prefer an excellent 90-minutes to a mediocre 45-minutes. It’s not about the length, it’s about the quality. Every time.

In addition – and I can’t emphasize this enough – practice. Practice in front of a mirror, or on video, or with a colleague who can give you feedback. This can be really helpful in identifying all the ways you are communicating when you speak; your tone of voice, body language, facial expressions, hand gestures, ums, uhs, crutch words, or jargon.

All of these are more easily identified and improved upon with an outside point of view.

And finally, know your space. By arriving early and getting comfortable in the room you remove an unknown, which will make you feel much more at ease. Take some time in the room before the crowd arrives to just be in the space, to breathe in the space. This will help to prepare your body and mind since you’ve already prepared your presentation.
 

Practice Self-Care

Taking the time to take care of yourself is crucial to both the health of your business and to your quality of life. I have written a post dedicated to the importance of self-care in your life and your business, but it’s especially important for overcoming your fear of public speaking.

It’s very hard to master something new when you are feeling tired, irritable, stressed, or forgetful. You’ve done the work of preparing your presentation. You are the expert in the room and are the only one who can deliver your message. Now take some time to relax and feel refreshed so you can do your best.

You’ve taken care of the work, now take care of you.

And after it’s done, take some time to reflect. Muscles are built in the rest time after the workout. The same is true for learning from what you’ve done. In quiet reflection after a presentation is when you learn the lessons of that experience.
 

Be Yourself!

Remember that what you are offering when you speak is yourself. You are giving your audience the gift of your experience and perspective. They want the real you!

Which is great, since there’s no one else you’re more prepared to be. You’ve been you for a long time!

Bring your authentic self and let your personality shine through.

There are two ways that speakers tend to short-circuit their own authenticity.

First, by trying to wing it. Gaining speaking confidence is all about being prepared and the more prepared you are to deliver the content of your speech, the more your true personality can shine through.

Second, by over-scripting what you’re going to say. The pendulum swings both ways – creating rigidity and over-scripting makes it easier to get thrown off if someone asks a question you were going to talk about later, or you understand that the room isn’t responding to something, or if the projector breaks or the mic goes out. Know your content and be comfortable with your delivery, but avoid getting locked into reading off a prepared script.
 

Prepare For Things To Go Wrong

Breathe.

Breathe again.

There. Good. If you speak long enough something will go wrong. It’s ok. It happens to all of us.

Take some time in your preparation to think through how you’ll respond if something doesn’t go as planned. If you’ve thought about it already it will be less of a surprise if it happens.

The important part isn’t that something went wrong, the important part is how you respond. Here are a few things you can do to master your response.

Don’t take it personally. The laptop going out isn’t the will of the universe directed at your presentation. Keep cool. Breathe. You know what you’re going say and you know it’s worth hearing. This won’t derail you. You’ve got this!

Find the humor in the situation. Your audience is going to feel bad for you when something goes wrong. They’ll tense up on your behalf. If you can relax into it, find the humor and keep it light, they will feed off your positive energy and you’ll all ride the storm out.

Stick to your plan. You’ve prepared for this presentation. You know your stuff. You know it will work the way you’ve planned it. Do what you had already planned to do and you’ll be just fine.

For more tips on how to save the show when something goes wrong, you can read a longer piece that I wrote here.

7 February 2017 |   Posted by Lisa Sasevich
 

As a heart-centered entrepreneur, whether you are launching a new business, or trying to make the quantum leap you know you are capable of, you have an incredibly powerful tool at your disposal that costs you nothing and is uniquely yours: your voice.

By using your experience, your expertise, and your voice to speak to groups, either large or small, you can build a solid foundation and kick-start your growth.
 

What Is Speaking?

Let’s get rid of a few misconceptions first.

First, we aren’t talking about The State of the Union or a Commencement Address here. Speaking does not have to be done in a formal or lavish setting for it to be effective. In fact, as an entrepreneur, expert, or business owner, you use your speaking skills in multiple contexts every day.

The same speaking skills you use to convey your message to a small group gathered in your living room are the same ones you use in a conference room, creating a webinar, participating in a conference call, or up on stage in front of hundreds of attendees who have paid to hear your message.

Second, contrary to what your fears are telling you, you don’t have to be an extrovert or love getting up in front of a crowd to speak. There are a lot of tools you can use to make you feel more comfortable. You can effectively deliver your message in a video, a webinar, or over the phone.

Remember, whenever you are talking about your business or your passion to a group that wants to hear what you have to say, you are SPEAKING.
 

Why speak?

 
You have something to say that no one else can. Click To Tweet

The combination of your experience, knowledge, and perspective is unique to you and the world is clamoring for people who can speak authentically to those experiences.

Boost your visibility
By speaking you make yourself more visible to the world in a way that is more personal, accessible, and impactful than any writing or social media following you can create.

Boost your credibility
When you are just starting out, you have the expertise to help your clients, but you lack the track record of successes and overjoyed customer testimonials that help convince people that you are the solution to their problems. When they see you speak they see you for who you are, an expert.

Boost your profitability
Speaking is one of the cheapest ways you can add new business. You already have your ideas, experience, and voice. And for those of us who sometimes struggle with the technology side of thing (guilty!), speaking is perfect. You just need you, them, and a room.

Propel growth
One of the quickest and best ways to grow your business quickly is to speak to as many potential customers as possible. By speaking you can turn audience members into customers and into referrals for other speaking engagements where you can turn more audience members into more customers and more referrals. Oh, Imagine the growth!

Leverage time
The one thing you never have enough of as an entrepreneur is time. Speaking allows you to tell your story once and have it heard by as many people as can fit in the room. And if you’ve recorded your message, that same message can be seen and heard by the whole world.

But the best part of speaking is that you don’t have to go out looking for prospective customers, because they are already there.

In that 30 minutes or 1 hour, you have spoken directly to a group of people who wanted to hear what you have to say and are now ready to act. What’s a better use of your time than that?

Make Your Irresistible Offer
What separates a conversation about your passion into an opportunity to sell your services to your engaged and interested audience is your offer. Your presentation should be a gateway to your offer. When people hear your message and the passion you have for what you are offering right from your mouth, you can make your offer irresistible.

 

Make a Great Speech

How can you ensure that you’ve put together a great speech that is going to not only get people in the door, but have them leaving excited by your message?

1) Create a Great Talk Title
Your ability to deliver a great speech that turns into a sale starts with a Great Talk Title. Let your audience know not only what the talk is about, but how it will benefit them. The magic doesn’t happen at the end, but at the beginning and your Talk title begins to plant the seeds for your eventual success.

2) Create a Speaker Summary Sheet
Your summary sheet is a short biography of you, a summary of your talk (250 words, max! Keep it short), and your picture. This can be sent to organizations you want to speak to. You should also include a speaker introduction that the host can read when they are introducing you to the room.

3) Sizzle Reel
Your sizzle reel is a short video introducing yourself to your audience. It’s your trailer, press kit, speaker one-sheet, and bio … all wrapped into one powerful video. I highly recommend this for every speaker. You can learn more about it here.

4) A Signature Talk that Sells
Speaking from your heart always feels amazing. Speaking from your heart and actually turning that into sales feels even more amazing. Since 2009, I have been doing exactly that and I can show you how. The wait list for my Speak-to-Sell Virtual Boot Camp is filling up, but there’s still time to register here.

5) And finally, follow my Five-Step Formula SPEAK
S – stands for Speak. You must learn to speak in a clear and concise way to convey the unique value that only you provide. For example, I help entrepreneurs sell without being salesy. Pretty clear, right?
P – stands for Position yourself as the expert. You know more about your subject matter than anyone in the room. Own that! You are the expert in your category.
E- stands for Expect Resistance from the outside as well as the inside. When you’re moving forward, you are going to experience resistance. And that’s a good thing! Resist the urge to stop or slow down. Lean into the resistance!
A – stands for Authority. No one grants you the authority to be who you are! No one knocked on my door and said, “Hey, Lisa, here’s the crown. You’re the Queen of Sales Conversion.” That is who I am. I crowned myself!
K – stands for Knowing. Your intuition is strong and accurate. You already know. Stop second guessing yourself. You know what to do at any given moment.
 
Your ability to deliver a great speech that turns into a sale starts with a Great Talk Title. Click To Tweet

24 January 2017 |   Posted by Lisa Sasevich
 

You may have heard entrepreneur Jonathan Christian speak about his business success live on my stage. But as with most business owners, his path to success wasn’t the easiest nor was it necessarily the most expected. In 2008, a severe car accident changed his life in an instant. A challenging road to recovery followed, including a surgery to completely rebuild his neck which left him unable to work for over a year.

Jonathan was stuck at home to heal and feeling the stress of being self-employed with mounting bills. Little did he know, the scope of his business was about to shift as the result of an interesting influence. He found himself turning to social media as a means of staying in touch with the outside world and soon realized that such emerging technologies could benefit his small business clients.

“That’s where my blog started and 275 blogs later, I’m still writing, teaching people how to leverage their story in such a way that people want more.”

He rebranded his company, We Make Stuff Happen, and began teaching clients what was possible with social media. They expanded into website and graphic design along with content writing and business was booming.

“For me, it was more helping than selling. Invariably, if you have the right skills to bring to the table and help people, they’re willing to pay you for it,” Jonathan says.

Yet even with decades of business experience under his belt, Jonathan, like many entrepreneurs, reached a point where he needed a different kind of change. He saw that his company was reaching capacity. Helping people was in his blood but by only helping a handful of people at a time, there was a limit to the amount of income he could generate.

“Even if I employed more people, it was still just me. I could only bring in so many leads.”

After participating in the 6-Figure Telesemninar and Webinar Sales System program and taking full advantage of his ticket to the Speak-to-Sell Live event, it was Jonathan’s wife, Debbie, who nudged him to dive headfirst into the year-long Sales, Authenticity & Success Mastermind, known as the “Sassy Mastermind”.

Jonathan jokes, “Who am I to dispute my wife? It was the best thing I ever heard.” Though it was quite a large investment, Debbie believed in Jonathan and his business, trusting they would see a return on their investment in the program. Sure enough, within the first year using the Speak-to-Sell model, he earned that money back tenfold.

Within just a couple months, Jonathan launched a webinar that enrolled 23 people and literally doubled his business without doubling overhead. He’d generally take on one new client or so a month and suddenly there were 23 highly invested clients enrolled in this 26 week program.

Out of that, he launched a mini version to serve those clients who might only need a refresher, a social media boot camp. This entry-level course, enrolled over 100 people. And since both of these products were virtual, it freed Jonathan up to work in-depth and one-on-one with a handful of clients.

“I used to physically go to somebody’s office and work with them, which I still do and love, but now I can do both. And we’ve achieved amazing results because we’ve done that so intensely. We’ve got a much bigger stage.”

And this is just the beginning of his story. His company is poised to shatter the goal of earning seven figures in three years. “I’m bold. I’m two years to seven figures. That’s my goal and we’re over halfway there.”

His results have been truly amazing and it’s led to huge freedoms in Jonathan’s personal life as well. He and his wife now live in their dream home and he owns an amazing office he never thought was within reach. When buying his new home, Jonathan needed an additional $50,000 in the bank. He was able to generate extra business and earn the money in only one month.

And it’s not just these tangible benefits Jonathan now enjoys. With his increased income, he’s been able to spend time with his family on amazing vacations, such as the two week cruise he took Debbie and her parents on aboard the Oasis of the Seas.

“My mother-in-law just hugged me and cried on my shoulder and thanked me. I couldn’t have done this for them a year ago. That’s priceless and I didn’t do it from debt. I did it from cash flow, from using my Speak-to-Sell talk.”

Such gifts as that quality time with family are immeasurable and precious in the fast-paced entrepreneurial world. His giving to others has been magnified as well and he’s been able to help several different charities much more deeply. Though Jonathan says perhaps the greatest gift he’s received came directly from his experience in the Sales, Authenticity & Success Mastermind.

“This is my stage. This is my time in life to impact the world with the gifts that I’ve got and I gained that through the Sassy mindset.”

6 January 2017 |   Posted by Lisa Sasevich
 

As an entrepreneur, you’ve undoubtedly heard the buzzwords: “self-care” and “’me’ time.”

By now, you probably know you need them, in order to live a happy and balanced life.

But you also know that creating the type of personal freedom you crave requires hard work.

You may be wondering how to get everything done and fit in self-care and ‘me’ time.

I have good news: hard work and self-care do not have to be mutually exclusive. In fact, creating the time and space for self-care is critical if you want to achieve your biggest goals … and enjoy the journey along the way!
 

What IS Self-Care, Exactly?

“Self-care” describes any actions you take to identify and meet your own physical, mental, emotional, and spiritual needs.
 

Why Is Self-Care So Important?


Research from the British Psychological Society confirms that we don’t make good decisions when we’re burned out. Yet ambitious, goal-driven people often push right on through the overwhelm, even when they are really stressed.

And let’s face it: most entrepreneurs are stressed, to some degree.

Let’s take a quick look at some numbers:

A recent survey by The Alternative Board found that:

  • 19% of small businesses owners work 60 or more hours each week,
  • 30% work 50-59 hours, and
  • 33% work 40-49 hours.

In other words, more than 80% of business owners work MORE than full-time.

AND, 79% of survey respondents said they are working too much.

Are there consequences to this kind of overwork?

According to this survey, yes. About three-quarters of respondents reported experiencing business-related stress manifesting as impatience, insomnia, forgetfulness, mood swings, restlessness, boredom, and temper outbursts.

Clearly, your stress level impacts how well you’re able to do your job—to serve the people you’re passionate about serving.

If you’re stressed, you can’t effectively serve your clients, you can’t effectively attract new prospects, and you can’t convert any sales.

But when you take care of yourself, you’re able to better serve and take care of those around you.

So, if entrepreneurs are already spending too much time working, how can they possibly fit in self-care?

The first step: make it a priority.
 

Prioritizing Self-Care

You ARE your business. You can’t afford to be less than your best, or to let yourself go.

In fact, I want you to consider recharging an entrepreneurial essential!

There IS a way to run a business you love, and enjoy all the time for self-care you desire. It’s called structure.

Structure gives you the ability to be successful and to take care of yourself, and it’s as important in your personal life as it is in your business.

If your days are already full and you’re not doing any self-care now, the idea of adding something to your schedule may feel daunting.

It’s okay to start small (you don’t have to drop everything and run off to Tahiti!).

Maybe you set aside 30 minutes of self-care each day, right when you wake up or just before you go to bed. Or, you may opt for an hour of ‘me’ time every weekend.

Start small, and see what works for you. The key is to start.

Structure gives you the ability to be successful and to take care of yourself. Click To Tweet

Uncertain of what self-care may actually look like for you? Keep reading …
 

Self-Care Activities

Get enough sleep. Many of us skimp on sleep, telling ourselves we have too much to do. The National Heart, Lung, and Blood Institute says sleep helps your brain work properly and enhances your creativity as well as your problem-solving and decision-making skills—all of which are essential to your business success! Lack of sleep can make you feel angry and impulsive, have mood swings, feel depressed, or lack motivation.

Eat healthy foods.
Eating healthy is good for your physical health, and it can increase your productivity, according to a study by the Population Health Management. Foods rich in vitamins and minerals have been associated with a lower risk of depression and stress.

Exercise. Innumerable studies have shown exercise reduces stress, clears your mind, and keeps you fit and healthy. Go for walks, practice yoga, jog, hit the gym … find something that feels GOOD, and do it!

Treat yourself. Whether you love massages or a glass of wine, you should treat yourself regularly.

Take breaks. Stand up after being at the computer for a while. Set a timer, and when it goes off, take a little stroll to clear your mind and stretch your body.

Spend time enjoying hobbies. Read, visit museums, take photos … whatever tickles your fancy!

In the end, it comes down to making your own rules. Which of these items is at the top of your self-care list?

When you incorporate self-care into your routine, you can perform more effectively at work by better serving your clients, attracting new ones, and making more sales.

You’ll also be more productive, happier and less stressed.

So remember, self-care is more than just a buzzword; it’s an entrepreneurial necessity!

P.S. If you’re not sure how to fit self-care or me time into your daily routine, check out these fantastic apps that help you incorporate it, every day.

28 December 2016 |   Posted by Lisa Sasevich
 

What if I told you that as a heart-centered entrepreneur or expert, you have one of Hollywood’s most important tools right at your fingertips?

You do!

When producers are getting ready to market their movie, what do they do? They create a short-but-powerful trailer that makes audiences crave that movie. In darkened theaters, people whisper, “I can’t wait to see that,” or “That looks good.” This my friend, is a prime example of attraction marketing.

The trailer is one of Hollywood’s most important tools.

So what does that have to do with you?

Well, trailers aren’t just for movies.

As an entrepreneur, you can create your own “trailer” … one that builds your credibility, positions you as an expert, and ensures you get your message across to your most important audiences.

It’s called a Sizzle Reel, and basically, it’s an entrepreneur’s trailer, press kit, speaker one-sheet, and bio … all wrapped into one powerful video. (A quick note: This is different than a promo video. Basically, a promo video is very short, and it creates emotional engagement. The Sizzle Reel, on the other hand, backs it up logically, and turns prospects into buyers.)

Think of a Sizzle Reel like a video business card!


 

4 Reasons Why I Recommend You Have a Sizzle Reel

 

  1. It builds credibility. Simply having and using a good Sizzle Reel makes you come across as a professional.
  2. It positions you as an expert. When you do it right, a Sizzle Reel includes your certifications and degrees, your personal transformation, and evidence of your clients’ results, proving that you know your stuff.
  3. When you’re speaking at an event, a Sizzle Reel allows you to skip the “who I am” background and jump right into your vulnerability story and teaching.
  4. It ensures that what you want said, is actually said. When someone introduces you at an event, he or she can play the Sizzle Reel immediately after the intro, so you know your audience will hear what you want them to. Just to give you a quick example, even though I usually give event organizers my bio, they often introduce me incorrectly, as “The Queen of Sales Conversation,” leaving out a vital element of my title, sales! A Sizzle Reel would prevent something like this from happening!

Where can You Use a Sizzle Reel?

 

  • On your website. Your website plays a vital role in attraction marketing in today’s world, this is a must have.
  • When you’re submitting your resume to speak at an event, or when you’re submitting an article to a publication.
  • During events, so the event organizer can play it after introducing you.

In short, use it anytime you want people to know what you do and what you’ve accomplished.
 

What to Put in Your Sizzle Reel?

When you’re putting your Sizzle Reel together, consider what actually carries weight in regard to your expertise and the work you want to get in front of people.

For example, your Sizzle Reel may include:

  • Clips featuring you, speaking, on the news or at events.
  • Accolades and awards you’ve received.
  • Client results and colleague accolades via video testimonials.
  • Relevant news or media mentions.
  • Your bestselling book.

So, now you know you need a Sizzle Reel, but …
 

How Do You Make a Sizzle Reel?

Here are some great pointers from an article by Ryan Avery, speaker, trainer, and coach. (You can read the article in its entirety, here, if you’d like.)

Step 1. Start collecting videos of you speaking. You can have an audience member take videos with your own camera (in exchange for a small gift) or you can ask for a copy of any video that’s being professionally recorded. Finally, you can hire your own videographer (and yes, it’s worth the investment!).

Step 2. Collect video testimonials. Make sure your camera’s microphone has good sound-capturing ability. Collect testimonials from your clients and from people with whom you’ve worked professionally.

Step 3. Collect photos of you speaking. It’s best to collect these photos on the spot from volunteers or audience members; for example, if someone uses his phone to take a photo of you, ask him to text or email it to you right away.

Step 4. With editing software (or with the help of a professional editor), put together your Sizzle Reel. (Ryan says he uses iMovie and has also hired an editor.)

Step 5. Share your Sizzle Reel and enjoy the rewards!

Again, a Sizzle Reel is a powerful way to showcase your expertise and leverage attraction marketing … to make prospects crave the transformation you provide so that once they see it, they’re saying, “I can’t wait to work with her.”

So get started on yours!
 
Use your sizzle reel anytime you want people to know what you do and what you’ve accomplished! Click To Tweet

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