STEP TWO: Identify Your “Power Presentation Opportunities” Filter

Do you want to read the previous post in this series? Just go to http://tinyurl.com/bhobu7 .

If you spend ten hours preparing for a presentation, six hours at the event and one hour delivering the presentation, seven hours following up and walk away with only $2,000 in revenue (because the organization paid you that fee), is that a good use of your time?

What if you could spend ten hours preparing, six hours at the event, one hour delivering the presentation, two hours following up and walk away with $25,000? Which is the better return on investment?

Example 1: 24 hours invested for $2,000 in revenue = making you worth $83/hour
Example 2: 19 hours invested for $25,000 in revenue = making you worth $1,315/hour.

The winner is Example 2, hands down! What’s the difference? Leverage and Focus.

In every aspect of the Success Connections coaching programs we teach you to know the difference between a “bright, shiny object” and a high payoff activity.

I have a saying. “Everything that you say yes to means you have to say no to something else.” Successful people with massive results know that they will only say YES to the opportunities that will generate results in alignment with their priorities and vision of success. If you are reading this right now and don’t know what your vision of success is or what your priorities are, you need to get clear about these foundational pieces.

Know Your Outcome

The first thing you must do is be clear about your desired outcome. What’s important for you to have happen? And how does that align with your current goals for your business. Here are some possible outcomes to consider:

• Generate revenue either as a paid speaking or selling of back of the room product (or both.)
• Build your contact database (often referred to as list-building.)
• Get visibility or position your company.
• Launch a special product or event.
• Experience recognition as an expert.
• Make a difference.
• Build connections with others.
• Have fun.

What you MUST identify to master this principle is how your desired outcome is aligned with your current goals and priorities. Many people come to me to build their speaking business with recognition and visibility as the desired outcome but they don’t have the financial results they need. If you are saying YES to opportunities that are for long-term payoff (which recognition and visibility typically are) then you won’t have time to make money.

Know Your Target Audience

Who is your target audience? Are they network marketing companies, mortgage brokers, corporate employees who want to become entrepreneurs, stay at home moms, Fortune 500 executives? Who do you want to work with in your business? If the type of person who would most benefit from your products and services is a woman who has small children at home and you are primarily speaking at Chamber of Commerce meetings, is that the best investment of your time? If you don’t know who your target audience is, then you will want to pause here.

If you are speaking for high profitability return on investment, you must know who your target audience is. Otherwise it’s like trying to hit the “bullseye” with a sewing needle. You are going to be all over the place and rarely, if every, hit the big payoff. If you don’t know what your target audience is, you will want to figure that out first.

Action Step: Create your “Power Presentation Opportunity” filter. It will be something like: my target audiences are corporate employees who make upwards of $75,000/year in income and want to become entrepreneurs but don’t know where to start. The audience will be at least 50 people, be within 45 minutes of driving and I will be the keynote or main speaker. This venue will promote my products and services as well as pay me a minimum speaker fee of $2,500.

Now it’s your turn.
Stay tuned for Step 3: Create Compelling Presentations That Sell.

Related posts:

1. Get Your Public Speaking Juices Flowing! Identify Your “POWER ZONE!”
2. The CEO Factor: Combining 4 Factors
3. STEP 3: Create Compelling Presentations That Sell (Part 1 of 3)
4. STEP 4: Leverage All Your Opportunities