By Larry Long Jr.
Commitment is KEY!
“When you’re committed, you move and you shake in a whole different way.” — Larry Long Jr.
Commitment is the foundation of success. Think about your current level of commitment to your speaker business, and specifically, your sales efforts.
On a scale from 1-10, where do you stand?
Are you merely interested, or are you obsessed?
True transformation begins with unwavering commitment.
Chris Vasami, my mentee from the NSA Carolinas Speaker Academy, challenges the baseball/softball athletes he works with, with this question: Are you interested, committed, or obsessed? Let’s apply that to your business. Where do you stand?
Sales Secrets & Strategies: Redefining Sales
What is sales?
If I were to ask you to define sales, what would you say? Many speakers (… and professionals, in general) see sales as something not enjoyable (even, hate) and not desirable … oftentimes viewed as something deceptive and naughty.
But here’s the truth: sales is serving. It’s about building relationships and solving problems. When you shift your mindset, sales becomes an opportunity, not a chore.
Fear of sales? You’re not alone!
92.6% of Professional Speakers are afraid to make cold calls. (*Okay, that’s anecdotal and I made up that number, but Harvard Business Review reports that 48% of B2B sales professionals fear cold calls.) Why? Fear of sounding salesy. Fear of rejection. But if you don’t make the call, someone else will. Your voice matters!
Multi-Touch Approach: The Secret Sauce
Your outreach strategy should be diverse. Don’t rely on just one channel. Here are some options:
- Phone
- Social Media
- Handwritten Notes
- Referrals
- Content Creation
- Speaking Engagements
- Podcasts & Blogs
- Events & Conferences
- Books & Articles
- Community Involvement
Top 10 Speaker Sales Success Strategies
- Get Out of Your Comfort Zone – Take bold action NOW!
- Fill Your Pipeline – Consistency is key.
- Stay Curious – Learn, ask, and grow.
- Invest in Yourself – Training, coaching, and self-improvement.
- Commit to Excellence – Don’t settle for mediocrity.
- Ask Tough Questions – Challenge yourself and your prospects.
- Bring Fresh Perspectives – Be different, be valuable.
- Differentiate Yourself – Stand out in a crowded market.
- Have a Clear Vision – Know your audience, your message, and your impact.
- Prioritize Relationships – Contacts become Contracts through ‘R’elationships.
If you were to focus your attention on strategies #1, #2, and #10, your business will transform!
Simplify Your Sales Process
- Time Management – Protect your revenue-generating time. Are you spending your days doing ‘revenue-generating’ activities or ‘other’?
- Prospecting – Identify and pursue ideal clients. What’s your ICP (Ideal Customer Profile) and Avatar?
- Discovery – Ask the right questions to overcome objections. Are you digging in and inquiring with relevant questions that help uncover problems to move you closer to the order?
- Demo/Presentation – Showcase your value. Are you spotlighting yourself and services as a ‘perfect’ fit to solve the problems expressed by your prospects?
- Close the Deal – Confidently ask for the business. Are you explicitly making the ask to partner and win the business?
*Bonus: Post-Close Follow-Up – Whether you win or lose, nurture the relationship.
LinkedIn: Your Secret Sales Weapon
Why LinkedIn?
It’s considered by many to be the most powerful platform for B2B sales. If you’re serious about speaker sales, you need a LinkedIn strategy.
LinkedIn Top Strategies
- Document Your Plan – Know what, and who, you’re aiming for.
- Optimize Your Profile – Make a killer first impression, leveraging the prime real estate provided in your banner and profile picture.
- Engage in Discussions – Build relationships through meaningful interactions on others’ posts and content.
- Publish Content – Share your own thought leadership, insights, and expertise to establish and strengthen credibility.
- Partner – Collaborate with others, including industry influencers and industry leaders.
- Use LinkedIn Newsletters – Long-form content, which can be repurposed from an email newsletter, is a great tool to drive deeper engagement.
- Analyze Performance – Leverage data and make adjustments based on what’s proving to work successfully.
- Next-Level Connection – Utilize audio & GIF messages to engage & differentiate.
*Bonus: 1:1 Video Messages: Stand out from the rest with personalized video messages. PERFECT to connect, follow up, and close deals.
Consistency on LinkedIn = Success
I’ve found over the years, posting consistently drives engagement, connection, and provides speaking engagement opportunities. My track record:
- 2021: 354 posts (97% consistency)
- 2022: 328 posts (90% consistency)
- 2023: 311 posts (85% consistency)
- 2024: 309 posts (85% consistency)
If you want results, you have to show up on a regular basis!
Manifesting Success: Dreams Become Reality
While attending NSA Influence 2023, at the encouragement of then NSA Carolinas President Mike Mooney, CSP, I had a picture taken from the main stage, visualizing my future. Dreams really do come true through commitment, consistency, and community.
The Power of Community
Success isn’t a solo journey. It’s built through relationships, mentorship, and collaboration. The NSA community has lifted me up, supported my growth, and helped me reach new heights NEVER imagined.
The Cavett Spirit: Gratitude for Mentors & Friends
I MUST acknowledge and recognize the incredible individuals who have played a role in my journey. From colleagues to mentors, these relationships have shaped my speaking career and fueled my success. The spirit of Cavett Robert (*founder of NSA) lives on in the generosity and encouragement shared within this community.
To my mentors, colleagues, and supporters, THANK YOU! You have inspired me to push forward, stay committed, and aim higher.
Final Thoughts: Are You Ready to Get JOLTed?
If you want to take your speaker sales to the next level, the time to act is now. Whether it’s redefining your sales mindset, implementing a structured sales process, or leveraging LinkedIn for success, the key is COMMITMENT.
So, I’ll ask again: Are you interested, committed, or obsessed?
If you’re ready to JOLT! your speaker sales, let’s connect, strategize, and make it happen. The stage is yours … OWN IT!
To keep the conversation going, please direct message me on LinkedIn. Let’s get JOLTed! 🚀
Want to learn more from Larry Long Jr.? Tune in to his Thrive 2025 mainstage keynote, JOLT! Your Speaker Sales: Secrets & Strategies to Energize You Business. Access the recording now in the Digital Vault.
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