Transcripts
1. 0 How to Improve Public Speaking: I am lover Kramer
and my team and I will be your mentor
in this course. If you ask most people, they'll probably say they don't feel comfortable
speaking in public. I was like that too. Through this course, we will be teaching you how to improve these skills and speak confidently and in front
of a live audience, small or even bigger
than a thousand people, whether you're a small
business owner, a student, or an employee, you'll learn
how to use words to inform, persuade, educate,
an, even entertain. What will you get
in this course? In short, we'll go over
the basic fundamentals, everything that you
will need if you are really afraid of speaking, if you have some
intermediate experience, we will cover what it
takes to speak to groups myself as a Train, the
Trainer, facilitator. I've organized different types of public speaking and trained people and certified people on different types of
facilitating coaching, speaking, and many more
types of communicating. In the last six years, I've been traveling
around Europe, mostly facilitating these train the trainer sessions so that the next generation
of facilitators, trainers and speakers could
further their knowledge, improved some of
the organizations that I've been a part of. Now these train the
trainers that I usually facilitate our
five-day conferences jam-packed from eight
in the morning till ten in the evening with
exercises and hourly workshops. I cannot cover all of them, but I will cover the
most essential ones that will get you started. If you have a team
that you need to lead, a virtual team that
you need to motivate, as well as if you want to pursue a career in
public speaking. Not only will I give you the fundamentals of
what it takes to be a good communicator with large crowds and create
emotional connections. I will also cover what
it takes to fully guide an emotional leadership
experience for small groups, which is sometimes
even tougher and speaking in front of
thousands of people, we will cover some stories and some case studies that I've
gone through as a speaker and over 20 countries
and twice on TED X and Google and many
other organizations. But mostly this
course is about you and making sure that
whatever you do is putting the people
they used speak to first because that at the end
of the day is what matters. If I could give you one tip that could summarize
this entire course. It's just care about people. If you care enough about people, it doesn't matter which
technique you're using, which intricacies you're going
deeper into what type of facilitation or coaching you choose to implement
in your sessions. As long as you care, you'll most of the time hit the goal of your
session and I'm already giving away one of the most valuable things
that you're going to learn, which is fitting up
goals and hitting them while implementing
different techniques. Whether you're a
facilitator, coach, trainer, or public speaker, which at the end of the day is a different technique for
speaking in front of groups.
2. Stairs of competence: Hi there and welcome
to new video. This is an important one for the entire category because
you need to understand where you are in the stairs of competence in order
to learn skills, the best way, we're going to
be covering four of them and four of these levels so that you understand what you need
to do at each level. Level one, unconscious
incompetence. This means you don't know, they, you don't know something. At this level, you are
blissfully ignorant. You have a complete lack of knowledge and skills in
the subject in question, and you're unaware of
this lack of skill. This is also the face where people are extremely confident, even though they
completely don't know that they don't
understand things. Good analogy that I
always use as I do martial arts is Brazilian
jujitsu resume. Jujitsu has been proven
to be one of the strongest in the Ultimate
Fighting Championships all the way in the beginning when it first started when he was picked up against all
these other martial arts. The reason why is because it was a very smart martial arts. And so a lot of
people would think if you are Braun
year and stronger, you'd be able to beat someone. And here comes this
Brazilian Jujitsu. And he was just
pretty much learning a craft like chess and getting people that were
twice his size and actually beating them
without hurting anybody, which is why I liked that sport. So when you enter that sport, you enter as a wide belt
thinking that if you are bigger, you'd be able to beat someone
up until the point where a 15-year-old can just take you and completely neutralize you. So that is a great analogy for unconscious incompetence level
to conscious incompetence. You are now aware that you don't know or are incompetent
at something. At this level though, you find that there
are skills you need to learn and
you may be shocked to discover that
there are others who are much more
competent than you. As you realize that
your abilities limited your confidence drops all lot. You go through and uncomfortable period as you learn
these new skills when others are much more competent and
successful than you. Again, when you take
this analogy into sports or business or sales, this is when the
white belt starts realizing that he or she doesn't understand what is happening exactly in the context
of sales or business. This would be your first day at the company thinking that you have a great
career behind you. So you might know exactly
how to do something, but yet on that first day you realize that that company
is doing something completely different
and you have to learn a whole new
skill all over again. The next step is level
three conscious competence. This is where you develop
a skill in that area, but you still have
to think about it. At this level, you acquired
a new skills and knowledge. You put your learning into practice and you
actually start gaining confidence here in carrying out the tasks or jobs involved. The beauty of this level is that you are actually aware of your new skills and work
on actually refining them. You're still concentrating on the performance of
these activities. But as you get more
practice and experience, these become
increasingly automatic, which brings us to
the next level. Level for unconscious
competence. You are a good edit. It comes naturally to you debts. What is associated
to this stair level? At this level, your new
skills become habits and you perform the task
without conscious effort, just like driving a
bike or driving a car. And you do it with
automatic ease, this is the peak of your
confidence and ability. And obviously, of course, when you've actually mastered the skill and are ready to
move on to the next level. Those were the four levels that you can go
through in the stair, self competence, hope
you enjoyed this. Try to look at where you
are from that perspective and then continue through the
exercises of this category. And hopefully this
video has helped you. I'll see you in the next one.
3. Personality Tests: Welcome to the next video
and here we will be talking about why it's essential
to know yourself. Now this is gonna be a really short introductory type video. Because as you move on
into the next category, it will be very, very important
that you test yourself, have some awareness about your
strengths and weaknesses, as well as where your
aspirations fly. Now very important is to do
some type of online tests. In the meantime, that can
give you indications. Of course, if you have access to proper psychological
tests, I do advice, dose. I actually studied psychology and have a background in it. The best and most agreed upon by academics test
is the big five. Of course it has
its flaws as well. And even their percentage wise, it won't cover everything. But again, they might give
you these tests indications as to who you are and how you react and what
your pitfalls, weaknesses and strengths are. So before the Big Five, there was the pen model for really easy and
quick questionnaires. I still tend to
use depend model. It's a bit less
accurate but also less complicated
than the big five. And of course, you might have
heard about tests like the Myers-Briggs d's are not completely upon and
greet by academics, mostly because it misses the
neurotic personality type. But again, these
could be giving you indications by your
strengths and weaknesses. If you look up things like
Myers-Briggs and you do those tests and they're
really quick, easy tests. And if you resonate with it, you might actually
resonate with things that might happen for
you in your career, in your love life,
stuff like that. These are just essential
for you when you actually start doing the exercises
in this category. That's why I would really appreciate if you
take your time, maybe we would have
partner go through the tests and then
afterwards ask your friend or partner
if you actually are this personality
type or not. Again, research to
test that you like. But I would say in order of accessibility and
obviously validity, the Big Five is
always number one, if you cannot really access or it's too complex to access, depend model is good one. And Myers-Briggs is something
to explore as well. Because it can push you
into the right direction. Of course, if you want a
proper personality tests, it's always good to go to
Psychology Center and do dose. But again, I don't advise it because for the purposes
of this course, DC-3 and probably the
Myers break-even, even though it is considered to be kind of pseudo science, will be more than
enough to give you the indications to where you are going with
this category. With that being said, I'll
see you in the next video.
4. How do we discover our passion: Hi there and welcome to the
next video where we will be covering on how you can
discover your passions. This is a foundational
video that will set out the entire course for you
as well as your career. Because if you are
schooling yourself or educating yourself
in the wrong thing, you will not last
and we'll make it. However, if you do
discover your passion, you might last quite
long in your industry. And eventually if you do last long enough
in your industry, you might become
quite successful. Now this video is all about
how we discover our passions. Now you might have
heard of the saying, money makes the world go
around, money, money, money. Unfortunately, statistics
show that this is still probably the main motivation
of many entrepreneurs. A lot of people go into business for one reason to make money. However, according to British business magnets
Richard Branson, it isn't actually a good idea if this is your main reason, your business or your job
career is likely to fail. On the other hand, if you are dedicated and passionate
about a particular fields, that energy can be
highly influential. Not only does it inspire the
people who work for you, but your audience
also catches onto it. When you believe in something, the force of your
convictions will spark other people's interests and motivate them to help
you achieve your goals. Are you still interested
in establishing your own startup or entering
into the tech sector? Well, if you are, you'll have to figure out what makes you take. You're going to
travel through time, revisit your past to reflect on the present and zoom
into the future. Here are some
brainstorming ideas. First, reconnect,
which are inner child. Kids are always running around
with tons of energy and I feel a little envious when I see how excited and
hyper naked get. But I remind myself
that I was once a kid to try to embrace that inner child within
you and release it. The objective here
is to rediscover your passion and feel
super psyched again, reminisced to your
childhood days. What were your
childhood aspirations when you were ten years old? What did you tell everyone
you are going to be what were your favorite
activities and hobbies? What did you spend most
of your time doing? Remind yourself about
who you were as a child and that you are
actually the same person. Now, you're still curious,
playful, and spontaneous. Grab a pen and a paper, write down all
these memories from your childhood will give
you plenty of ideas. For example, when I was young, my aspirations change
them every month. In January, I wanted to
be a doctor in February, I want it to be an engineer. In March, I wanted it to
be an interior designer. When I look back
at these memories, I sort of understand
why I didn't only have one aspiration because
I liked so many things. And to this day I still
like all these things. I regularly read about
health and technical stuff. My friends like to tease me and call me the Google doctor, or in my spare time
you'll see me pinning nice interiors on Pinterest. I have an entire
collection of living rooms and game rooms and how to
set up my own studios. Even some childhood
dreams on how to set up my bedroom that I
simply love to look at. Although I didn't
end up becoming a doctor or interior designer, I'm still very much
interested in the subjects. Who knows I'll start a business
in that industry one day. The first step is to brainstorm all these
areas of interest. Brainstorm all the things you've liked since
you were a young up until now and then
slowly dig deeper. Now the next way to brainstorm is to focus on your skills. Everyone is equipped
with skills. You may have picked
them up over the years, from school or your job, or even from Hobbes. These skills can be divided
into two categories, professional skills
and personal skills. These are some examples
of professional skills. Leadership and management, project management
presentations, team-building,
critical thinking, research, languages
and softwares. And some examples
of personal skills. Car maintenance, gardening,
first aid and CPR, sports games, art,
cooking, plumbing. We have a list of
1800 business niches that you can check out
within this course. Look into the skills
that you have honed, something that you have
good knowledge about. You wouldn't want to step
into unknown territories. Choosing an industry where
your skills lie will be beneficial if you are
skillful in certain areas, it will be easier and more
enjoyable to carry out tasks. Keep in mind that
you'll be using these skills to be productive. Think about what you're
good at and see if you can apply it to a
certain expertise. This will give you a
rough picture of what you'll be doing
on a daily basis. It also shows you
which skills are lacking and the type of team you will need
to put together. Along the way, you
can also pick up new skills that you
think will be helpful. There are loads of books and
video tutorials available, set aside some time for learning and growth would brings out your emotions in order to be passionate about something
you need to care about it. There must be particular issues that bring out your emotions. Whether that emotion is
happiness, sadness, or anger. If you need to figure
out why you feel a certain way about
certain topics. For an instance, when
you watch TV or read the news considered
times when you felt all of these emotions, perhaps digesting
the latest gadgets brings a smile to your face, or hearing about refugees
hits a sensitive spotting. You look back at all
those times when these emotions converted
into actions, or almost did. Did you tell your friends
and family about it? Did you start a
Facebook group for it? It would be a good idea to make a collection of these
feelings and scale-up, be innovative and have
a wild imagination. Maybe you figured out
a quicker way to get the latest updates on sports. Or it could be that you
want to support a cause. Whatever it is, has to be something that
ignites your fire. That fire will give you
direction and purpose. Now another way to brainstorm
is to envision the future. You're not the only one. There were a lot of
people out there that don't know where to begin, where to draw inspiration from. Let's take advice
from Elon Musk, the CEO of Tesla
Motors and SpaceX. He's an incredibly
brilliant individuals, some column of genius. Now according to mask, you don't have to
change the world. It's good to dream big, but keep it simple. Think about something that
will be useful to society, that itself is
already good enough. Your idea could
be as simple game or improvement in photo-sharing, whatever it is, it must
be good for the people. He could either have
a high impact on the small number of
people or low impact, but on the large group of the population
fast-forward 51020 years. And imagine what
life will be like, what problems would
need solving, focus, and how you could
solve these problems. For example, when musculus
Twenty-two years old, he thought about problems in these five areas and he felt
the urge to solve them. Multi-planetary life
was one of them, sustainable energy, genetics, artificial
intelligence, and internet. While studying in Stanford, he did not expect to run a
company like Tesla or SpaceX. He simply wanted to be
useful to civilization. Today. His main objective is
to continuously improve technology to make
sure that he gets better year after year. Nia acknowledges the
fact that it might take a really long time
to materialize. But what matters to him is that he's able to make
developments and pass it on to the next generation
to continue be useful. Try to repeat these two words in your head when going through ideas and problems that need
to be solved be useful. You can also check out the
interview carried out by Y Combinator with Elon Musk. You can go on
YouTube and find it. It's called How to build
the future and it's free. Now you're closing
in on your passion. What's next? You've gone through a ton of ideas and now you're feeling
super optimistic about it. The next step is to
take some precautions. Do your homework first, you need to study the market
before jumping into it. Try to minimize risks
and potential issues. Yes, we're talking here
from a startup perspective. But if you're looking to
just get a job at a startup, you have to go through
the same motions and just align yourself and then get a job at a startup that already does your idea. So as I said before
and I'm repeating, tried to minimize
those risks and potential issues when you
find companies like that. Here are several factors to
consider before embarking on an entrepreneurial career or joining some type
of tech startup. Marketing. The Internet offers a wide range of
tools and services. You could also
hire professionals for the launching
phase, of course, or you can join a startup that
is after the launch phase. You will need to think of the channels you're interested in. Find good opportunities to introduce your product
to the market. A good place to
start is by browsing events are relevant
to your industry. You can mark your
calendar at these events, you'll be able to meet
the right people, maybe also to find
potential jobs. Another thing is audience. Identify a group of people
who will benefit from using your product or using
the company's products. Knowing your audience
will also help you to communicate at a higher
level with them. Another one is competition. Keep your friends close
and your enemies closer. You can learn a lot
from your competition. If you're new in the fields, you can pick up a
few tricks from those that have
been there and done it tried to figure out their
successes and failures. If you notice the things
they've done well, you can also run things
in a similar way. Another one is identify risks. Risks appear in various forms. It could be financial, legal, or even pandemics drop
several scenarios that may likely occur if
it is a risky business, you might want to stop
here and think twice. Once you've figured
out your business idea and done your research, you're ready to proceed
to the next phase. It's time to pour everything
into a business plan. And if you are
looking for a job at a tech startup and it's time to look over the about section, read everything you can about
them so that you can again minimize risks and hopefully
have a very good career. I'll see you in the next video.
5. Creating a brand name: Hi there and welcome. In this video we're going
to be talking about the eight ways of creating a brand product
or business name. Now, turning to another
language and making up your own word are
just two of them. Essential part of
your journey will also be deciding on
your brand name. Whatever the most common
challenges many startups or any employee that
are any tech sector or startup faces are the
beginnings of how to create a brand product or maybe a
business name that stands out. We live in such a
competitive world. So you might think that all the good names
have been taken. But don't worry, if you're still trying
to figure out the name, let's think of some ways we can come up with one together. Here are some ideas you
can use to brainstorm. First, use your own name. Customers like to
know that there's a real person behind
the business. It immediately offers
personal credibility. It's a common practice among businesses in the
fashion industry. I've also noticed
that many firms use their own names as well. Here are some reasons why it's a good idea to
use your own name. First of all, it leverages
your reputation. It establishes trust
and credibility with potential clients as well
as existing clients. Your own name is very
unique and different from others and as well in demonstrates passion
and commitments. You're not going to place
a name on a business or a product that you don't
own and belief in. If you think your
name sounds nice, go ahead and try it. You could use your
family name on its own, your full name, or
even the nickname. And if you have partners
in the business, you can combine the
names of the owners. A lot of law firms do this. Just make sure that the
name isn't too long. Keep it simple at
one or two words. Some notable examples
are Versace in fashion, Kate Spade in fashion, or Deloitte, which is
an accounting firm. Now another one, Number
two is form acronyms. Now, short, simple and easy to remember,
those are acronyms. But the question is, should you abbreviate your
brand name or not? There are so many famous brands around us that if
taken this path, it's easy to pronounce and it's usually only two
or three letters. You form the acronym by taking the first letter of each word. Some notable examples are
H&M, Henderson merits, IBM, International
Business Machines, CNN, Cable News Network. Although it sounds like
an uncomplicated way to come up with a name. You should stay away from
forming a long abbreviation. For example,
TIAA-CREF stands for Teachers Insurance and annually Association College
retirement equities fund. It's way too long. Tried to say it out loud. Does it sound nice? It honestly doesn't
even sound like you're speaking
English at that point. Other things to note are some pitfalls of using an
acronym as your brand name. Usually it's not unique. There are a lot
of SEO challenges because people won't type
an acronym like that. And another obvious one is it doesn't actually
explained what you do. Now number three,
self-explanatory names. The best thing about
this type of name is that once someone reads it, they instantly know what
the businesses about. These names have been
around for ages. They are effective in terms
of brand positioning. Customers don't have to think twice to identify
the products or services to form this type
of name for your brand. Think about the main products
or services of the company. What are the
interesting highlights? And don't forget,
the rule of thumb is to always avoid long names. Self-explanatory names are great because of what is
being communicated. However, there are also some disadvantages
to take note of. First of all, it lacks
creativity and it does pose limitations depending
on the industry urine such a name could sound
quite boring and generic. Besides, there may be limitations in which
accompanies all about. For example, let's take
a look at Burger King. It has the word
burger in its name. So anyone who reads
it knows what it serves to focus
is on burgers and therefore their brand identity
and product offerings might only be limited
to this item. Whenever someone
says Burger King, burgers automatically
pop up in one's head. In the future, if
they would like to branch out to other areas, they may face challenges
and difficulties. It won't be easy to
change the perception that has been strongly
tied to their name. Some notable
self-explanatory names are of course, started
funding event, elite eggs, mentor, Booking.com,
PayPal, General Motors. Now another way to
shape your brand name is to take a word
from the dictionary, browse through the dictionary and choose a word
that is relevant to your business is quite similar
to self-explanatory names, but it comes with a twist. When customers read
the brand name, they will understand the
meaning of the word, but it doesn't give
the answer away. Often companies choose
his direction to illustrate an interesting
connection or to be symbolic. According to
Wikipedia, Tinder is a GO social networking
and online dating application that allows
users to anonymously swipe to like or dislike under profiles
based on their photos. Maybe a small bio and common interests once
to users have matched, they can exchange messages. But what does the word
Tinder actually mean? Well. The Merriam Webster
Dictionary states at Tinder can be defined as a very flammable substance
adaptable for use as kindling. Originally tender
was named matchbox. But to founder's decided to
go down a different lane. The reason being that this
dating app starts the sparks. The app is used to
metaphorically start a fire when it comes to
romantic relationships. Some notable brand names are
taken from the dictionary, polo, Slack, or Telegram. Now another one to shape your brand product
or business name is to combine words. Spice it up by using
more than one word, creates some sort of pun. The dictionary can come
into handy once again, this time you can
take two words joined both worlds together and make sure to remove the
space between them. There will be a stronger
emphasis on the first word. And another thing I often
notice is that some brands capitalized the second word
as well, like YouTube. But it doesn't mean
that you have two. Another thing that
you can also try is to take parts of words
and joined them together. For example, Microsoft
microcomputer, IT software. Some notable combination
names are Facebook, WordPress, Airbnb, and
many, many others. The next one that you can use
is to invent your own name. If you want to be original and create something unheard of, just makes sure
that it's catchy. It might prove to be very challenging to find
the perfect name. So why not just invent one, perhaps the most
unique of all names, these fabrications often
sound very distinctive. It's highly advantageous
that teas named stand out. Trademarking will
not be an issue. However, let's also take
note of the downfalls. One of the challenges
is that there's no definition
assigned to the word. The marketing department
might have to spend a lot of bucks and time to develop
meaning around the brand name. In many cases, the
brand becomes a hit and a dictionary and ducts the invented word into
its vocabulary. For example, you will see that Skype is now a word
in the dictionary. According to the Cambridge
English Dictionary, skype is a brand name
for an application for communicating with other people over the Internet using
voice or video calls. Examples would be Skype, xerox, Kodak, and so on. Now the next way to
shape your brand name, product or business name, ACE to use an animal. Don't want to be so
straightforward with the name. Use an animal to symbolize certain
qualities of the brand. Animals symbolism
has long existed. Idioms have often
been associated with animals to
describe similarities. I'm sure you've heard
of strong as an ox, tall as a giraffe, and quick as a fox. To this day, the Native
American people believed that every individual has their
very own spirit animal. The same can be applied
to brand names, attributing animal-like
characteristics your products is also another way to go. A common practice for car
companies is the use of animals such as
horses and fast cats. These animals
illustrates speed is a very simple
approach that can be seen in the world's top brands, often accompanying
the name would be the animal used in the
design of the logo. For examples,
things like Jaguar, dove, Puma, and
many, many others. So you can probably
think of a Ford Mustang, which is Ford, as well as the product name
being the stack. Now, the next one is, take a word from
another language. Now foreign languages
always sound exotic. It's not something
you typically hear. The strategy of using a
foreign word is to create a foreign perception in
the mind of its customers. Just imagine when a
person hears the name, there won't be any
meaning attached to it. Let's zoom in on Hulu, an American subscription
video on demand service. The name derives from
the Mandarin language. According to the Hulu
blog in Mandarin, Hulu has two
interesting meanings, each highly relevant
to our mission. The primary meaning interested
us because it is used in an ancient Chinese
proverb that describes the WHO as a holder
of precious things. The secondary meaning is
interactive recording. We saw both definitions has appropriate bookends and highly relevant to the mission of Hulu. And that's what Hulu
said about that. After going through a
long list of names, the team finally
settled on Hulu. It was short, fun, easy to pronounce, and didn't have a meaning in the
English language. Other examples could be
something like Haagen-Dazs, Hulu, Alibaba, and so on. It's always a good idea to have a few names to choose from. Here are some key factors
that should be taken into consideration before you finally
settle on that one name. First of all, it has to be
easy to say in pronounce, easy to remember, it's gonna
be a big second to that. Obviously domain availability, we use providers like
name cheap where you go and you just
type in the domain and see if it's available
and how much it would cost. Obviously, you don't want to pay $10 thousand for a domain. If by changing one
letter in the word, you could suddenly
opened it up to a $7 a year type of domain. So another thing
that's very important, and so obviously
trademark availability, the way you check
those things as you go to the Chamber
of Commerce or you go to some European Registry of businesses if
you're in Europe, same for America, and so on, depending on which
region you're in. And then just check those, you can Google for
these registries. The other thing that's
very important is it has to stand out from
the competition. And it should have no
negative connotations, including when translated into the language of a
foreign market, because sometimes international
scale happens faster than you might think now another
thing is no limitations. It should allow you to add new services and
products in the future. Once you've chosen your name, makes sure that it can be
trademarked or copyrighted. And always remember
to keep it simple. And those who were the
eight ways that you can create a brand product
or business name. I hope it helped you. And with that being said, I'm going to see you
in the next video.
6. 1 The Definition of Public Speaking: Let's start with
the basic things that you will need to be aware of before you go on your journey as
a public speaker. And the first thing that
we'll be covering is the definition of
public speaking. And the first thing
we'll be covering is the question of what
is public speaking? If you set a good foundation, a learning experience
becomes much better. So let's dive straight into it. Communication is such a
big part of our lives. It facilitates the
way we build and maintain relationships,
influence decisions, and bring about change, which is crucial in
any organization, as well as just
your personal life. Public speaking is
a skill that can be learned with dedication
and practice, you'll be able to
effectively address a crowd, might be in front
of a large audience or just a few friends. It could be just if you're a YouTuber and you just
want to speak in front of a camera no matter who the audiences public speaking is your ability to effectively communicate your
message across to them. And that's what matters, whether it is virtually
like YouTube or the more commonly known way of speaking on big stages
at the end of the day, public speaking as a skill encompasses all of
those varieties.
7. 2 3 Reasons on Mastering the Art of Public Speaking: When you start your
public speaking career, maybe you're forced
to as an introvert or maybe you just always want
it to be in the spotlight. Several questions
tend to pop up. But above all, the one question that I tend to get
from introverts, being an introvert myself having had to learn this entire skill, is why they should do it. This video is for you if
you are an introvert or a pure just interested why public speaking is so important? So here are three reasons that I'll be sharing with
you so that you can master the art of
public speaking without being intimidated and enjoying
your new-found career. When you hear to work
public speaking, you might imagine speaking in front of a large
audience and this, it gets you feeling nervous if you're an introvert like me, but it's actually a
very sought after skill that could make
a huge difference in your life from getting
a promotion or winning investors to making sales and motivating change
in other people, it's definitely got
more pros and cons. So let's dive into
the first Pro, which is winning the crowd over when you get the
chance to speak in public, if the audience gets to
see you live in action, you're able to create
a deeper connection with them as you share
your experiences, tell your story
and inspire them. Every speech has an objective. It may be that you're trying to introduce a product, service, or concepts that
you think would be good for the people
being able to communicate with them
face-to-face also allows for Q&A sessions where you can
address any of their concerns. Public speaking allows you to directly influence the audience, which brings me to number two,
motivating your audience. Mastering the skill of public
speaking will give you the ability to get people
to do what you want, whether it's for the
good or the bads. Although I am asking you here, please use the skills
that you learn for good. At the end of the day,
that's what the goal is for us putting
out these courses. Either you're pushing
them to start something, to stop a habit to
achieve a goal, or to fight for a good cause. You're motivating
people to take action. As a public speaker, you should be sharing
your experiences and techniques that have changed your life through your words. You need to show your passion
and drive to inspire them. Next point, providing
information, public speaking is
a great opportunity to communicate your message. There's so many other
methods around, such as social media, ads, email campaigns, and so on. But public speaking
is way more impactful because of its physical
and personal touch. They might not have
ever heard of U or an, a message you're
trying to communicate. But if you can get
their attention, you'll be able to
inform them about who you are and
what you're doing. It's your platform
to bring about awareness and spark
new interests. And just on a personal note, if I look at the last decade
of business that I've built, my main charity event and
everything in-between. Even though I
always wanted to go digital as the team was growing, I was less inclined to go somewhere to do
public speaking. Most of the big
deals that have made my company have come
from public speaking. I was really skeptical once we started hitting 30 employees, that I still should have wasted my time with public speaking. That's how I saw it. The ones that have changed
the projectory of my company, Pat always come from
public speaking, so it's definitely something I advise if you're a
CEO or just in sales or just trying to improve your communication skills
and career opportunities.
8. 3 7 Key Elements of Amazing Talks: In this video, we'll be covering the key elements
of amazing talks. First content is king. The content of your message has to resonate
with the audience. It's something that will spark some interest and motivate
them to take action. On top of that, if
you create content, make it short and concise. If you talk for very long
and share very little, It's not going to
come overwhelmed. Maybe you'll hype people up, but at the end of the session, people will look back and
not remember a thing. However, if on the other
side you share a ton, you sift out and edit a ton from your speech and you create
short to-the-point content, you come over much
better and in return, you might get more
speaking opportunities. The next one is
personality and charisma. Be yourself, don't copy others. Be the person that
you are with friends. Show people who you are with
your great personality, couple it with a ripe
Words and Gestures. Great talkers often use their
charisma to get attention. Now the truth is that when I first heard this advice
of being yourself, it did not help me much being ecological thinker
where everything has to be step-by-step. I didn't understand
this until after five years of speaking
and my first TED speech, I realized that when
I over-prepared and read my speech in front of
a mirror for a 100 times, which is actually what I did for an entire week before
my first speech. I didn't come over as well as when I just walked
on stage and talked about my experiences and that's what I started in your
standing after that speech. That being yourself
meant I stopped preparing any speech because
it took so much of my time. And the speeches that followed after that first TEDx speech, which among others was another
TED X speech a year later, as well as one where
Google invited me to Switzerland and one of their
offices to give a speech, every single speech
after that bed, I did not prepare
and just talked from an experience point
of view or just Q&A or just some type
of Fireside Chat. Every single talk since then has received better
feedback towards me. So it was a very easy turn for me to go from super
structured practicing in front of the mirror to pretty
much just writing down some headlines and then
talking from the heart, being yourself, talk from
experience which are friends. If you're not at that stage, you'll probably have
to go through what I went through which is
practicing everything, writing everything
down and recording yourself or doing your speech
in front of the mirror. And that's totally fine. Just be aware that being yourself at the end of
the day is what matters. And once you feel
comfortable getting there, just take that leap and don't worry about what
will follow next. Next thing is a strong start. The general rule
is that you have ten seconds to make a
lasting impression, starts strong and grab their attention immediately,
which are first-line. Make sure that the
message is clear. Give your audience a
reason to listen to you. You could start with
an inspiring story, a shocking statistic, or maybe an interesting
question in meaningful quote or image
just grabbed your attention. If you don't know
how to do this, the TED Talks really
figured those things out. Just google some of the most
popular ones and you'll notice what people do in
those first ten seconds. Credibility, always double-check your sources to make sure that they're real. You want your
audience to believe everything you say and
be on the same pages. You use facts, stories, and personal experiences
to support your message. And very important as I get
this a lot, during training, the trainers double-check those facts because
sometimes they come from somebody who didn't ground themselves in
scientific research. And so it just became a very popular
hypothesis that wasn't tested and a lot of
people just regurgitate. So just double-check where
your sources come from. If you find yourself not
having any sources because it's something you discovered
by personal experience, makes sure to mention
those things as well. But even there, I would say just google some research
makes sure that your personal experience is also transferable to other people. Effective body language, body language can say
a lot about a person. If you're trying to get
your message across, make sure that you're
portraying confidence, sense, rate, and tall. Make use of the area on stage. Use your body to show
your passion and emotion. Now, I will add an extra layer to that for virtual things, things that go on YouTube,
pitches and speeches. One of the things that you will notice at startup funding event, which is the event where we
allow startups to pitch, is that we have a carpet
just like Ted has a carpet. And a lot of these recorded live streamed events have carpets. They're usually
these round dots. Now why are they there? Because if you do public
speaking in the virtual world, you have people recording
you moving too much at that point can result into
a very distracting video, which means that your message
will not come across. So be aware that if you're
pitching in real life, you can be very animated. Of course not too animated, which we'll cover in the future. But you have more freedom to engage and get more emotional, which are audience when
things are recorded, you have to limit your movement. Otherwise, it gets too distracting and too
much for the camera to follow when you're
entertaining movement is good. When we make commercials, we're gonna make sure
that the videos are dynamic and trying to
invoke a certain emotion. However, when you're
imparting knowledge, you want to slow down and make sure that people
are able to take notes or remember certain things that you're trying
to teach them. Of course too little movement is also not good at that point, you'll be boring, but
you definitely need to find the sweet spot
where, for instance, what I do, my body
does not move, but I do try to move
my hands and use more intonation
to overcompensate for the lack of movements. Now of course not everybody has a degree in certification and body language and
micro-expressions from the center of body
language like I do, which took me two years to get. But I would say the main goal is that if you are without cameras, just go animated and try
to connect with people. If you know that there's a
camera tried to restrict your movements so
that the editor is not going to get
****** off issue, which brings me to
the next points. Tone of voice, your
pace and pitch can make all the difference
in delivering your message. Make sure you're not too high
pitched or you're not going too fast or too slow,
you might be nervous, but try to stay calm
and adjust your tone according to the emotions
you're trying to express. If you're not sure
how to do this, try to check out some of the
top comedians in the world, especially the ones that you like because at
the end of the day, you have to be yourself, which means that you have
a certain style that others might love and
others might not like. You're not trying to
cater to everybody. You're trying to cater to those that are going to
absolutely love you, Just like you absolutely
love a certain comedian. Go try and look up that
comedian that you like, which resonates with you and see how they use their tone of voice to invoke emotion
and just connect the audience and then
try to mimic it. At first invoke your
own style within your speech and tone of voice. Let's talk about transitions. Your presentation consists of different parts as you're moving from one idea to another, you can use transitions. They can help to divide your information
into subsections, connect various points
of your top and indicate the different
stages of your presentation. Transitions are important
because they help to draw attention to
that current topic. You can use words such as I
will begin by discussing, or now that we have
explored the dot, dot dot, I would like
to move on to dot, dot, dot, in contrast to my earlier statements
concerning moving away from a focus on transitions don't always have to
be made using words. There are what you call
nonverbal transitions, such as pausing, switching
from slide to slide, or presenting a visual aids. Sometimes you might see me
do as speech, for instance, at our events or at a TED X
where I walk from one side of the carpet to the other
side to continue my story. You could also move to
a different area of the room or use eye contact
to make a transition. But with that being said, I hope these tips
have helped you.
9. 4 4 Public Speaking No No's: Now super important
as we are covering the basics Let's talk
about for public speaking. No knows without further ado, let's jump straight into it. The first one is not
knowing who your audiences. This has one of the
most common mistakes that I see people make, especially young trainees
during a train, the trainer. This is why I've created a Session outline that
newbies get to use for this session outline covers at the top the question of
who your audience is. It makes you do your homework, find out as much information as possible on who's
going to be there. This way you can
tailor your message according to the audience
so it's more relevant. And I'll give you an example. If you're talking to
investors who are 50 plus years old and are very practical numbers oriented. You're not going
to be talking to them the same way as
you're talking to new entrepreneurs in
their 20s who just want stories and a
vision and motivation, or maybe a step-by-step play of how to become
an entrepreneur. They are two completely
different audiences yet you might be
pitching the same topic. So super important,
know your audience. It's one of the biggest
mistakes I see newbies make. The next one is the I dot. When it comes to eye contact, make sure to look around
the room and maintain eye contact with each person
for one to two seconds. Try not to dart around
the room with your eyes. A lack of eye contact
could imply this honesty, insecurity, this interest,
or even arrogance. And you really don't want that effective eye contact is one of the most
important tools. Now when I was starting
out my career, it was incredibly hard
to maintain eye contact. Some of the tips
that I've heard in the last decade of me
speaking on stage has been things like the W movements where you start at the
top and the left corner. You go down, you go up, you go down and you go up again. That way people feel like
you're talking to them. Another thing is for
me being an introvert, it was really tough to
maintain eye contact. So it actually just look
at people's foreheads, which because you're
standing far away, almost seems like you're having eye contact without
the intensity. I can tell you though
that I started with the whole WE Movement and then moved up as I
started feeling more comfortable with the
forehead looking. And then eventually as I really settled into speaking
on stage thing, this was after my 50th public speaking speech or
something like that. That's when I started
looking people in the eye. And I think the transition
that did it for me was having smaller
groups that I was catering to for multiple
days and then seeing the change in them during these large Train the
Trainer conferences. When I transitioned
to bigger groups, I felt more connected than my knowledge was something
in demand and so it was easier to look
people in the eye and see if they were resonating
with my message. As I started moving up to bigger groups and creating
similar sessions. I mean, at 1, I made 200
people sit in a circle and share emotional stories because that's what
that evening was about. It just felt like no matter what the size of the group was, people just want to be heard and they want
to feel like you listen to them as well instead of just
imparting knowledge. And so after that, I started feeling really comfortable looking
people in the eye. And it just seems like a more relaxing speech
from there on out. Now another one is
distracting mannerisms. There's a long list of
mannerisms that will pull away the attention of
your audience from you. I am definitely guilty of
that, but like I said, you're not going to attract everybody from pacing
back and forth, touching your face and hair, putting your hands
in your pocket, bobbing your head,
the list goes on. These little gestures will
distract your audience. I think the biggest
one that I had happened when I started
to get long hair. I always thought that
if I would go on stage, I would take off my button
and half long hair. I think I even did that
for my first TEDx speech. Now what I realized is that I subconsciously start moving
my hand into my hair, I can't stop it. I even tried controlling
their body language, prepping for important speeches. And he just, you
can't do it sometimes literally the hair goes
in front of your eyes. So as I started progressing
after that speech, I just stopped doing that. And I kept my hair in a bun so that I could avoid
those mannerisms. And I think you can see in subsequent speeches that I and
to have my hair in a bond. Now another important
one is low energy, and this one tends
to be easily solved with tonality in your voice. You've got to show
your enthusiasm, show your excitement and
interest in the topic. Even if you might feel tired, cover it up and seize the opportunity to
deliver that message. I don't usually go for
fake it till you make it, but when it comes to energy, I highly advise to do
fake it till you make it, your body will change after five minutes of
faking enthusiasm, eventually it will give up
and start getting excited. Yes, it will deplete you
more at the end of the day. But as I mentioned at
the beginning, it is. A crucial that you
put the well-being of the people that you're
speaking in front of your own. Because as a public speaker, you are serving the audience and so their well-being
goes above your own, which is why if you
don't feel great, but you still decide
to go on that stage, you should try to fake
it till you make it. At least that's my
leadership philosophy and I hope you
follow me in that. Now, one of the
ones that I tend to get a lot with logical people, especially when I do speeches or train the
trainers in Germany, is using too much data. I've been speaking in
a lot of countries, but when I tend to
get to where I live, Western European
countries, this is one of the most common
mistakes I tend to see, especially when I travel
around in Germany. Of course not everybody, but it tends to be a
very common mistake. Don't use too much data. Data supports your credibility, but too much of anything is no good when there's too much
data to present the talks and I'm going for far too long and you miss out on
making a connection with the audience as your
presentation is overloaded with
facts and figures. If you lose the audience
and opportunity to inspire, we will cover
structures of a speech. And what you will
notice there is that balance is everything. Data is important,
but people can look up data after your speech. There's a reason
people ask people to present during public
speeches and not just play a video with a bunch of data
or some type of webinar that just has a ton of PowerPoint
data and infographics. If people ask someone to
present it's because they want the most important things
summarized and given in a proper way that gives
context and meaning. And that's something that beta sometimes it does not provide. So be aware and always look at the goal and your audience
when you're presenting. The next thing is
a lack of pauses. You might feel nervous, anxious, and a rush
of adrenaline. Or you might be paying too much attention to
how much time you have, which makes you go through the entire presentation without
pausing at all but pause, this will make your
speech more powerful. Pauses are very effective
in communicating impact. You definitely want
to pause before and after you say
something very important. After you say something, you want the audience
to remember. Always pause when you're transitioning from one
subject to another. And also pause between your
opening body and closing, just like you build any story, makes sure the pause is there. If you're nervous on a big stage and he struggled
with creating pauses, try to incorporate
your body to create those passes by walking
every other sentence, you will naturally
start creating some type of pauses because
your body is moving. Let's say you say one
paragraph and then you remember during your
speech that you need to take two
steps to the right. To take those two steps
and take a pause, you'll see the effect right
away on your audience.
10. 5 4 P's of a Successful Speech: Let's talk about the four
P's of a successful speech, planning, preparation,
practice, and performance. Let's talk about
planning your speech. What is the purpose
of your speech, the side on your objectives, and what you're
trying to achieve. Do your homework by identifying
the audience beforehand. It's also a good idea to know
what the venue looks like. The best thing you can do is look up the session outlined. Within a session outline, you covered the
most basic things like the goal or sub-goals
that you might have, the time that your
speech is happening, maybe it's after lunch, so you will need an energizer as well as just the methods
that you'll be using. A Session outline really prepares yourself before
you get in there, which brings me to preparation. The next step is to add
details to your plan. You've figured out
what you're speaking for and who will be hearing it. Now it's time to
gather the theme, methods and the main points for the theme in one sentence, write down the objective
of the speech, the goal of the speech, then list the main
points to be covered and arrange them in
a logical sequence, preferably with timestamps, the logical sequence should be divided always in
separate sections depending on which
structure you use. If you're telling a story and
you wrote something down, you want an opening, a body, and a conclusion if
you're using the format, is the one that I tend to teach, train the trainers
for beginners. And you'll be having
four sections with a bonus subsection, which the bone is
subsection is many watts. Then you go into the why
then the Watts with data than the how and then the
what-if closing your structure, the opening or introduction is to grab the
audience's attention. The first few seconds
we'll determine whether your audience accepts
your message or not. Keep it short, positive and interesting
within the format, that would be the
mini watts and the y, you could ask a question or use an inspirational quote or
image to kick off the session. As this session flows from
the introduction to the body, makes sure that you
always stick to your theme and objective. The body should only cover
three to four main points. Use stories and examples to keep your
audience interested. Try to use humor as well. Remember that the
audience also wants to be entertained as you
approach the ends, the conclusion should
restate the message. The conclusion should
always connect back to the opening and summarize
the main points. That's why we always
have summary videos at the end of each
course so that we can make sure that you draw the right learning lessons
out of the entire experience. Now the next P is practice,
practice. Practice. Practice is very important unless you're a natural speaker, the more you practice
and become familiar, which are material, the more
confidence you'll have. Keep practicing until the
delivery feels natural. Avoid reading and memorizing. Those are usually the worst, always monitored the time
you don't want to speak for too long or too short practice in front of family and friends. If you feel like you're
disturbing them too much, record yourself on video
or maybe join a group like Toastmasters where you can do public speaking in
front of groups. The next one is
performed with passion. Public speaking is a
performance, let's be honest, after planning, preparing,
and practicing, the last part is
the performance. I call that the cherry
on top of the cake. No matter how well-prepared
to our always remember to deliver your
speech with passion. Without any passion, your
audience won't feel anything. Always keep in mind that
public speaking has a lot to do with being
remembered by the audience. When you show true passion, you can truly blow
the audience away. Make sure to communicate your Y as well if you
want to perform well, think about the following tips. First of all, own your subject. Really understand
it just like I got comfortable after years of
speaking and doing business. I just knew my subject so well, which made it easier for
me to own my subject. Be enthusiastic and positive. Nobody wants to listen to
somebody who's so negative. Be enthusiastic about your
topic at the end of the day, it's what you're speaking about. If you're not interested
in it anymore, you shouldn't be going
out and sharing it. Try to still find the motivation that you had at the beginning when you start it, then establish eye contact. We've covered this already. Either you start with the
beginning where you just do a W movement or you just
look at somebody's forehead, or you look them right in the eyes for a
couple of seconds. Next one is very neglected, and I tend to see this
one more when I go to more established
speakers who are very, very busy, but it is
crucial no matter how successful you
are, be well-groomed. When I'm training new trainers, facilitators or speakers, I always use a martial
arts experience. The reason in judo or
Brazilian jujitsu or karate, you put on your belt before you close the class and say goodbye to your coach is
because you want to be respectful for
the other person. There's a culture going
on right now where people have to feel
comfortable themselves. That is a great way, of course for you. But in my philosophy, leadership has always been
about serving others. There are a ton of jobs where you don't have
to serve others. You can just look out for
yourself and make sure that you perform to the
upmost of your ability. But I find that to be
successful in public speaking, no matter which group
you're in front of, you will be in some capacity a leader and in my philosophy, a servant leader,
one that actually cares about the people he
or she is speaking for. For that you want to be groomed just like
in martial arts. You want to be respectful
towards the others. You put on your belt. You make sure your acumen always good and then you say goodbye. Being clean and grooming
yourself is very important in that optic as it just
shows respect to others, then be yourself and
say we not cute. If you're on stage
constantly saying UUU, it puts the spotlight, of course, on the audience. But one better way is to say, we, as an audience, it will include
the audience with you and make them
feel more connected. Of course, this depends
on the setting, but in most cases
when you're trying to establish an emotional
connection and you're talking about
social stuff or impact stuff saying
we can help a lot. Next, involve your
audience wherever you can. This one is again,
a newbie mistake. A lot of people think that
public speaking is all about talking and pushing down
knowledge down people's throats. And that could not be further from the truth we will
cover, of course, the differences
that you can impart knowledge that does
not involve only push. It can also involve pool where people
discovered themselves. A learning lesson where
you can just facilitate or even host a specific session that achieves a certain goal. Although it a host, you
are not achieving a goal. You're just hosting a
session where people can find out their own
learning lessons, but we'll cover that later. Let's dive still into the
one that we know about public speaking where you're
just imparting knowledge. You can always involve
people width interactions. One of the most common
ones that I tend to see at conferences is that the audience under their
chair tends to have a red and a green
piece of paper. And then as the speaker
progresses through their speech, he or she can ask questions
and then the audience can be involved by
raising up red or green. Another one that I recently seen is a bouncy ball
microphone where you can literally throw
the bouncy ball to people who want
to ask questions. So Q and A's could
be a great way to involve your
audience as well. Then express yourself
clearly and use vivid words that way
people can remember you. The more clear your words and
more visual your stories, the easier it will
be to remember and imparts certain wisdom or
knowledge to your audience, which brings me to make a favorable and
lasting impression. At the end of the
day you're there and hopefully you don't want
to waste your time. Do you actually want
to be remembered? So be aware that that at
the end of the day is why you do these things and you
put so much effort into it. Hopefully those things
have helped you. And if you have any
questions, do let me know.
11. 6 Different Types of Speeches: Now let's talk about the
different types of speeches. But the first one being
informative speech, when your objective
is to inform, you're trying to
pass on knowledge to the audience on a
specific topic. It could be about things, people or places,
methods, events or ideas. This is the one that we all
know about informing people. Now, the other ones
that I want to cover with you are
also important to know because it is my way of trying to
convince you that we do public speaking no
matter whether we want to pursue it
as a career or not, we do it in everything almost that we will
encounter throughout life though that we're all used
to be informative part that is not the only one that you will be using
throughout your life, which is why this course in the skills will be
so useful for you, which brings me to the next one. The next one is
persuasive speech. This type of speech
covers various forms, such as sales pitches, debates, and legal battles. You basically want to win the audience over
by persuading them. There are three main components
to a persuasive speech. If we look back at the
origins of this ethos, the credibility of the speaker, logos, the logical
appeal to the audience, and pathos, the emotional
appeal to the audio instance. If you can cover
these three parts, your speech is more likely to be successful in persuading
the audience. Now if you are a startup
or you're in a sales team, this type is the one that
you will be using most often and why this course might be the most
valuable for you. But the last one is the one
where we're all going to be using public speaking
at 1 in their life. And that is special
occasions in our lives. So we're going to experience special moments where public
speaking will be featured a special occasion
speeches are typically shorter than informative
and persuasive speeches. They tend to be less
than ten minutes long. They also tend to be informal
and could be funny or sad. And here are some common
examples that you might not think of until
you have to do it. First one being an
acceptance speech, a eulogy, or a wedding speech. Now, considering this might
be new for some of you, for some of course not, but for those that it's new for, I wanted to share some tips for giving a good
speech in each one, the tips for giving a
good acceptance speech. I'll keep it short and simple
show on his gratitude and do your homework and know
who you're accepting from, acknowledged everyone that made a contribution and you should
not exceed 45 seconds. This is the maximum
for the Oscars, and that is good to look up on YouTube if you're
practicing those, do not read your speech. And of course, as I keep
mentioning, be yourself, if it's your first time being yourself will be a
bit harder to do. But as you progress
through this course, you will learn new
skills and hopefully get more comfortable
to being yourself. Next, a funeral is never a
happy occasion when those around you are struggling
with grief and you've been tasked with
giving the eulogy. You should be honoring
the deceased and trying to lift
everyone's spirits. Here are some tips for debt
Intel happy stories go over some fond memories
and tell them in a story format that
everybody can resonate with. Speak from the heart
and don't drag it on, keep it between three
to five minutes. Next one is somebody's
wedding day. On someone's wedding day, the spotlight is on the
bride and the groom, but others are always
expected to give a speech. It could be the best man or
the father of the bride. Sometimes the bride and groom
gives speeches as well. Here are some tips
on how to give the best wedding speech effort, which is something that I actually had to
do two years ago, write down some notes and avoid private jokes and
talking about access. Even though a lot of
movies tend to do that, it doesn't come over
as fun on the day. Try to include humor and
get the crowd to laugh. This is where talking
with other friends and testing your material like a
stand-up comedian would do, would be a value for you, Kel, also an emotional story and
bring the crowd two tiers, if you can, at the end, raise a toast and check that everyone's glasses or
full before you do that. So before you say raise your
glasses, you could say, try to fill up your glasses now because I would
like to raise a toast and then progress
with a couple of sentences and then
raise the classes. Hopefully in this short video, I've shown you that there
are different types of speeches that might be relevant for if you want to learn about public speaking. Because at the end of
the day we will all be using it no matter if we just want to inform people or for using it in our
jobs or who knows, maybe you don't use it. And then eventually a wedding
day or a family member, or you're becoming a
best man or woman, I suddenly you
will have to speak for the first time
in front of a group. Hopefully these tips
have helped you. If you have any questions,
do let me know.
12. 7 Preparation for Public Speaking: Hi there and welcome to the
section for preparation. Preparation is powerful. You might feel nervous when you hear the words public speaking, especially if you're
not used to it, depending on your jobs go public speaking might
be a big part of it. As entrepreneurs and leaders, you're going to be giving
a lot of speeches, even if you're just part of a business and you're
going up the ranks, you're gonna do public
speeches a lot. You can either continue
feeling uncomfortable or prepare well so you can deliver a good presentation or speech, and that's what this
section is about. So without further ado, let's go over the
first thing that is crucial for your preparation. Who is the audience? One of the most common
mistakes I see, which I've said already
before is this. Most people communicate
without a sense of direction. Too often our speeches are
prepared by writing scripts, building decks, or
by listing points. When we do this, we're
forgetting about who the audience is
and what they'll be getting from our
communication when what you're speaking about doesn't
resonate with the audience, they won't understand what
you're trying to say, or they might not even care about anything that
you're presenting. You've gotta know your audience, not just demographic
information such as gender, occupation,
nationality. At a deeper level, think about these
following two things. What are their goals
not your goals, and how do they make decisions? How can you truly
understand their goals? Well, think about
these questions. Why are they making the
effort to listen to me? What do they hope to
gain from this speech? And what can I do or say to
meet their expectations? How do you understand how your audience makes
decisions to persuade someone you need to know
the kind of information they need when it comes
to decision-making. For example, if you're
looking to buy a new laptop, information such as the
price will help you make a decision in
terms of your audience, you need to find this
type of information. What will lead them to
make that desired action? Now another thing you want
to ask yourself is what is the main goal or
objective of the speech? This one is crucial and it took me two years
of public speaking. Maybe I was probably hitting my 50th speech and
I finally started understanding that the
goal is almost one of the most important
things you can learn in your career
of public speaking. Some questions you want
to ask yourself is, what do you want to achieve? Which are speech? What do you want
your audience to do, and what's your message? These are some of
the questions that you need to ask yourself before writing the scripts when we create session outlines, one of the main thing
we discuss is the goal. What are we trying to achieve by giving
this public speech? Sometimes you sit down with the conference
manager another time. It could be the agenda manager or if somebody's paying you, maybe it's just the
organizer of the event. You're asking basic questions of what are we all
trying to achieve? What do we want our
audience to leave with when you have
your main goal? You might also want to ask
yourself the sub-goal. This is again, something
I had to discover down the line looking back
now it's very obvious, but it's the sub-goal is also important because
sometimes you may want to achieve that
they understand a certain principle of how to
structure a public speech. But a sub-goal could
be also that they understand the importance
of always having a goal. So even though the
organizer once a very practical solution which is understanding
how to structure, you also want to add maybe a story that achieves
your subgoal, that gives you the
example of what a main goal is and
what a sub-goal is. Not always will you
have a sub-goal? But I would say in almost
all of my speeches nowadays, I went, I fill out
my Session outline, always have a mingle and then double-check that I
could incorporate a really fun or
entertaining sub-goal that could get them closer
to that first main goal. That's why it's
called a subgoal. It's always serving the
main goal and emphasizing the main goal to achieve results that you laid
out in the beginning. Now the next thing you
want to discuss is how will the speech
be delivered? You have many methods that
we will of course cover. We will explain them by sharing some of these examples
that I've used, but also many that I've met throughout my career
in many conferences, having seen others
deliver them as well. But let's stick with
the four basic methods. Some methods that
you can deliver, you can do in manuscript. You can memorize it. You can go impromptu,
spontaneous, and extemporaneous. Each one has a purpose. Let's cover the manuscript, the speeches written and speaker reads to the audience
word by word. You'll often see this
during news broadcasts. Tv anchors usually read a
teleprompter that is attached to the cameras so their eyes are looking into the
camera as they read. I highly advise that if
you're recording a course, you also do teleprompter. The reason we do
teleprompter is, for instance, which actually
is not always the case. But the reason we do
teleprompter is in most of the cases
is because we can create a script that is fully sifted through and all
the fluff is cut out. So instead of having a
20 or 30 minute video, you end up with a five-minutes, almost the same type of
content and knowledge video. But it doesn't waste
anybody's time. Now, not always. Can you share everything
in the script? So some other ways
that we've been doing our scripts
as well throughout our courses is that we just have bullet points and I'm just
drawing from my experience. Of course it's a camera. I always keep looking
into the camera, but things like that we'll cover when we get to things like how to flog and how to look into the camera
in a natural way. The next one is memorized. This speech is
when the words are memorized and recited to
the audience these days, this is not so common anymore. Instead, the preference
is given to using main points and having
a less formal format. But I once met a guy that
was extremely experienced. He was hosting one of the conferences that
I was a speaker at. What he did on the
closing session completely changed my mind about both manuscripts as well as memorize speeches for
the closing ceremony. He wrote down a
five-page manuscript that he mostly memorized, but of course also
read in some parts, and he added some music to that. And of course, the sessions
venue was decorated in such a way that symbolized the emotional relevance
of the whole experience. And so as the music progressed, he was sometimes reading, sometimes talking for memory
of what he had written down. And of course, it was very emotional at the end
and people loved it. Sometimes when you've
properly created a space, you've posted something, you can combine all of these methods. There isn't a good
way or bad way. Everybody has a certain style, but that brings me to the
next part which is impromptu. By definition, impromptu
is an act done without planning or rehearsing
the complete opposite. In other words, it's
made up on the spot. The speeches that
often fall into this category are
ceremonial toasts, saying grace before a meal, giving an introduction,
and so on. It's not incorrect to prepare
for these occasions either, but there are times
when you have to give a speech without
any preparation. Impromptu speeches are
usually short and unexpected. There are no rules for
this type of speech, and usually they are
given by people who are quite extroverted and loved
talking in front of people. The next one is extemporaneous. This style is a combination of the memorized and
impromptu delivery. This is the style of
most speakers today. You won't have the whole
speech written down, but you'll have
keynotes for reference, the preparation
than rehearsal will focus on keywords and
phrases that have the most effect in a way
it is memorized because the words and phrases have been chosen before the delivery. The structure has
also been planned, but there's flexibility
in terms of improvising on the day itself. The speaker might want
to refer to someone in the audience or bring up what
was in the headlines today. Now, I get a ton of questions
regarding my style. And as I've covered in previous
videos in the beginning, it was very memorized. For instance, my
first TEDx speech, I looked into the mirror a 100 times and kept
redoing my speech, making sure that I got the
body language right as well as the entire speech
without stumbling. Since that speech, I
promised myself not to do that again because it influenced
my business that week. I couldn't do anything project wise because I was
focused on the speech, which at the end of the day
did not matter that much. If you look at the
grand scheme of what I was doing
with my business, I think looking back, I just put in a lot of
value because it was my first TEDx speech and at the time it was a really
cool thing to do. Looking back, it's
definitely not worth it. Focus on your business
and just keep growing. If you're presented with
those opportunities, definitely take them but
don't over prepare for them. And so nowadays, when I
answered that question is I am completely
on the other side. I do not prepare at all. That was actually a rule I made myself after that speech where I would not prepare at all for
speech and see what happens. And so every single speech since then has always been
an interaction. I would get on stage
and I would ask the people what they
want to hear from me. I would write it down
on a board and then I would just start talking
about it in a way, Of course, there were keywords, but those keywords were
given to me by an audience. So everything was
very spontaneous and I was just sharing
my experiences as well as my opinions
about certain of these Questions are keywords
that my audience gave to me. Hopefully that answers it. And it also shows you
what somebody who has a little bit of more
experience does when they are presented with paid gigs or what
somebody does when he has experienced like me and of course also gets paid
for that experience. I legitimately do
not prepare even for big speeches where you
can get paid five figures. Plus I again made
that rule for myself. That might not be
perfect for you, but for me that's my rule. I do not prepare
everything comes from the audience
and from my history. And somehow it seems
to work for me. But the most important is that
you figure out what works for you by doing a lot
of public speeches. That being said, if you have any questions, do let me know.
13. 8 S.M.A.R.T. Speech Preparation: Let's talk about smart
speech preparation. Smart is an acronym that
stands for specific, measurable, achievable,
relevant, and time-bound. You might have heard
this theory as it's commonly used in
different areas. In, originated in 1981 when George T Doron
wrote the article, there's ASM ARP way to write management's
goals and objectives. Specific being first
you have to think about the objective of
your speech and it has to be specific with details. I would recommend
making a list of at least five specific goals. For example, if your objective is to connect with the audience, your goal could be
something like make better eye contact with
my audiences members. Develop a smooth flow
from beginning to end. Use pauses, reduced fillers
speak loud and clear, but you mix up the volume
according to the contents. Once you have this list, it will help you to
measure and see if you achieve your objectives
are measurable. If your goals are specific, it will be easier
to measure them. Most of your goals
can be measured by recording yourself delivering the presentation and then
replaying it so you can assess your own performance just like I did all the way in the
beginning of my journey. Don't just do this once you
should do it a few times. Sometimes it's good to
get feedback from people close to you and also
from the audience. A tool like Survey
Monkey is really useful so that the audience
can leave anonymous feedback. You could also join
Toastmaster groups so you can get more relevant
feedback from peers. Be aware that there's also virtual groups like
that where you can just upload your video
and ask for feedback. Next one is achievable. Make sure that your goals are realistic and
possible to achieve. It's good to aim high, but not too high. In the beginning, ask yourself
how realistic the goal is right now and if there are
any obstacles or constraints, of course makes sure to keep growing and pushing
your comfort zone, but don't reach too
high in the beginning when you don't know what
your limits are relevant, think about these questions. Is this the right time? Am I the right person for this? And is it suitable
for the audience? These are some of the questions that you will need to cover to make sure that you're delivering the best
possible speech, but also the urinal leaving an audience underserved
and not happy with you. Because at the end of the day, this is a career that you're gonna do based on word of mouth. If you deliver well, you're gonna get a
grid reputation, which means you're going to get more experiences to
do public speaking. If you mess up the
relevant part, you're going to
get less of that. Don't push too much and make sure that you're actually
relevant for that piece. As an example, I can
tell you that within my organization we tend to
get speaking gigs for me, but sometimes it's
very HR focus. So then I would
ask somebody from HR to give that speech
at the end of the day, they do represent
the same culture, the same style, and
they have learned some stuff for me as well. So when the HR person goes, sometimes they are way
more relevant than me. The next thing is time-bound. A time-bound goal will usually
answered these questions. When, what can I do
six months from now? What can I do six
weeks from now? And what can I do today
as a public speaker, you're setting a goal
for your speech. These questions are
relevant for your audience. The stories can help you
get the goal across. However, too much of a story is also not relevant and that's where these
questions come in. If your goal is
that your audience achieved something
in six months, six weeks or today than the stories can be shaped
around that structure. Don't share something that
took you six years to do, focus on something that
you did in six weeks, if that's what you
want your audience to achieve at the
end of the day, dose are more relevant
to your audience then the old stories that you
think might inspire them. Because at the end of
the day, we've all heard the stories of people who really slimmed it up and then in ten years became millionaires. Those are not as relevant
or as practical for people. However, a story of
how you started with a $0 budget and six
weeks from there, you hit a $10
thousand budget dose seemed to be a bit more relevant for the people who want a six-weeks practical tutorial. If you feel that
they have more time, which is six months, you could be talking
about how you scale from 0 to maybe a 100 thousand or a million with that budget and exactly
how you did it. So again, very relevant
questions when structuring specific stories
within your preparation. Hopefully that helped. If you have any questions,
do let me know.
14. 9 Structuring Yourself: In this video, we will be talking about
structuring yourself, which is something that
tends to get overlooked a lot during a training
trainers conference, this takes most of the time because if you
construct your yourself, you can maximize the
learning potential of your delegates are
the people who are listening to you
within the groups. So why do you want to
structured yourself? The truth is that
not everyone can learn by absorbing knowledge. That's where the
structure comes in. We will be using the format, which is a framework for
understanding the way people and organizations learn,
communicate, and evolve. It provides a common language
for understanding the way individuals and groups move through the process
of experiencing, assimilating and acting upon
an integrating knowledge, the uniqueness of format. And it's the reason
why I've been using it for the last ten years
springs from the way these theories are merged and connected into a natural
cycle of learning. And it ensures understanding of the core elements of
learning and communication. Both are incredibly important. So how did I discover
format and why are we using format in this course and not another structure
in this course? The truth is that I
learned this from my trainer at the time
before that either already certified myself at the Center for body language and micro-expressions
and had experimented with certain structures
of communication. However, when I
started certifying myself to become a trainer
and the facilitator. I came upon this session of format where they
taught me how to build a Session outline
and how to structure my speech around the
format structure. What I loved about it is that it combined a lot of things
which allowed me to cover all learning types in a way that would become
entertaining and informative for
everybody if I really want to cut it down
to why the format is so essential within
my public speeches as well as all videos
that I structure. Then it actually
just comes down to the fact as to how my brain, and I think most brains
tend to think there are certain questions that tend to pop up when you see people. The first question that I tend to think when I'm in a speech of somebody else is what is happening in what
session is this about? That's usually when
you're going on a conference session to session, you walk into a room, you have no idea where
it is happening. Sometimes you don't even
know who is speaking with the format these types of questions get answered
chronologically. We will cover all of these
questions that happened chronologically within a
speech in the how part. But before we jump
into the how part, I quickly want to
cover the what part because what is the formats? As I mentioned before, it provides certain answers for chronological thoughts
that pop up in the group. And so it is a natural
learning cycle that is already highly valued, dated, and of course
quite known within trainer circles as a communication tool
and a learning tool. It is developed from a holistic
perspective and based on essential human
differences regarding how we perceive process, understand and pass
on information. In other words,
format is a method for helping anyone
learn anything. And it has been used
in thousands of teaching settings
for over 30 years. When I'm talking to teachers, I usually tend to tell them
if you want more engagement, start with the structure
of the format and then once you know those
rules, start breaking them. The basic framework
of format consists of a process method visualized
by an eight-step process. We'll in a topology based on
four basic learning styles, both deeply integrated
within each other and interconnected with highly valuable brain
science insights. The format model was originally developed by Bernice
McCarthy in 1980. So it's been over 40 years since this model
has been published. It is based on research
from many fields, but mainly is a synthesis
of findings from the fields of learning styles and right
and left brain dominance. It entails to use a
fright and leftmost strategies within
four distinct phases of the learning cycle, experiencing, conceptualizing,
applying, and refining. The purpose of format is to create and deepen insight
regarding learning, you'll gain essential insight
on individual differences. Strengthen your understanding of successful communication and learn how to create more successful
learning environments. And at the end of the day,
that's why we're here teaching this as an instructional
design tool format gives teachers and trainers a
systematic way to train all learners to think and learn well as a professional
development tool, it provides a framework for assessing the quality of
any learning experience, which means with feedback
from your group, every session can improve
as an organizational model, it offers a method for creating an environment for continuous
learning and development, which is going to be
quite crucial when we start covering facilitators and how they tend to shape environments to achieve
certain learning goals. You might be wondering
at this point how you create the format within your group sessions when you start looking
at the actual image, tends to get confusing. So I'm going to just
give you the rundown of how I understand it and how I've been applying it after I've
used it within sessions for multiple times and
of course got an all the glitches out when I've
been delivering sessions. In short, when you
see the image, you see why, what, how, and what if. A very important
thing to add to that, that actually I got from my trainer ten years
ago when I was learning this was to add
the mini what to debt. So in short, when you're
building any speech or any group session or any environment where learning process is
going to happen. You're going to start
with many watts. And we've covered this
shortly where if you walk into a session in the
conference session to session, you walk into a room and
you see somebody speaking. First of all, you have no
idea who this person is. You might not even know if
you're in the right room. So the first thing you want
to cover it as menu, what, who's the speaker, what
is the session about? There are several
ways you can do this, obviously by saying it to every single person
that walks in. Or you can have a
PowerPoint that already illustrates that
on the first slide, by bad, you answered the most common question that tends to pop up when
people walk in. Am I in the right room, and who is this
person from the menu? What we go into the why? A lot of people tend
to ask themselves why it is that you
are qualified to give this session
and of course why it is that they even
have to learn this. Because a lot of the
things that tend to happen within your career
as a public speaker, whether you're doing
it internally in your company or outside, is that some people don't
even want to be in the room. If, of course they want
to be in the room, they might already know why they wanted to
be in the room. But some people
have employers that just pay for certain trainings. They're in the room
and they don't know why this is important. So it is very crucial that you answered that question,
why for them? And make it
personally relatable. If you don't do that, you're not going to get
to the second question. If you don't do that,
you're not actually going to get to the
next question because they're going to be
preoccupied during your entire speech trying to answer the question
for themselves. Why are they in this session and why are they
learning this from you? But if that's
answered really well, then you're gonna move on to the next logical question that tends to happen in
people's brains, which is the statistics
and the data. You've now convinced them that this specific concept that you're talking
about is important. But what makes it
really important? Why not something else? What backs this thing up
people at this point, once something else than
just a convincing person. They want data, they
want statistics. They want to know
that this is backed properly, usually by science. That's the what face. That's where you explain
everything about the model as well as the
origins and exceptions, data statistics, examples,
social proof, and so on. This is mostly crucial
in a sales environment. If you do not cover the watts
during a sales environment, you might lose all of
the logical people, even though they're
convinced that you might be the right person and you're
selling the right product. If it's not backed up logically, you might lose all of
these finance people, accountants and
just logical people after you get through
the data and statistics, people are convinced
at this point, they're asking themselves,
I'm convinced I want this. I want to understand more. I want to learn more. How do I do this myself? Suddenly it becomes a
very practical session. Sometimes people don't need
a lot of the why and what. They tend to get pretty
fast to the how. Usually because those
tend to be already answered before you even
walk into the room. But no matter what happens, try to follow this
structure first, learn the rules before
you start breaking them. So as you get into
the house cycle, now you start explaining
exactly how they can do it. This focus is very
much on your audience, not anew, and you're
cool stories, whatever you tend to
explain in this face has to have direct benefit
for the people they need to understand how they can do the specific
things you're talking about themselves or
apply it into their lives. At this point, you probably
would have covered most of the things necessary
to learn certain things. However, one of
the things that I learned as well and experience within my sessions is
sometimes you can wrap it up after the how but have you ever had a session
or maybe you went to the movies and you
watched a movie where you had such a great
experience that you still started talking
about at five days after and thinking about how it happened and how they
did certain things and you were still baffled
by stuff like that. So that face in the
format we call the what if in some learning experiences where there's a lot of content, you might want to
just wrap it up and teach people how they
have to do something. For instance, how to hit a hammer on a nail
in the right way. You can just wrap it
up after the how. Once they know it, the
whole session is done, they know why they do it. They know what the reason is for a hammer and a screwdriver. And then of course the
how to hit the nail. You can just wrap it up after. But sometimes if you're creating visionary leaders
or you're trying to inspire your own team or motivate the people
you work with. That might not be enough. Wrapping up and
closing your session, it could not yield
to the best results. Sometimes you want to leave
with an open-ended question, one that makes them
think and maybe discussed between each other. This happens a lot in
business schools whenever I might give a speech in
a school or university, I tend to leave my speeches
in an open-ended questions. So that later when I'm passing the hallways and I'm
seeing people talk, I can still hear them
talk about the speech. And that's the what if phase. Now that you've
wrapped everything up, you might want to estimate
what if question. What if you'd had a
screwdriver to hit the nail, How would you hit it then? Obviously a very bad example
of a what if question, but you can tailor
these what-if questions to your situation. Now, again, you don't always
need to use two what if, but I would highly advise in the beginning of your
career to just follow the structured format before you start breaking any of
the structure rules. After having used it for
maybe 50 or a 100 times, you'll start realizing
when a what-if question is crucial to fully engage your group
and when obviously going through the entire format
and the what-if question, not so crucial to achieve the goals that you set
out for this group. However, whatever you do when
you start breaking rules, be aware that the format
follows natural cycles. If you don't answer
certain questions, you might lose the group. Of course, you can always recoup rate if you start
losing the group, you might want to ask yourself as you're doing the speech. Have I covered all the
questions properly? Maybe you are already
sharing stories, but you haven't
actually covered what the session is about
and who you are so many whites could be interjected quickly
within your story. Again, these are all crucial things that the
format might help you with. Have a structure, learn
the rules and would experience you'll start
learning when to use them.
15. 10 Memorable Ways to Start Your Presentation: Now that we've learned a structure that we
can use to optimize our learning experiences and improve every time we
start the same session. Again, we can now
move on to Add-ons, things that can make
it even better, give you inspiration and make it a more memorable experience. So with that being said, let's just jump
straight into it with the memorable ways to
start your presentation. The first one is quotes. Start with a relevant quotes. It can create the
atmosphere for the speech. The quote could be an
inspirational one or something related to the
topic of your speech. If I look back at all the
speeches that I delivered, it was always a quote
that I was emotionally involved in that I had a
personal story to share with. Starting with a quote can
mean a lot to a lot of people and get them engaged quickly to you and your session. The next one is a
what-if scenario. Get the audience's
attention by having them imagine a
situation straightaway, their minds become active
and involved in your speech. We've covered this
in the format. An example would
be something like, what if we were
all to the points, how different would
our lives be? What would happen if we just
set our thoughts out loud? The next one isn't
imagined scenario, similar to the what-if scenario, this one is more controlled
if you get them to imagine a scenario
on your terms, an example could be something
like imagine jumping out of a skydiving plane and discovering your
parachute doesn't work. What memories would
flash before you? The next one would be
a simple question. This tends to happen a lot
when you see YouTube speeches ask era Thorkil or
literal question. An example would be who wouldn't want to live on
an exotic island. This can create engagement with your audience
and engagement is the first way to creating a group session
that is memorable. The next one is silence. Most people expect a speaker to start the session right away. However, you could choose to
have a moment of silence. Let your audience sit down and wait for the environment
to get quiet. The extra time of silence gets the attention
directed at you. Another one could be
statistic, introduce, a surprising statistic
that resonates with the audience something strong
and relevant to your topic. Numbers and data sometimes
can trigger emotions. Example, in this room, over 90% of us are going
to fill in the blank.
16. 11 7 Best Storytelling Techniques Used by the Best TED Speakers: In this video, I want to cover the seven best storytelling
techniques used by the best TED speakers
that we found online. First one, bring your
audience to another world. Your storytelling
will be considered a success if it is remembered
for many years to come. If you take a look at the 12-year-old Kenyan
boy Richard temporary, you'll see that he brings the audiences homeland as
he shares his experience. You can find his speech
on the TED Talks website, my invention that made
peace with lions. When you bring an audience
to another world, you're almost like a
visionary filmmaker, just like James Cameron
takes us to Avatar, different planets, different
situations, different times. You can do the same, which are words
before filmmaking, it was always about
storytelling. And so those skills are
essentially still with us. Always shape visually as much as possible
through your stories. And you'll make sure that people imagine a movie
within their minds. You don't always
need fancy cameras. Sometimes you just
need good words. The next one is share
a personal story. When you share your own story, you can move the audience, particularly when
your story is about overcoming an
impossible challenge. In Christopher bookers book
the seven basic plots, he states that there are seven plots that will
appeal to everyone. Hero defeating a monster
from rags to riches in search of treasure and journey of becoming
a changed person. You'll often see these plots in the most popular and
emotional presentations. For example, a woman
who tells a story of her dangerous escape
from North Korea or in another woman tells a story
of the domestic abuse by her husband and how she built
the courage to leave him. These are examples of personal stories that
will move the audience. Now not every one of us
has these extreme stories, but I can tell you
that every single one of us has had some
type of adversity, big or small, that
people can relate to. If you tend to have more
of the smaller ones because you don't want to share too much of your adversity. You can also add a comedic
element to those smaller ones. Talking about your
experience of first driving you bike
could be comedic like because everybody has done
it and even though it's not escaping from a war
driven country, it can still be something
that people relate to a lot. The next one is
creating suspense. An interesting story always
has a conflict and a plot. The excitement is what makes
it a good presentation. It keeps the audience
wanting to know more. A common method used
is to tell a story in chronological order and
build up to the climax. For example, if a woman tells the story of being born
without fibula bones, however, she defied the odds and became an athlete,
actress and model. Another method is to
start in the middle, gets straight to the action and then rewind to explain
how it all started. For example, in
Zack Ebrahim story, the story begins with
him sharing that his father was involved in the World Trade Center bombing. Then he rewinds his childhood, talks about how he
grew up and had a different path
from his father's. The next one is painting
vivid pictures. Stories always have characters, their strengths, weaknesses, accomplishments and
challenges are what brings out the motions
and the audience. The most successful
speeches and stories are those with a clear description
of the characters. It's easy to identify with them. To paint vivid pictures, you need to provide details
so that the audience can imagine the character as
though he or she is alive. Great storytellers
usually describe the physical appearance of their characters to add more to the audience's imagination. Many also mentioned
their hobbies, interests, and obsessions. It's for the audience to
get to know the character. The next one is the
S-T-A-R moments, star moment, SBAR stands for something
they'll always remember. The moment is so dramatic your audience will have a hard
time forgetting about it. According to presentation
guru Nancy Duarte, you can achieve this moment by dramatization provocative
images or shocking statistics. In its 2009 TED Talk, Bill Gates use
statistics to show the world would a serious
problem malaria was, and then he did the unexpected. He shocked the room by opening
a jar full of mosquitoes. As he opened it, he said, There's no reason
only poor people should have the experience. This was very dramatic, but of course you
can also end on a positive note on top of
a conflict and climax. The best stories always have a positive outcome
during a journey, most characters will
experience a spark. This is when they get a
life-changing piece of wisdom or advice that help them become a better person or
overcome a challenge. The positive outcome is then
summarized into a short, a memorable phrase that has viral potential on
social media platforms. For example, as
mentioned earlier, the woman who shared about
her abusive spouse concluded that we should recast
survivors as wonderful, lovable people
with full futures. And that is a great
note to end on. Hopefully you enjoyed that. If you have any questions,
do let me know.
17. 12 Tips on Using Humor: Welcome to the next
part where we will be discussing some tips for using humor and answering the
question whether you should even be using
humor in the first place. The truth is that the audience
loves humor as it often creates a relaxed atmosphere to add humor to your
public speaking, you don't have to be a stand-up comedian like Jerry Seinfeld or
Russell Peters. It just takes a bit of
preparation and practice. Here are some tips that will
get your audience laughing. I will keep it short
and concise so that you can start applying
them right away. First one, use existing humors so you don't have to make it up. This could be popular
trends that are happening. Maybe you're watching
certain shows and you can revert back to those popular show so that people can relate to your humor. That's something I tend to do because I'll be very
honest with you. I'm not the funniest
person on stage, so I just tend to
reverb to jokes that I know will work from
popular shows. At the end of the day, I'm not a stand-up comedian on stage. I'm just teaching
people something. And so I'll be using jokes
from popular trends. Now, the truth is that the humor should be irrelevant
to your topic. If you use humor that has
nothing to do, which are goal, you might tend to
get off course and confuse people when
you're using humor, be aware of that point and
always keep the goal in mind. Next step is humor should be appropriate for the
audience and the occasion. Again, this has something to do with how you build your session. Be aware of who your audiences, what time of day it
is so that they are comfortable with the humor
that you'll be using. Of course, if you don't
know what to share, the next step would be that you can always tease yourself. People tend to relate
with people who tease themselves and don't put
themselves on pedestal, makes you look a little
bit more humble. Of course I would say there
are some limitations to that. Don't go full boards to
the point where people think that you're just depressed and don't care about yourself. Tell yourself a little bit, but don't put yourself down and under the audience just makes sure that when
you teach yourself, you relate with people. The reason I emphasize this
is because I tend to see this a lot with newbies when at the end of a train
the trainer conference, they're doing their
first presentation for a big audience. One of the most common mistakes that we have in debriefing
that we mentioned them is that they're putting
themselves down when they're trying to invoke
humor into her speeches. Don't put yourself down, just make yourself relatable. The next one is tell your own personal stories
that you think are funny. If you're not sure
how to make jokes, just tell some stories
that you know are funny for people who have
laughed about it in the past. If you don't know what
funny stories you might have tried to ask
someone close to you. Family, parents,
girlfriend, boyfriend, asked them if anything
has happened. That is funny, but
also relatable to the audience that you're
speaking in front of. At the end of the day, we
did talk about the group, but you're also there on stage. And if you are
enjoying yourself, the audience will enjoy
themselves more as well. So the next step is
make sure that you find your stories or your
jokes also funny. Have you ever seen a
stand-up comedian on stage starting to laugh
about his own jokes. I don't know about you,
but I find that hilarious. And when the joe
comes in makes it even more enjoyable to watch, just believe in yourself and
have some fun out there. Choose the jokes that
are also funny for you. But of course sometimes you
don't know what's funny. And so the next step
is about testing it. Make sure to test out
your material like a stand-up comic on others started with
family and friends. Maybe record yourself
on camera and send it to somebody who
has some experience. Just make sure to actually test your material before
you start making all these jokes and they end up going really bad
on the audience. Which brings me to the next tip. When the audience's
laughing, let them finish. At the end of the day,
we're not standup comics. That's not why we
follow this course, even though some tips
might work for you. The goal of this course
is that you can give over some learning
content that people can learn and achieve a
certain goal and walk away richer and knowledge when
you make the audience laugh, Just let them finish, makes sure that
they can hear you when you're teaching
them something new. However, of course,
the next step and the last step being if the
audience doesn't laugh, just smile and continue
with your talk. This one is something
that I have learned the hard way
or maybe the easy way. Because when I make jokes, most of the time
I would say 99%, I prepare a joke. And when I say it on
stage, nobody laughs. But because I say it in a very kind of normal
speaking, wait, I just gloss over it
and continue even though I knew it was a
joke, but nobody laughed. It just seemed like
part of my speech. Obviously not the best
way to deliver humor, but the most important part
is that for the group, they have a notice that you
completely failed your joke. So should you bring in
humor into your speech? I think so if you can and
you're, if you're good at it, just try it out,
whatever you do, just try and test it out. And if it doesn't work, just act like you as
part of your speech.
18. 13 5 Techniques For An Effective Closing: Now let's talk about closing. I will be sharing
five techniques for ineffective closing. There you will see memorable with your audience
and they can walk away realizing that they just had a great learning experience. Technique number one, direct
call to action as a closing. This is a great one. A speech or presentation
needs a clear call to action. Without one, there isn't really a points to give a speech. Your call to action should
be clear and direct. For example, in
order to guarantee that we save a
dot-dot-dot tomorrow, we need to dot-dot-dot today if every person in this room leaves and immediately
dot dot dot, I can guarantee that
will result in dot, dot, dot next year. Clear call to actions are things that new beast
tend to miss a lot, which is why it's number
one on this list. Always have a clear,
concise call-to-action, especially if you're speaking on behalf of accompany
technique number two, short story, tell a short story that
carries the main message. One of the examples is
of a baseball player telling a story about
teamwork where he says, So, coach entered the
locker room after a pretty tough game
in which a number of us had standout performances and the result was a big loss. One of our players
when for, for, for Coach called him by his last name Smith asked
him to come upfront and then asked him to
stand with the back of his uniform facing the
rest of the players. Then he asked the kid who had just been called up
from the minors, Jones to do the same thing. He then said smith Jones, I want you to turn around. When they did, he pointed to
the front of the uniformly reminded us all you play for the name on the
front of the jersey, not the name on the back. Technique number three,
call to question. Many great speakers love
to enter speeches with rhetorical questions at
the end of the speech, the audiences loved
buried in thoughts, thoughts that are related
to the call to action. An example could be, what choice will you make
when you leave here today? Will you dot, dot, dot, or will you go about your normal routine technique
number for giving options? This one is about giving
your audience options. Options about what they
will do when they leave the room and you tell them
which one you choose. For example, we
can have dot, dot, dot, or we can have
dot, dot, dot. The choice is ours
and is based entirely on the decision we each
individually make today. And then you can add to that, I know I'm choosing
option a for instance. And then technique
number five, quotes, short and powerful quotes
are effective for closing. It needs to be one
that isn't a cliche. Think about what topics
resonate with your audience and look for quotes that
fit your call to action. If you want to find quotes that most people have never heard of, consider searching online
from existing figures. Example, a quote on
failing from JK Rowling, it is impossible to live
without failing at something unless you live
so cautiously the you might as well not
have lived at all, in which case, you
fail by default. Hope you've enjoyed this
part of the course. Of course, if you
have any questions about structure
or anything else, just send us a
question and we'll answer as soon as we can.
19. 14 Enhancing Your Presentation with Slides & Call to Actions: In this section, we
will be talking about enhancing your presentation with slides and call to actions. Without further ado, I
want to jump straight into it by starting
with the first section. Here are some tips for using your slides to tell your story. First, a picture tells
a thousand words. If a picture is
better compared to words to explain
something, then use it. But sometimes it
might be better to have text or to speak. Think about what
pictures could be used instead of texts for, or what pictures can
accompany your speech? Could you use a photo of the
person you're talking about? Maybe you're talking
about yourself when you were a child or
about your parents. Maybe it's a place
and people can't imagine anything about it
when you have a story, a picture could really illustrate and make people
feel like they're there. Don't hesitate to use
slides said only have one or a few images on them. Next step is mix it up when you're telling
a story with slides, looking at the same
type of Contents, slide after slide, we'll get
boring for your audience. Think about those
corporate slides that everybody falls asleep too. Mix it up, have pictures on some slides, text video graphs. Of course, a little bit
later we're going to tell you exactly how you have to use pictures and
text together as well as graphs because there
are some rules to it, but this is just to give you a bullet point in
case you have to remember these things later on and need a short
summarized video. The next step is how many slides should you use in
your presentation? This is a commonly
asked question and it's the reason why it's in this video referred to the
102030 PowerPoint rule. If you have less
than ten slides, you should speak for
less than 20 minutes and use at least a font
size of there already. You should spend around
one to three minutes on each slide. Now again, this
rule is a ballpark. So that means that
if you're doing your presentation and
you find that people are responding to
maybe less slides or you talking more because
you're a great storyteller, then that should
become your new rule. But this is obviously a
foundational guidelines so that you can start your
career with something in mind. Next tip is a really
important one and that is do not use
cheesy animations. I see this a lot with Mac users, people who have Keynote
for free tend to use the animations
like crazy because key node has some
great animations. Stay away from
swiping, twirling, fading, bouncing texts or any
type of cheesy animation. It makes your presentation look unprofessional and
it's also distracting. A lot of people following
this course might think that I just
do public speaking. But the way I got into public speaking is
by actually owning a video agency that
at this point has worked in 25 countries
and two awards. So we do know something about high-quality content when
we create commercials. And I can tell you
from that perspective, just like slides
are a visual thing, animations and transitions is
something that our interns tend to do and it is something that shows on professionality. All animations and
transitions have a time and place which you'll learn as a videographer or a
film photography. But the Common Rule, and especially with
public speaking, is just don't use
them because there's almost no reason you should be using them during
a public speech. Again, it does not contribute anything visually
to your speech and might only distract people for what you're
trying to teach them. If you don't trust my
public speaking skills, at least trust my
film skills when I'm telling you, don't use this, the next step is
don't try to get your slides up on the
screen before starting, before beginning
your presentation. You don't want the audience
to see you awkwardly spending five minutes on stage trying to get
the slides ready. If you're going to use slides, make sure you arrive earlier
to set everything up. So when you come on stage, you're good to go. Another tip would be to
start your presentation with strong and commanding words
and then get to the slides. And this is actually a
tip that you often see at TED talks and other
tech conferences. Of course, a lot of these
guidelines that I quickly explained in here are
just a short summary. If you have any
specific questions, maybe how to use pictures and all that stuff
which we will cover. But you can tweet just
asked that question and our team will answer
as soon as we can.
20. 15 The Guidelines of Putting Slides Together: Now in this video, I want to go deeper into everything that I explained above the guidelines of putting together your slides. And the most common
rule that I tend to see broken is a one thought
per slide rule. A very common mistake
is that slides tend to be loaded with
too much content, especially in the corporate
or tech environment, people tried to cover too much information similar
to cheesy animation. It makes you look
like an amateur and distract your audience
from your main idea. Your slides are there to
accompany your words, not for the audience
to focus on. The golden rule is to
have one idea per slide. I tend to see this in two
contexts go wrong a lot. The first one is professional
public speakers, people who have a ton of
experience and have achieved a lot and are trying to impart knowledge
on their audience. They tend to have a ton of
bullet points on their slides. The truth is that yes, their knowledge is very complex, but you can summarize that with a couple of bullet words
instead of bullets sentences. And even better, you might even want to use a little
bit more slides to illustrate each word with an image so that people
can remember it more, especially the ones
that are visual. The second part where I tend to see this go wrong is obviously because we have
startup funding event and thousands of
people pitching, ascending us videos or
pitching on our stages. One of the thing
that I tend to see wrong in their slides as well is that it's way too
much information. Again, the words and
the slides are only there to accompany what
you're trying to explain. So having a fully loaded slides, because it is such an important
product you're trying to pitch is actually going to
hurt you, not help you. So be aware of that. Less is more.
21. 16 Audio & Visuals: Now here is one
that I don't see. A lot of trainers explain if they have a lack
of experience, as you start hitting your
50th or 100th speech, you will start using
these and actually noticing it from more
experienced speakers. And that is audio and visuals
that support your message. Music, dialogue and sound
effects can do the following. It can evoke emotion, set of pace, indicate
a historical period, clarify the plot,
define a character, draw attention to a
detail or away from it. It can even smoother than otherwise abrupt changes between shots or scenes,
among other things, it can also emphasize
a transition for dramatic effect,
startle or sooth, and exaggerate a
points as mentioned previously with quotes,
always avoid cliches. When something is heard too
often it loses its meaning. You should never add
audio just because, just like when you're
making a film or a visual experience for
the people in your group, you're not going to just add fireworks for the
sake that they exist, make sure that it enhances
your presentation. A good example for using
music is when you're first introducing yourself
to the audience by using music or sound effects, you can invoke already some emotions that people
will associate with you. If you're doing a
five-day conference and you're trying to
host the beginning and ending session of
each day when I can advise there is to
use music to shift people through
emotions so that they can go into your
ending session of the day and switch
their emotions to be more approachable
and listen to you. Now, of course,
you'll be using in reflective periods of
more reflective song. If you don't use songs there, it might actually
hurt your session. And then at the
closing session you might go a little
bit more emotional, but of course in the mornings
you want to go more hype. Music and sound effects
have a big deal to play as you progress through
your public speaking career. Don't dismiss that. Now let's talk about
colors and fonts. Color is a form of visual communication and it
can evoke emotion as well. You might be tempted to
use your favorite color, but try not to. Again, you're not
there for yourself. You're there for your audience. Think about the goal and the purpose and select
irrelevant color. For example, if your
presentation is a positive one, you should be using
bright colors. The other hand, if
you're speaking about a serious subjects such
as illness or war, you'd probably
want to settle for darker or neutral colors. When it comes to fonts, choose one or two types. Try swapping a commonly used
font like Arial for later, or Baba's or railway,
or Montserrat. So many fonts are
available online. Just make sure that
this is commonly available around all laptops, especially if you travel around
to different conferences. You don't have to only use the fonts that you
see everywhere. There are many more fonts
available on PowerPoints. Remember to use a font that's big enough and easy to read. Ask your family or friends whether they can
read it from afar. Remembered the 30-point rule. The truth is that sometimes you can go much bigger than that. Always make your
slides for the person in the back of the room
because making sure that the person with the
back of the room can read it will ensure
that the person at the front of the
room won't complain about your
presentations as well. Again, say no to cliches, even for visuals when you're brainstorming visuals
to explain a concept, give it some real thought. Your first idea will
often be a cliched. For example, you'll often see a light bulb as a
symbol for a new idea. These are used too
often, is for images. These are used to often start thinking about
illustrations, vector files, or maybe people who are
carrying light bulbs, a group maybe step away from light bulbs
completely and start thinking about inspiring moments where new ideas were discovered, likes to BC, or new rocket
ships or new technologies. As for images gone
royalty-free image sites such as Pexels or Pixabay, those are our favorite if
you do use stock photos using overlay so that it
seems less stock ish. This again is something
that will make you just a little bit
more professional. Now how do you create
layers? Very simple. You can open it on camphor
Photoshop or anything. Just put a solid
color over it and then make sure that the
transparency goes down. In Photoshop, you have
better options where you can actually shifted into a
thing called multiply. And that multiply will make the effect even nicer looking. Of course, these are the
basics of graphic design, which we can of
course cover more in depth if you
have any questions. But the most crucial one to
remember for your career is just make sure it doesn't
look to stock footage.
22. 17 Including Call to Actions: Now the last one that tends
to get missed a lot when you're a beginner is
including call to actions. I noticed that beginners
tend to feel very uncomfortable when they think that they're trying
to sell something. And so the call-to-action at the end is always
very troublesome. One of the most common
things I tend to hear is that they
don't want to sell something even themselves
or their social handles to the audience because it would
come off as not authentic. The truth is, is if you created a great experience
for the people they might want to
know more about you. So a great call to action is
really important to enhance the experience for your audience as well as yourself in
building a community, the call to action usually comes at the end of your speech. Your call to action is telling
your audience what you want them to do when
they leave your talk. If they do as they're told, it means your speech was a success outside of
them finding you. It can also be
something like a task. Keep in mind that
all individuals are unique and you need to
tailor your call to actions. People have different attitudes, activities, goals,
and much more. This is why it's
important to get to know your audience before
you do the talk. Here are some different
types of people and how to craft call to
actions for them. First, do worse, doers
are hard working people. They know it needs to be
done in the gladly do it. Doers make an organization
run day in and day out. If you're speaking to doers, you'll want to
craft your call to action so that it includes action words that clearly explain what the
doers should do. The next one is suppliers. Suppliers aren't interested
in taking actions, but they do have
resources such as money, manpower, materials,
network, and so on. They have the resources that
will help you move forward. Suppliers in your audience
may be executives or investors to appeal
to suppliers who need to use different words than
you did with the doers. You may want to use
words like acquire, fund, support or provide. You want to get them to share
their resources with you. And the main word
there is share. The next one is influencers. Influencers have the
ability to persuade others. They are evangelists
with ideas that can change people's
beliefs and behavior. Often they are leaders who are well-respected and
sought after for advice. Influencers may also be famous people such as
celebrities or public figures. When you craft a call to action for an audience of influencers, you want to appeal to their ability to appeal
to other people. Great call to action phrases for influencers include
empower conferred. It promotes the idea
is to get them to share your idea on
their social channels. Last but not least, we have the innovators. These are people who
come up with ideas. You would never have
dreamed of the craft, amazing strategies,
invent new products, and just have a Beautiful Mind. Often innovators are
founders of companies, are inventors of new products. They can be engineers,
artists are entrepreneurs. They handle fewer
day-to-day tasks and more of the
conceptual work to get support from an
innovator appeal to their ability
to create things. The best call to
action words cover, invent, discover,
pioneer, or create. They leave your speech. You want them to feel inspired
to create something new. And that's how you create a call-to-action for
different types of people. Of course there are many more and if you
do discover them, do share them with us. If you have any questions or you feel like you need
more information, do let us know and
we'll make sure to answer your question
as soon as possible.
23. 18 Stage Fright: As we were drafting the curriculum for this
course with my team, I started realizing that one of the most crucial ones that
doesn't get covered so much, but definitely needs
to get covered in our course is stage fright. A lot of people tend to
think that when they see these successful
public speakers, that they all got gifted with a natural ability to
entertain people. And a lot of the good
speakers that I know nowadays actually started at
the same place that I did. And maybe you're starting with, which is stage fright. Everybody has the story and I'm not going to
bore you with mine, but I am going to
tell you is how you can get over it by also understanding it better and then taking that information to
build a foundation would experience so that
you can become one of those public speakers that
people get inspired by. This section is going to be
talking about stage fright. Now let's talk about the
fear of public speaking. Glossary of phobia is a
fear of public speaking. About twenty-five percent of people report experiencing it. But why are so many people
afraid of public speaking? Research suggests that there are four different
contributing factors. First, Physiology. Second, this relates
to our fight or flight response
where our body can consider speaking to a big group of people,
a potential threat. Seeing public
speaking as a threat happens when we
overestimate the stakes. You might be led to
believe that speaking in public as a threat to our
credibility or image, this potential threat arouses our autonomic nervous system, which leads us to anxiety. Unfortunately, this also
affects the ability to perform, which is why some people stop pursuing opportunities
to speak publicly. It will take more than
three to five speeches to get the experience to
get over stage fright. It mean for me, it took me
probably 30 or 40 times and the only reason I
kept doing it is because it was necessary
for my business. I would meet and network
with a lot of people and get a lot of
positive reinforcement. Eventually, it led me to
the point where I actually felt comfortable on stage because of all the
positive feedback. Next thing is thoughts. Our thoughts influence
our behavior to a very large extent before doing a speech in
front of an audience, a lot of people start
doubting themselves. They start thinking
of themselves as a bad public speaker
and have thoughts like, What if I'm not good enough? What if I'm boring? Which leads us to a self-fulfilling prophecy
when we fear becoming boring, the chance of actually being
boring rise significantly, which in turn will influence your thoughts before
the next speech. Besides our physiological
response and our thoughts, different situations can make
our anxiety worse as well. For example, if you
have more experience, it increases your confidence in a situation where you don't have much experience anxieties
likely to become worse. Similarly, when
people are sharing new ideas or talking
to a new audience, they might start to feel more
uncomfortable as they do not know how the audience
will accept their ideas. There is a situation
in which there is a high degree of evaluation. Lastly, there is the
situation in which the audience are people of
a higher social status. The bigger the
status difference, the more people tend
to get anxious. Being aware of these things
can help tremendously. Of course, confidence
plays a big role in feeling less anxious
when speaking publicly. However, we should not rely
on natural talent alone. The more skilled you are, the more you will
stand out and the more comfortable you will be while speaking in front of a group. So if I haven't said it before, I will say it again. Practice, practice,
and practice a lot. Some things that can help you overcome the factors
of fear or just simply things like being
aware of it and recognizing which
situation you're in. And then also being
in self-control, practicing and being calm
by calming yourself, maybe meditating or doing
breathing exercises. Then of course, you can
practice and challenge yourself before you end
up being on that stage, may be practicing
your public speech on the street in front of
a big audience before you actually go in a
single-stage can already help you get over the
biggest parts of your fear. The truth is that the
more you practice, the more comfortable you will be and there's no way around it. Just make sure that
you have control, how you build that experience
and make sure you have enough positive reinforcement
when you're doing, again, if you only have one
speech every year, fingers go somewhere
on the street or at somewhere where
you can practice, where you can get that
positive reinforcement and experience.
24. 19 Common Misconceptions of Public Speaking: In this video, we
will be covering common misconceptions
of public speaking. First one being, there's only one right way
of giving a speech. The truth is that this course is just a foundation
guidelines, if you will, not specifically rules,
you can break them if you feel like your audience
perceives you better if you do. Of course, when you don't
have that experience, you want to start off with the foundation so that you start realizing within the
system what you're really good at and what
you're really weak at. That way, you don't
start breaking rules around your weaknesses, but around your strengths. Same with other things. Some people feel like they
have to use a PowerPoint. Start with a joke, a stand behind electrons. All of these are
great options to use, but none of them are a must. Everyone is unique, and so everyone has a unique
way of public speaking. When giving a speech, you should learn from other
speakers and prepare, but you should not try
to be someone else. Just try to be yourself
and give your speech in such a way that makes you feel comfortable when
you are authentic, the audience will pick up
on that and appreciate it. Like I said, all the
way in the beginning, as long as you care and you
care about your audience, you can technically
break all the rules and still achieve great results. Everything that we
cover in this course is just something that
you can hold yourself to as you progress
throughout your career so that you have a better
and faster experience to become the public
speaker that you truly are when you're
stumbling and have fear, it hurts the audience as
much as it hurts you. That's what's bad
about people who don't have public
speaking experience. But if you are genuine and authentic and you don't
need all the rules, then you're going to
achieve the same goal that everybody else does as well. The next misconception is good
public speakers are born. We've kind of covered
this, but of course, some people naturally
have personalities that allowed him to be very
good at public speaking. Nevertheless, anybody can become great
at public speaking. A very large part
of it is practice, but there are other
ways to become better at public speaking. For example, finding your
strengths and weaknesses. Once you have identified those, you can use your strengths to compensate for your weaknesses. For example, Mohammad Khatami, a great public
speaking Award winner, has dealt with a stutter
for his entire life, but he makes up for it
with his comedic timing. When he starts stuttering, he does not freak out. He knows he can make up for it. So practice your strengths more. Accept your weaknesses
and trust that your strengths will make
up for the weaknesses. The next one is everyone will be able to tell you're nervous. The truth is that
everyone gets nervous. Even if you're very experienced, speaker still tend
to get nervous, which again is totally fine, like Mark Twain sets, there are two types of
speakers in the world, the nervous and the liars. We overestimate two things. We think we'd get way
more nervous than others. And we think our
nervousness is way more visible than
it actually is. Studies have shown
that speaker's rate themselves as more nervous
than the audience. Realizing this
overestimating can already make you less nervous.
25. 20 Transforming Fear into Confidence & Excitement: In this video, we
will be talking about transforming fear into
confidence and excitement. As mentioned, everybody
gets nervous. Even the best and most
experienced speakers sometimes still get nervous. Nevertheless, this
is not a bad thing, but it makes these
people so great is the fact that they can
use this nervousness as a fuel to be better and more dynamic
speaker may sound weird, but your anxiety can be your best ally
physiologically speaking, exam anxiety and excitement are both considered
aroused emotions. If you've ever been an athlete
or a professional athlete, you might have
heard this before. This means that they have the
same effects on your body. Heart rate increase, adrenaline, fight or flight, your body's
ready to take action. So doing, for example, breathing exercises to
calm your heart rate may move you from a state of
fear to a state of calmness. However, it might be more
effective to move from a state of fear to a
state of excitement. We once had a podcast
with an Olympian who explained this phenomenon that their coach gives
them where they, instead of calming
themselves down the re-frame it and they go
from fear to excitement. You can use the adrenaline and other physiological
changes to be more energetic and
enthusiastic speaker. You can even try to
intensify the sensations. Do not try to control it, but let it run and take advantage of your
state of arousal. Just telling yourself
get excited might even already do to trick
other ways of turning fear into excitement. Don't wait for others to say things that will make
you more confidence. Why not say them to yourself? Things like you're
going to crush it. You're super prepared. You can do this are
things that would probably make you feel
great when you hear them. So just say it to yourself. Think of all the great
things resulting from your speech and you
coming over your fear. Usually people think about all the things
that can go wrong, but why not think about all the good things
that can come from this most of the time, the things that could go wrong
or not even very likely to happen and do not even
have huge consequences. So keep that in mind. Hopefully with
that, you've gained some insight into the
fear of speaking. If you have any questions, do let us know.
26. 21 Q&A Request: How I Got on the TEDx Stage?: Welcome to this video
which is more of a Q&A request that some of you had that
went through the course. And this one is a
personal question to me as to how I got
on the TED stage. A lot of people are very excited
to have those accolades. Ted speaker, at least when I was coming up in my
public speaking career, this was a big thing. The first thing I
want to emphasize, having done two speeches at this point and multiple years
have passed since then, I can tell you that you really
should not make it a goal. But in case this is truly
something you want, I will answer it as
truthfully as possible. The first thing you
need to be aware of is, again, this should
not be a goal. Ted X isn't actually going
to change your life. Again, it's like any
other conference where if you were on that stage, you will find
incredible people in the audience who might
resonate with you. And that's what makes
techniques so great. You meet incredible people, but actually people who see your speech and
your life's going to be changed and suddenly everybody's going to want to work with you. That is definitely
not the case anymore. My personal opinion
on that is that lately a lot of people
have been on that stage. It's not as special as it used
to be when Ted was coming up at the time to TED Talks,
we're very exclusive. Almost invite only events where the best of the
best would gather. Nowadays you can find some
of the smallest cities that have three or four
FedEx organizations, even though ted
tries to limit that. But with that warning
kind of out of the line, Let's dive into the things
that you're probably wanting to here and that is the first steps that
you might want to do. They can emphasize your
chances of being there. First of all, you need to
understand the ideology and how the mindset
works of the TED talks, the tech platform is
there so that they can emphasize certain
ideas worth sharing. This is very important for me to realize after I did
my first taught, wanting to come back
for a second talk. If you have certain ideas, but you already have
a big audience, there's a very small
chance you'll end up on a TED Talk because the true ideology of TED
Talks was always to give incredible ideas that
don't have a large voice, a platform to speak on. That's what TED Talks
kind of always stood by. Of course, you've seen
YouTubers and other types of massive audience
people who speak on TED. But the true ideology and the mission behind it
has always been to give a platform and a voice to people who have
incredible ideas, but don't necessarily
have that platform yet. If you can get yourself in a position where you
can find an idea that is really incredible but doesn't really have
that platform to share. You might convince
a Tedx organizer or a TED X organizer to
feature you on their stage. So that's about the
ideology of TED, but let's talk about
actually being there and there are
multiple ways to get there. Well, the first thing would be actually joining an
organizing team. I actually volunteered with a TEDx organizers after
I gave my first speech, I was so summit and with organization after
that speech that I volunteered my time and my
organization and team to be involved as I progress through those years of volunteering, I noticed certain trends and God really close
with the organizers. So then when I started
doing my second speech, it became much easier and a much smoother experience because I knew that if
anything would go wrong, I have friends there
that can back me up. So being part of the
organizing team can get you quite far and
fairly friendly with the actual organizers to
the point where you can convince them of your
incredible idea. Because of course,
you now understand the mindset of TED talks. So that's one way. Another way is to
find specific Ted in your region that organizes
some kind of get together, meet-ups or even pitch
conversations or matchmaking. A lot of smaller
TED X organizations tend to do these things. Smaller networking, smaller
pitches that you can do on stage so that you can
qualify for the real events. Your goal is to just find
those and apply for them. Once you've applied
and they like you, they will invite
you for a speech. Then the last thing
that I want to share is if you can't get into the volunteering team
and you can't personally meet the organizing team
or you can't pitch. Another thing that you can
do is actually meeting former paddock speakers
and maybe doing something for them to get connected at the end of the day, that's what LinkedIn
was always for. If you have a connection, that's a TED speaker, you can always ask them
by connecting you to the organizers of
the regional TEDx. If you're very friendly
with these people, that connection could
be made very easily. Again, you also have
to realize that TEDx organizers tend to have
businesses on the side. It's not their full-time job. So just kind of hanging out word day hangout network where they network and connect with
people in their circles. That will get you a step closer to getting friendly
and making sure that people start seeing you for who you are and maybe spotting an idea that will come onto the stage of a TED
X in your region. Hopefully those tips
have helped you. I skimmed very shortly over some tips that
have helped me. I have to add to that. It took me almost three
or four years into my career before I even
saw a stage like that. There are many other
stages that could be even more relevant
than the TEDx stage. I can tell you, for
instance, that went, I was invited at Startup Grind at the Google
headquarters that that was far more relevant for me than any tech
speeches ever been. You need to find your
niches and you need to be very resonating with the
organization you're speaking at. When I was speaking
at Startup Grind, it was all about founders. When I was speaking at TED X, it was all about my mission. Even though I believed in both, it was a completely
different way of speaking on either find organizations
that will further your idea. Don't just go on a stage for
the sake of some accolades. I can tell you that
those accolades literally aren't gonna
bring you more business. The only thing it'll do
is give your ego boost. If that's what you want, then of course go and pursue
that, get more experience. That's definitely not
something to shy away from. At the end of the
day, we all do it at the beginning because we
might have imposter syndrome. We might think we're not
good enough going on a stage as big as that could
give you that confidence. But be aware that that's not the mindset you should
be pursuing it with. Pursue an idea worth sharing. Pursue an idea that needs a
platform to be shared on. And then you will
automatically be picked up by all the organizations
within that industry. It doesn't need to be
specifically TEDx. But hopefully if
you have that idea, work sharing and it
does resonate with Ted, hopefully I'll see
you there one day. And unlike that speech of yours, thank you so much If you have any questions, do let us know.
27. 22 Appearance: As I was coming up within
my public speaking career, a lot of the courses and mentors have covered the structure
of the statistics, the data, how to
properly systematize your speech so
that you can prove how to practice and
all these things. One thing that was not
covered and that I've found equally as
important was appearance. Of course, some
people covered this, but I wanted to make
sure that in this course you will learn
everything that I've learned about appearance
and how you can use it to emphasize and
improve your speeches. Let's start with the golden rule for dressing first
impressions last. And the way you dress
is a big part of the first impressions
people have of you. So the way you dress for
your speech matters a lot. The way you dress conveys your personality and confidence. Critically thinking
about what you will, where we'll be worth your time. There are many tips
out there to take into account when choosing what
to wear for your speech. But the golden rule is
dress at least the same, but preferably slightly
better than your audience. Of course, it is hard to
estimate what that might be, but it links back to
knowing your audience. If you show up at a Silicon
Valley startup dressed like a banker and full
regalia suit tie and so on. You will be written Of by that audience as
a hopeless case, the chance that you
will connect with them becomes really small. So you want to
address as well as the audience or slightly better, but the emphasis is on slightly. You don't want a big mismatch if you dress worse
than the audience, of course, you will simply look like you
shouldn't be there. Now some other Dressing Tips, pick a style and stick with it. Now this one is tricky
because there are times when an entrepreneur may want
to put on a suit and a tie, such as when you're
meeting with a banker. But to the extent that you can, you should dress to mirror
your brand or embody it. I've seen wildly
uncomfortable entrepreneurs in an ill fitting suit and tie who would've
looked better in something closer to
their normal garb. So if you're a creative
type where something that signals that
if you're a banker than where a gray
suit don't confuse this advice of sticking
to a style or brand as saying you must only buy
from the same designer but create your own style or brands so that people can recognize it, then dress for the setting
when choosing your outfit, you should be aware
of several factors. Who is your audience? What is the theme of the event? What is the industry, maybe the venue you're speaking ad will even have a dress code, even though there are always
his room for personal style, it is good to be aware
of these things. You wouldn't want to show
up dress and all kinds of happy colors to a
very somber events. However, super important
to that is dress comfortably when choosing how to dress for public speaking, it can be tempting to go with the fanciest outfit imaginable. Don't you want to
impress these people? That's fact yet if you're not used to wearing
the clothing, all you're going to do is
make yourself miserable. You'll spend your entire
speech uncomfortable, which will then
make the audience uncomfortable if you're used
to wearing a business suit, for example, build your
public speaking wardrobe along those same lines. If you're the creative
type who wears much more casual clothes
in your daily work life, then if you wear a
suit for your speech, you'll look and
feel out of place. Instead, find ways to dress up your usual type of clothing
to be more suitable for public speaking engagement's a speaker needs to be
able to move on stage, and some outfits
restrict movements so severely that you'll look ridiculous when you try to walk. This should not be the
case where something that allows free and
comfortable movements, very important to that is shoes. One of the things a lot of
public speakers might not tell you is that you're not
just speaking on stage. A lot of the time you
might be waiting, you'll be walking around. Conference venues could be huge. Sometimes you have to go through airports and you have
to get there from your airplane to the
speech without being able to dress up or
change your clothes, your shoes are going to be incredibly important
to be comfortable. I'll give you an example. I specifically look for
shoes that are dress shoes, but do not have heels because that way they almost
feel like all stars. When you look at them, it looks perfectly
fitting to a suit, but when you wear them, It's something
that you could run in and that's what's
really important if you're waiting for a long
time or you're doing multiple speeches within
a huge conference venue, you're gonna be walking five
to ten kilometers that day. And if you have terrible shoes, it's gonna hurt a lot. If you feel comfortable and confident in your outfit, again, it will help you convey this comfortability and
confidence to your audience. Also, your speech
will go better if you're true to yourself
and comfortable. The next step is
dress strategically. Dressing strategically require
some additional thought and research on your audience. A question you might
ask yourself could be. What accessory can you wear
or slight change that you can make that will allow
you to stand out from the crowd without
looking freakish. For example, a lot of Silicon Valley types wear suits to show that
they're successful, but add brightly
colored sneakers to show that they're still
kind of hip and rebellious. Besides that, it's good
to think about colors, different colors and
different messages. With these messages are, can depend on the country
you're speaking in, or more specifically, the
culture of your audience. In general, though darker color such as blue, deep red, gray, or black will make you seem
professional while a flash of bright colors
underneath smart in business attire can really
help attract attention. But again, it should make you feel comfortable
and it should be in line with the culture of
your audience and yourself, the costume you where
sends a message, figure out what you want
to say, which your style. Then I would say
lastly to be aware of. And that is my
philosophy on dressing. And it came from my
martial arts experience. I started martial arts
at four years old. And at the time when
you're very small, that they teach you how to tie your belt and
how to dress up properly at the beginning of each martial arts
session and at the end, how you have to greet your sensate and greet
your fellow students. One of the things that I
learned as I progress through different martial arts that use cumin know things
like Judo or karate. One of the things that you tend to learn a lot is that you are dressing and making sure
that even after fighting, your belt is tied in
your acumen note is straight and the reason you
do dad is not for yourself. You do this to show
respect to others. You dress up and
you make yourself clean because you
respect others. And that's why you do that. If you would show up
dressed up in Acumen, Yoda wasn't washed for weeks and your fellow students
have to fight with you while you smell, or it has black
patches and it's just, it looks terrible because
you haven't watched it. It's not respectful
towards others. Everybody dresses
respectfully and everybody cleans themselves up specifically so that you
can show respect to others. That's how I was raised and
I hope that this philosophy resonates with you many
different countries that I've spoken in, especially some in the
North America region, people tend to just show
up because they feel comfortable with sneakers
and some jog beings. But you don't dress
up for yourself. You're dressing
up because you're serving people who are there on stage to impart certain
knowledge and help an audience. If you're not there to feel comfortable in your sneakers
and you're jogging. So even though sometimes you might see those
things happen, one of the advices
that I received with that is played
the percentages. You might see one
guy or girl show up completely
disrespectful in Joggins, not caring at all
about their audience, just talking about themselves and their experiences,
which again, might be super relevant because they're
really successful, but that's not the
true representation of successful people. Look at the other nine
out of ten people. This one-person might
show up like that, but the other nine public
speakers might show up respectfully with a suit and
a tie, maybe not as sued, but a blazer, a nice-looking at tire out of
respect for others, don't compare yourself to
the one out of ten that Beilock ended up being their pay attention
to the percentages. Most of the people
that are successful, they dress up out of respect. So follow that if you want
to be respectful, of course, if at the end you've
achieved so much success, you really don't care. I guess you can show up, but that's where my
philosophy comes in. I dress not for myself. I dress because I
respect other people.
28. 23 Basic Grooming: Now let's talk about the most overlooked topic when we're talking
about public speaking, basic grooming, besides
choosing the right clothes, the rest of your appearance
should be on point as well. Most things might
be too obvious, but it's still good
to be aware of them and take them seriously. First of all, hair, regardless of your hairstyle, all hair should be
clean and brushed or combs in the back as
well as the front. Now, Dad one is super important. Many people forget
to check the back of their heads while they look
great entering the room, they end up looking, It's terrible when
they're leaving. Your face and neck
also needs to be addressed during your
grooming preparations, men should be either clean shaven or just
groomed really well, especially if you have a beard
or a mustache, trim them. Very noticeable blemishes
can be covered using cosmetics or tinted
moisturizers even by males. Now, I can admit to
you that I tend to not use makeup when I'm
speaking within my industry, which is Ditech
Entrepreneurship industry. However, I used to be in
the commercial industry, specifically when we're doing photo shoots or commercials
within my company, lightning, and especially
when we're going for the awards within
that industry, Everybody gets makeup and the
reason why is very simple. The lighting, you don't
want to look washed out and so you do
need certain makeup. Every complexion is
gonna be different. Certain complex patients like mine don't require
a lot of makeup. They just need specific
touch-up so that the lighting will
fit perfectly on the face so that it
doesn't look weird without even distribution of
lighting on your face, you're gonna come over really weird and high-end
commercial that is really tough to
reshoot when you have multiple actors on the sets. Women, of course, can
wear makeup as well, though this is a choice
rather than a necessity, as long as a female has
properly cleaned her face, she may go natural as
well if she desires. Now, nails, men snails should be trimmed and cleaned
before speech for ladies, shorter nails are always more
appropriate than long ones, and any Polish that's applied should be of a
light or new shape. Nothing that shouts
and distracts people from getting the knowledge
that you're trying to impart. Now another reason why
long nails could be back for women is if
you have a clicker too long nails can affect
that experience and create unnecessarily sounds to get
picked up by a microphone. So long nails are usually not the best way to go
if they're too long. Lastly, your math
should be clean. Brushing and flossing before
your speech is a good way to make sure there's
nothing in your teeth. Some speakers even like
to take a month or use mouthwash for
boost of confidence. So those are some
of the tips about grooming that I wanted
to share with you. If you have more questions or you've been struggling
with something, please let me know. But with that being said, it was really lovely
to have you here. And I look forward to hearing
more of your stories.
29. Introduction to QnA Workshops: Hi there and welcome
to this workshop. Now, today we're
going to sit down together just like I do
with my coaching clients, or when I do workshops at company retreats or
when companies hire me to go inside and turnover like a marketing department or something within their business. I thought that this was probably going to be the best
way that you can learn with stories and
case studies when I sit down with my
coaching clients, one of the things that
they mentioned is that even though the
courses are super scripted, well edited into the point, what they learn from
the most during the coaching talks
is my stories, the hardships and
failures that I've done, but also the successes
and maybe kind of fully fleshing it out from how
I've experienced it. Now, I always thought how could
I bring this over to you? Because at the end of the
day you're sitting there and learning all of this
well scripted content, but it's pretty basic. It doesn't really show
you the whole gist of it, how I've really applied it and how I've learned
those skills. Together with my team, I started thinking and one of
the ideas that got brought up is what
if we just literally do an unscripted workshop? And we take the most
common questions of each of our courses. We have a ton now and we'll try to again like the podcasts
that we have as well, which is free content, a completely
unscripted, unedited, and I just share everything. Now of course the downside is it is unscripted and edited. And so you're gonna have a
lot of other extra stories, other things that
are not as scripted, but because there is
a high demand for it, we decided to just
release these type of workshop type of contents
that you can learn from. So without further ado, I'd like to invite you to join this workshop that
we have together and imagine that you and I are sitting in a room
together and I'm just explaining things to you as you would with
asking me questions. If you have any questions, of course makes
sure to ask them. There are within the
platform options to do so. And then I will try and take
those questions and make a workshop style video
around it so that you and maybe others
can benefit from it. I'll see you in the next video.
30. Event Marketing to 1000 people: Hi there and welcome
to this Q&A workshop. Today we will be dealing with a question that
we get a lot from our event courses and
just people in general who are event planners starting event businesses,
stuff like that. Or actually
surprisingly a lot from public speakers who want to create their own
events and that they can have all
the social proof and assets for courses and landing
pages and stuff like that. The main question
again on my iPad is, how to market an
event to attract thousands of people like you did with certain
funny events. So again, this is a normal unscripted Q&A
workshop if you want scripted, proper videos, very
theoretical and to the point, then obviously we have
the courses for that. But this is as if you
and I are talking, having a cup of coffee and I'm literally just
explaining to you, like I do with my
coaching clients, how we do it, how we actually make
money and how we apply theory to the point
where people actually pay us. And so you'll get
fleshed out details and just a little bit
more storytelling. So without further
ado, let's jump straight into the
question which is again, how to market an event to attract thousands of people like we did with
CRF funding events. In order to understand that. And we've kind of covered
it in different workshops. You have to understand where we started with startup
funding events. At the time I gathered a
couple of people from my team, not everybody who wanted to learn how to
build a business. And I wanted to do something
to give back within the ecosystem and kind of bring together all my clients
had already had, which was a 100 plus
corporate clients. You have to understand that they started from somewhere already. And so you're gonna
have to look at your own network
and decide whether you're starting from 0 or
you're starting from somewhere. Now, most people, I would say in their 30s and 40s who've had some type of corporate job are definitely not
starting from 0. So be aware of that a lot
of people tend to have imposter syndrome and think they're starting from
0, but they do not. We're gonna cover during
this workshop both the 20-year-old still in college and wants to start
something big, get social proof as well
as people transitioning away after their 30s and a half, some
corporate experience. But for the sake of the story, We'll start with people
who have some type of network already because that's where we found ourselves in. And so what I maybe don't like when I'm
looking at some of these YouTube videos is you don't really get all
the background story. You don't really understand
that there is already something there before they
started these massive event. When I started lightning, I was a 20-year-old who really didn't
understand anything, moved pretty much into a new
city, didn't know anything. Three years later we
scaled to a new country really again, 0 connections. And from there scale
lightening was a business, an agency that I
build from 0 with 0 network and networking
was a huge part of it. But startup funding event
was definitely not that. And so don't kid
yourself when you're looking at this
massive kind of scale. How we went from a
100 something people to 1000 people in one year. That doesn't happen. Just like that. Coming out of college and right away starting
successful businesses, they really doesn't
work like that. Insert fundament
was at that point my third or fourth business. And it was a combination of, I think four or five years
entrepreneurship and actually having some successful
transactions. Big corporate clients being on the preferred supplier list. Again, from the beginning, we started, started funding van. The idea was just
build a business, get an ecosystem built, get everybody together and
connect existing clients. And then the question was, well, for doing that already, Let's do something good with it. Let's invite startups that are doing something
more than just videos, because that was mostly
what we were doing. Video content marketing's
the social media stuff. And so we'd invite people
who are helping refugees, people who are helping
with the climate, people are helping with
the energy transition. Things that honestly
my brain doesn't really wrap around because
I'm not an engineer, so I don't really understand it. The only thing I do
understand is how to take some scientific super
complicated words and make them into really easy
stories that people can digest and then maybe
could go viral. So the idea was,
there's a lot of startups in the
first six months, maybe first year, they have so many obstacles were about five years
into the business, for years into the
business will probably be able because everything
is so fresh for us, would probably be
able to get them quicker through those obstacles, will be able to help them with the branding, with
the social media, connecting them with all of our clients and kind
of go from there. We were filling a need that
was kind of in the markets. A lot of these startups
don't have money, can't pay tickets and just one connections with
somebody who can grow them. Most of the events were costing about 200 bucks, 300 bucks. Like if you go to Web Summit, if you go to the next web, there's our great events, but they're extremely
expensive for a startup, especially in the
first six months. We pretty much did it for free. And how we funded it is in
the beginning we didn't. The first event was
completely free. It was such a good concept that when I called up
some of my clients. And ask them if they
wanted to be a judge. I remember 11 of my client
actually asking me if she could sponsor a little bit because she knows that it's
going to cost us money. The first sponsors
handed me money with nothing in front turn because
they loved the concept. Once we had the first event, this is what I did
that allow this to scale to 1000 people with on
the one-year anniversary. On the first event, I
kept everything free and invited everybody I
could within my network. The way that went as I went
through all my clients, every meeting that I had, I would close at
the end with, Hey, do you have an
extra five minutes? Because I want to talk
about this event that we're doing and do you want to
maybe become a judge at it? I was recruiting really
high-end people with a lot of network to come to my event and become this
type of judge or ambassador. That's how we got a lot
of corporates involved. Once we had them at the event, I had a team of about
two or three people. Their only job was pretty
much to get testimonials. One of the big
investments that I did is I bought a medial wall. It was literally a
medial wall is pretty much you go to a print shop, you put a bunch of logos on it. And then you have this
massive five meter wall where people stand in front
of and you can record them. I bought this medial
wall and I got all the judges and all the speakers and pretty
much everybody that I could start out in front of that media while
and ask them for a two-minute testimonial
and that team of 23 people because I was
involved in the other stuff. Their only job was to get as many testimonials
as we could. Then at the end of data events, the word started
spreading because again, we had a ton of high networking individuals
that loved our events, couldn't believe that we got
such high-quality startups, except the only
thing we did is we opened the floodgates to demand that it was already
there and people who couldn't afford
expensive events. So they came to the only vendor could go to, which is ours. And so we got a couple
of super cool start-ups. They became successful,
but honestly, the startups would've
been successful anyways, we just caught them
at the right time when they couldn't afford it. But because of that, they
always remember Nas. And that means we
got word of mouth. That's something that marked in marketing isn't
emphasize so much. You can do all these
Facebook campaigns are so many courses on YouTube
ads, PPC, Facebook ads. There aren't that many
courses on word of mouth, but yet word of
mouth is going to be the most important marketing
tactic that you can employ. The first event was the most amazing product
that we could afford. It cost us. You'd think this would cause this tens of
thousands of dollars. It did not. It was literally, I think maybe a couple of thousand bucks. And then this one sponsor gave half of the
money or something, I think like 23 thousand
bucks and we got quite far. Of course, we did have cameras already and we did have
people who wanted to help. But actually we didn't have that many people under
day from the team would we did is we asked
pretty much friends and family to
volunteer and help. The actual organization
of the event was done by people and volunteers
and friends and family. But then the actual filming and marketing and content pieces that was done by my team. We had somebody on after movie, somebody on livestreaming, somebody on the
video testimonials. These were pretty much the most essential content
pieces that you could create. Whatever you're gonna
do during the events. Don't kid yourself. The only thing you should
be doing is video content. You obviously I'm biased
because this is my agency, but I've seen it time
and time again and I've done it now
in my own event. And then I've had governments come to me
to create their events. I can tell you that
the thing that gets you sponsors on the next event and gets you more people and more visitors is going to be the video content and
pictures are helpful as well. But the video content and the testimonials and
the after movie, that's where people
are like, whoa, this is worth 500
bucks or something. We haven't actually
asked 500 bucks, but we've had some paid events. In the meantime, more
exclusive events. I like to keep funding friend as a charity so the tickets are
free and stuff like that. But we've had exclusive
networking events, exclusive behind
the scenes events for partners and
stuff like that. And those were all paid. I would say the most expensive paid event that we did was In 2 thousand Euros
per accompany entry and the company could send, I think maximum like
two or three people. You can go pretty high end with these exclusive
networking events just to give you a picture. But once we had all
the video content, we started outside
of the fact that we had the network and suddenly
we were spreading around. People started
finding us and that's how Amsterdam capital
week found us. One of the judges knew about us. We had actually
invited the city of Amsterdam to come as well. We had a ton of video content, he ton of testimonials. And so it's undeniable that
we were doing something good. The second event,
we were part of a major week event,
Amsterdam capital week. And we were to closing of that. A lot of the visitors
are visitors came, but also a lot of bare
visitors came to the point where the capacity of we had
a collaboration with WeWork. They gave us their
venue for free. They were a sponsor. The capacity of that
venue was 200 people and it was like 255
people signed up. It was people couldn't sit
or stand. It was crazy. There was no space in
that in that room. Again, the first thing that I did was I made sure we had
all the video content, pictures, everything of
this super full room. Because I knew that if
I could prove that in two cities we packed up or room, we'd get way more sponsors
for the next event. And Elysium wrong because
on the next event, the city of Helsinki, we got in touch and they
absolutely loved the concept to the point where they
offered to make us society event of slush, which is 25 thousand
people in Helsinki. Now as we're negotiating, I was very strict in that
negotiation because I honestly did not want to pull my team on an
international event. This event is free. So one of the things I
said that the time is it has to be an
irresistible offer. We need to make
sure that we have a venue that you guys provide. We need to make sure that
we don't know anybody, so we need access to sponsors. You need to introduce
us to your network, but also introduces to
your startup network. Because otherwise
we will have to spend so much money
on all of this stuff. And so they arranged the venue. They arranged a little bit of financial sponsorship
for us as well. They arranged startups,
they arranged introductions to
some big corporates. We had one of the largest
startup incubators. Wouldn't the guys come speak? It wasn't pretty good event. Our first international event, I could not be
happier, I would say. And so when we came back, I think that was from
April till December. So not even a year we came back. We started thinking ok, So we had in April, our first event in the summer, we had our second event and then suddenly
our third event, when international, How
do you go up from here? The actual question that
was brought up was, well, we're growing pretty well. Most of our startups, all the winners got an
investment within six months. All of them started growing and becoming these
multimillion startups. Some of the top three
also got investments and then we had a top 30 which we didn't expect what we're
gonna do, but we did, I would say out of all the 30, maybe like ten or 15 would get pretty far with our
clients or investments. So it's pretty impressive, especially because we only
had focused on one startup. That was kind of
our whole thing. We just get a couple
of our clients to get her focused on one startup. And that's it. We started monetizing
in different ways, not specifically the startups, but the sponsors, making sure that they are involved as well. And we leverage all of the
video content that we did beforehand and all of the testimonials from
all the people there. Because if you can get
two or three corporates, you'll get ten more corporates
for the next event, either in sponsorships
or judges. And that's by the way,
how we got the big for consulting agencies to be
somehow a part of our event. Either they were a sponsor or they were part of the judges, or they were part
of the ambassadors. We came back and just for fun, I said, What if this
would go ten x? How would that look like? What our impact? A Grow? Would we be able to help more than the one winner startup? Would we maybe guaranteed at all three startups
that are in the top three and are on stage or top five would all
get investments. Maybe the top 30 I started
getting really excited. Just by the exposure, could go all over the news and
viral and stuff like that. But how would that look
like was the question. I remember at the time, I had volunteered at TEDx like fixe years prior to that
or something like that. I remembered the organizer and knowing her because I
had spoken at the event and then I decided to volunteer there because I was
building up my network. I was new in the city. They had invited me to
speak and I loved the team, so I asked to volunteer. I knew to organize her quite well and I called
her up and I said, Hey, you organize these
massive TED eggs events. How do you do that? Where do you start and what venue would you
recommend me speaking to? And so we kind of
continued from there. So as I was talking with the Tedx organizer
about concert, about just the rooms
and venue since she was using and who I
should be talking to. She referred me to two venues. One of them I wasn't
too sure about, and one of them I really liked. This was the reason
why I really liked it. It was not even like ten steps
from the Central Station. It was so close to
the central station. The other one was a nice venue, but it required people to take a bus for
like five minutes. What I've learned
is that location is going to be so
important because. In the previous
events when we had locations that were
outside of the city, it was much harder
to attract people. We had always been full, but it was just much harder. I went for one of the venues. I explained them the story of what we had in mind and how we wanted to impact and all
the millennial stuff. I guess. He just absolutely loved it. And then the key
was we showed them all the video content
from previous events. And he got extremely
excited about how packed it all was and
how sold out at all was. They gave us a
really great offer, like a huge discount, pretty much something
we couldn't refuse. And then the whole
story started. We had about eight
months or nine months, like 76 months to prepare for this
massive, massive event. One thing I can tell you when you're doing
marketing campaigns, when you're taking a
product and trying to scale it from ten
sales to a 100, sales. Dynamics change at certain
numbers and we'd events, the dynamics change
after 2300 people, the moment you
started organizing conferences like proper
500 plus people, kind of these massive
conferences versus like little events
under 400 people. It just everything changes. You need to become
more organized. You have department heads, you have team leaders. There are focuses, sprints
that you need to do. One of the mistakes that
we had done is we did not realize that it would
be handled bad way. But one of the good
things that we had going for us is that we were in business for five years
and we had built up visitors who are
coming regularly to our events and sponsors who
are sponsoring regularly, and ambassadors and judges
from big companies. Now that we had all of that, we will be somehow scaling these 200 people events,
2 thousand plus. So one of the first
things that we did is we started
looking at paid ads. And we realized that if you're throwing a free event or I would even argue an event that costs
less than $10 per ticket, you're pretty much screwed going the traditional
route of marketing. And that's something
nobody tells you. If you're ever in a position
where a client is like an event client or a
public speaker who wants to throw an event and he meets
to be this massive thing. Be aware that you can probably guarantee stuff up
until like 200 people, I would say 300 is pushing it. But the moment you
start going above three hundred and four
hundred people and that they want at their event or you
want that their event, it is gonna be so much
different as a dynamic and it's gonna be so much
harder to execute on. As we started kind of
taking our department. This is where we
actually started cannibalizing my agency because we've had to pull team leaders
from certain projects. Because I trusted them
so much to pretty much handle the chaos of what was happening
with the event. And I had to pull some
of my salespeople, put them on sponsorships, some of my design
people make sure that the design
assets, we're good. We started collaborating
with the city's. They gave us access to TV
spots like these massive, huge TV screens at
the Central Station. Commercials needed
to be made for that. And so suddenly when
you're promoting so much, everything matters. We started looking
and then there was an entire workshop today.
Explain about this. We started looking at
offline versus online media. How could we leverage
offline media like this massive screen at the Central Station in order to emphasize our online media, because our paid ads were
becoming quite expensive, or cost per clicks or
becoming expensive. And so we thought that
one of the issues was our social proof was
not big enough yet, even at this, the models
weren't good enough. And so in order to promote this massive event and
get a 1000 people, it's not enough to
just have to ammonium. So we started looking
at social proof. We asked the city officials
if they could connect us to all these prints that we could
do on tramps, on screens. We start asking all of our corporate sponsors If we could get on
their email list and newsletters and promote the fact that we had these commercials. We started, we'd started to make like a commercial at
least every month. We started doing guerilla
campaigns where we would go on the street and actually
sell tickets as a team. And by selling tickets, engaging dose people
to sell more tickets. It's just a pretty
intense experience. And I would say because again, if I look back at the
question and the question is how to market an event
attract thousands of people. First, realize, nobody starts
with a thousand people. You have to build it up. You have to have the
infrastructure in place. You have to have your
team leaders in place. You have to have
your sales in place. You have to have your
commercials in place, your assets, your visual
assets, your testimonials. You need to have the connections that we had built up with the city officials over three events so that
they can connect to. You have to have that trust
with them so that they can get you discounts or
just free things. You need to make
sure that you have, I would say at
least 2030 sponsors before you start going
on this craziness. Because if you have 20
to 30 corporate sponsors and each of them bring flag, I would say ten people. You're ready as like
1 third capacity. So now suddenly you need
to bring the other 600, but maybe you get more
sponsors in that event. Maybe you get 20
more sponsors in. And so now you're at half
of the event capacity. Your gonna be more dependent
on word of mouth and people. And that's why I
highly recommend doing that first before you go crazy. But how do you then fill up the other batch word of mouth
is gonna be so important. You're going to have one
of the team leaders, by the way, it was an
ambassador management. The other team leader was a judge's management and then I was doing speaker management. And so when you're building
up judges and ambassadors, that's the equivalent
and marketing of affiliates or maybe even
influencer marketing. These are people who
have a network who can potentially bring
ten people plus in. If you have like 50
ambassadors, that's 500 people, you need to find incentives
to convert normal people into these ambassadors
or the equivalent in marketing would
be an affiliates. Maybe there's a
financial incentive. We found that because we
were doing an impact event, financial incentive
was the least weekly, it was the worst thing we could propose even people would have, we're just not
accepting it and they were just making too much money into even accept like five
bucks or something like that. For us, a financial incentive
wasn't going to do it. But one of the incentives
that we could do was little. We had these Photoshop template
designs that we created specifically for an ambassador that they could post
on their LinkedIn. Stuff like bad, we
really kind of played on making them feel more important and in part
of the whole thing. Because we really just try to, the team leaders there tried to get the word of mouth going. On the other side, we had the actual marketing
marketing team. But I can tell you that our main focus and the
weight we filled it up was the word of
mouth thing and scaling that whatever
business you're doing, whether it's events
or something else, trust me, that first bit is gonna be so crucial
and so important. But within the marketing thing, we were leveraging things we start realizing are paid ads, we're just not going to cut it. And so we needed to somehow bring down the costs
of the pay debts. Initially, what we were
doing is we were creating these high-end
commercials and thinking, well, if we invest like these commercials that are
worth like ten K plus. But again, we were
doing them in-house, so it wasn't necessary. We thought that would
pull in a ton of people. What we didn't realize
is that nobody cares. I mean, look at the
really big events. How many of them actually used there after
movie or commercial as the thing that they promote on Facebook or YouTube ads. Well, they don't. What they usually do is they localize and adjust the videos. We'd clear call to
actions towards people. And so one of the things that
we started doing is again, we got some footage of our commercial playing
on the big screen. Next is Central Station, and we combine it with some
of our previous after movies, super cool footage that showed filled up rooms
and stuff like that. We had clear call to actions. Get when a free
ticket or get this or a sign up here before it's
sold out, that type of thing. Are you from this city then maybe you're interested
in blah-blah-blah. This speaker is showing up. Are you interested at this? Many startups have gotten
funding, so super, super relevant to our avatar. One key fan I call that always relevant things that actually convert people
into a commercial. And so that's the realization
like converting people from a commercial is
more important than having a high-end commercial. And those who are
mistakes that we were realizing that
we were doing. We were very much
leveraging offline and then using campaigns around the offline like
those big screens, like I said, into online learning
platforms that we realized was more relevant
to us was LinkedIn. And another thing that we
realized is that our cost per manual outreach was cheaper than our cost per
paid ad outreach. Now what does that mean exactly
when we were running ads, it costs us more per-click. Then if we would message people or connect with them with
a personalized message, or if we would create
posts with hashtags. When we realize those
metrics, we made, every single person from
our team go in front of the screen and
take a picture and then go on LinkedIn
and pretty much tag like 1020 people with a hashtag,
startup funding events. So we started doing
these manual campaigns. Again, long story short. That's how we started
growing together these two kind of multiple
marketing campaigns, and you're starting
to realize one person probably can't run
it very easily. That's how we started
growing to 1000 plus people. One of the things that
I do recommend if you're interested in
doing this yourself is makes sure to have a ticket price that
is above ten bucks. I would even recommend
above 20 or $30 because Facebook tends to get more expensive depending
on the season. Once you have a
ticket price that is worth the conversions that
you're going to achieve, your cost per acquisition if you're running these
marketing campaigns. That's when potentially
you can do everything I just told you with
way less money, way less people
and money as well. I think if you have to like really good Facebook ad and then Google ad and YouTube ads, people, LinkedIn ads
as well to three, could probably achieve
similar results. If your cost per acquisition is lower than your ticket price. Outside cost price
as well because you have venue costs and
stuff like that. But please be aware of that when throwing these
big, big events. And also be aware that you
really should not be throwing 1000 plus events until you
have thrown a hundred, two hundred people
events multiple times, worked out all the kinks, made sure that you know
which pricing is gonna sell. Make sure you have
testimonials and connections and ambassadors
and stuff like that. And only Dan scale
starts really happening. One of the things
that we're doing currently as we're
going more digital, is we're doing
networking events. These online little
networking event that started with ten people
then grow to 20304050. And in one year our
projection is that dose 50 people per
networking event would eventually become like
five to 700 people were using exactly the same model
that I just explained. Just with way less chaos. Because we were
focused on one thing. We're exactly aware of which person we're attracting
and where to find them. And instead of focusing on the drama and chaos
of all the marketing, knowing all your metrics, knowing all your data and just kinda shotgun maneuvering it, which means like all these
different bullets are being fired so that you kind of figure out which
one works best. We figured out that the word
of mouth is way better. And so instead of going
straight away and leveraging all of our
network and paid ads, we're starting again small and going local,
national, international. And we're doing a small buildup which is based on word of mouth. It just reaching out to people
asking them to do more, involving them as ambassadors, involving them as judges and
building it up from there. You'd be surprised, as you've seen with our
events in one year, we got from pretty
much 0 to 1000. You'd be surprised how fast
and how easy it goes if you're patient and you do a little bit every day and
with each monthly events, you'd like ads, like
50 or 60% more people. I'm actually, I actually
showed this to one of the CEOs that I hire for our
event very into finance. And obviously doing all of
that in the last years. And one of my
favorite websites to visit is an compound calculator. You can just google
compound calculator. There are free tools. You can add to that. Obviously currency and then you add like how
much money you have, how much percentage
is you get monthly, yearly whenever you get results. Instead, the reason I say
that is if you replace the currency into just
the amount of people, the F per networking event. And then in the compound
calculator you add the percentage that you expect to increase with every event. Then you could calculate how much effort you
need to do to start with ten people
per event and then eventually end up with
1000 people per event. We actually did this calculation and we took ten
people per event. We added 60% of
effort and we ended up with a round a 1000 people
by the end of the year. Instead of having this crazy intimidating imposter
syndrome feeling that we're just not gonna
make it 1000 people, which you should
be doing is just realizing that it's not about
getting to a 1000 people. It's about small little
increment and increments of improvement with
each monthly events which eventually build
up to 1000 people. Ten people in 60%
increase would mean like 17 ish people or 16
people at the next event, and then a 60%
increase after that. I think we were
somewhere at 30 people. And so when you think about
dose type of numbers, it becomes so much
easier to improve. Like to go from
ten to 16 people. You send a couple of
LinkedIn messages to go from 1630 people that's maybe a
little bit more intense. So you would send a couple
of LinkedIn messages and maybe call up a
couple of people. Let's say you go from
30 to 45 people. Now a couple of messages, maybe you need some help. You call up some people, you call up some past people and you ask them if
they know somebody. With every single
monthly events, you're improving 60%
a little bit better, a little bit better,
60% improvement. If you take, let's say you
work an hour and a half. Let's say it's like
a 100 minutes. That's round about an hour and a 90.5 minutes is an
hour and a half. But so ten minutes, extra, 100 minutes you work if
you increase that by 60%, we're talking about
a 160 minutes and now you're
working 2.5 hours. So that's something you
can do on a Saturday. And instead of five events
working like a 120 hours, which you could be doing, is that the next event
you could get a volunteer and suddenly both
of your working 2.5 hours. So now you've doubled
your capacity, but you only needed to increase if you've got a 100% more, but you only needed
to increase 60%. Always think about the small
things in the beginning and using time and patience for
you instead of against you. And so having the quantity
can sometimes help you. We skipped a step, we did three events
and then pretty much ran ten extra vents
in-between those eight? Well, if we didn't
run ten extra events, but we should have
run ten extra events in-between because we went from three hundred and
ten hundred plus. So technically we
should have run at least seven more events
to scale from there. But it's just to tell
you like slow and steady wins the race and the more
quantity of events you have, the easier it is to get to 1000. And then if you don't, then you still have
two ways to go. Word of mouth, which is so
underappreciated in marketing, especially people are
super good at pay debts. They really don't understand the disk costs less and
achieved some more. And if you're looking
at the long-term, it will get you more
over the long term. Word of mouth
acquisition means that your next event is
going to be way more exponentially
more successful. Whereas paid ads and
cold acquisition doesn't always translate to
an exponential growth for the next event. The metrics for us at least seem a little bit
smaller and lower, which is why when we
run events nowadays, we very much leverage
word of mouth. That's kind of a very,
very long story. I try to keep things as, as detailed as possible, but as short as I can. If I'm all over the place, I apologize for that, but definitely message
me if you need some more elaboration,
some more details. But that's kind of in short, how we did our event. And then I would add
to that we actually replicated this after the
success of our event. We got a reach out for
from two companies. One was actually from
the city itself. They were organizing something similar like Amsterdam
capital weekend. They've wanted to
do something in their city, something similar. And we were the biggest
event there and so we were the only one that actually knew the biggest conference room. We were aware how those work. We knew how to build the
visuals, we knew everything. And so we started
actually getting hired to build out their
campaigns as well. The funny thing is they initially wanted to
do the marketing themselves and started
realizing how tough it was. And so they had to book. Within the conference hall, there are multiple rooms, so we had the large room and
they have two smaller rooms. One was like 500 people
under one was 300 people. So actually they went
for the 500 people one, meaning that they couldn't
fill up the space because they decided to do the
marketing themselves and completely
underestimated it. And then at the end, we helped
them a little bit as well. But it's just a
realization that it doesn't matter how big
the organization is. It is extremely tough. The moment you started
going above 300 people and even a city official can
have trouble with that. So just be aware of that. If you have a large network, that's going to be much
easier for you because you're gonna be
leveraging word of mouth. But if you do not, then be aware to dynamics
change depending on a number at your event. That's in short, how I
wanted to wrap this up. If you have any more questions, please let me know. I definitely am enjoying
answering these questions. I'm getting some people
messaging me that really happy that I went
into so much detail about their question. But if you have any
questions, let me know and I'll see you in the next video.
31. How to market a book on social media: Hi there and welcome
to a new QnA workshop. Today, I'm going to be covering a most commonly asked
questions from he client. We get I would say at least five clients a
month asking this question. Now have to admit we have
a lot of clients who come to our lightning agency and that's how we started
our bread and butter. There are course creators and they outsource like
video content creation, script creation, outline creation,
uploading the platform. We have this entire thing. That's why we built
elite X4, of course. And so we do
everything for them. At the end, once their
course starts making money, they have a newsletter, they have an engaging
client-based, usually they have that
already build up. We don't actually have
to do to marketing. I would say exceptionally, there's a client that
wants us also to do the marketing for them to boost their courses to a point if they
have 0 audience. But usually what
we tend to do is maintenance and
exponential growth. So they have an
audience already. We just have to monetize the audience,
create the courses, and then take that, let's say 1000 subscribers
to 10 thousand subscribers. That's usually what
we tend to do. We created the systems around it and then they kind of
take over from there. But the question that
keeps popping up, after all is said and done is, how do you then create a book
and market that book there, the creation of the book That's an entire course in itself. And we'll probably
will make a course about it if there's enough
demand from you guys. But as of today, and you know, what we're talking
about the topic of this course is marketing. How do you market a book? Especially when this
is asked by a client, you're probably wondering
somebody's coming to you. They want to pay
you, I don't know, ten thousand and twenty
thousand dollars to market and book so that it
can become a best seller. Where do you start? What do you do and how do you even handle the whole
marketing campaign? Again, you probably have noticed if you've
taken courses from us, the first question
out of your mouth, if you're in that conversation, is, what is the goal? Before I dive deeper
into this goal, be aware that this is an unscripted workshop where I sit here together
with you doing a Q&A. So I'm giving you
all the details. This isn't scripted. You're getting the fully
fleshed out details how I hadn't on my
clients and everything. This is very much an
audio experience. You're not gonna see a bunch
of titles flying over. If you're taking notes, don't worry about missing
anything on screen. As you're asking,
what is the goal? Usually, what tends
to be the answer is, I want to become an expert like a market leader within my niche. And that's usually associated
with the vein goal. I mean, let's be
honest at this angle of the bestselling author, there's a bunch of
YouTube videos that explain why this is
not really a goal. It's pretty vein because it's a metric that doesn't mean much. Because to become a bestseller, let me explain this and
if a client brings it up, you'll be able to explain, obviously don't
dismiss anything. You just explained the
proper theoretical reason why the metrics don't make sense around becoming
a bestseller. In order to become a
bestseller, again, you can just YouTube
it a couple of convenience made
a video about it. You need to just pick
a niche that doesn't have a lot of traction
within Amazon. And then within that niche, you can just put in your book and then make sure that there is a proper launch happening
a week beforehand. There's a great
book called Launch, and it shows you how
to launch products. But pretty much you
want to have a lead up to the event of starting
this launching this book. If you have a big
enough fleet up and I'm telling you in some
niches on Amazon, this is like five sales. So this could be like five
of your best friends or just do boyfriends,
girlfriends, family members. If you have like
five of these sales, you instantly become
a bestseller. And that's why I
call it a vein goal. It doesn't really help
and you can five sales making your best seller
isn't going to do anything. On the other hand, there are other niches
where it becoming a best seller is
incredibly hard. If you're trying to achieve
bestselling status, just pick a different
niche where, you know, traction is low. Maybe fiction or something, a specific fiction that I haven't checked out all
the niches of course, but just make sure there
aren't a lot of sales happening and then put
publish your book in there. And then we didn't five sales, you'll probably be a bestseller. But once you've explained that best-selling is not
specifically a goal to achieve. What you actually want to
achieve is a proper funnel. The book is the first
introduction to your funnel. And so the metric and the goal that we want
to achieve when, when the first question
again is becoming a market leader within a
specific industry or leash is to ensure that the person who's buying the book doesn't
stop at the book. I find that one of the most interesting people that has accomplished that
is Darren Hardy. Many of you who are listening
to me might know who Darren Hardy is for
those who don't. He's a Magazine editor for
success magazine is quite important in the
personal development space. And he's been in
here for awhile, I would say, very interesting
person to follow. But what he tends to do
is he would launch books. And then obviously his books were referred to the magazine. But then he would also create these other types of
content like Daren daily, where he would
publish a free video every day in your e-mail inbox. Every morning you
will be receiving an e-mail about
personal development. And so through his book, you'd go on his Daron daily from which he then sells courses. And my girlfriend
actually bought a course from there in Hardy. It was literally, I
think it was like a 1000 or 2 thousand
bucks or something, but it was literally
a recording that he did at some retreat
or some conference, super impactful of course, super good conference and learning lessons and
community and everything. I'm not downplaying anything. It's just to say there's an entire funnel
built and he has done a brilliant job at
creating that funnel. But at the beginning
of that funnel, in order to become an
industry leader is a book and then a free course
and then a paid course, and then retreats
and conferences. And so as the goal is
this simple question, what leads out of that simple
question is so much more. If you have a client
like that who actually has the budget to
achieve these things, you're in for quite
an intense ride because you're not
only building a book, you're building a sales funnel. I've described this in
a different workshop. When you're creating anything, a lot of people who are
marketeers tend to forget that marketing is just an
exponential growth of sales. You have a product, you have a system
on how to sell it. Your fulfillment is
properly figured out, and that's when we ignite marketing and it
tends to explode. And if you've done
your sales funnel wrong and your
fulfillment wrong, when you pretty much poor
marketing on top of it, it's literally going to
explode in all different ways. It's gonna leak and
you're going to start putting out fires. You've probably heard
that term before. In order to not put out fires, we start with sales. We started with creating
a beautiful sales funnel that is
properly tested and made sure that as
much automation is built-in into the fulfillment and the customer
service of adult. If you're having
that conversation, if I'm having that
conversation with a client of mine and
wants to have a book, they already have a course, then we pretty much think
about it logically. A book is anywhere
between 10, $20. I actually know
books that are $1, but then gets sold to
3 thousand times a day because it's $1
price on a book is not so relevant when you
start realizing what the goal is actually
demanded from, from you. So be aware when you're having that conversation that your book doesn't always have to be 10, $20, you can have
a $5 or $1 book. The most important
part, however, is the next step in
the sales funnel. Because once the book is written and it is
a very good book, you can now create something
that is either free or very low opt-in or what I love to do is pay what
you think it's fair. Something that keeps you on
the radar with these people. And then also something that can keep that can keep you
launching products to them. Now this isn't to just sell and milk everybody out
or something like that. Again, this has to
do with the fact that if people read your book, they're gonna be fascinated. I mean, I don't know about you, but I once read a book by the president of Pixar and
I was so fascinated that if he had a Daron daily
wear literally every day he would post like his mindset thoughts or
what he did that day. And Pixar, I would sign
up in a heartbeat, I would, I would probably
pay for that as well. A sales funnel is
built around demand. People want something
and they're willing to pay for it
because they wanted. Your job at the beginning is not to think how am
I going to market this? How am I going to make
this successful book? No, Your job is to create
a funnel that gives the people exactly what they want before they
know they wanted. Book that refers to something
that keeps them engaged and makes you the
expert in that niche. And then from there, something that you
can actually sell at a high ticket level so that you can create even
bigger ambassadors, create massive events, create a community of people
that enjoy your content. And so that you
actually do become an expert leader in that space. And so do consider $1 books. Sometimes there were
$7 books or $10 books. But one downside I would mention with a book and the
pricing structure there. If you are running paid ads on a book and your sales funnel stops at the book or your
initial one-week sales funnel. Because one week is
usually enough for you to know if an ad is monetizable properly
unless you already know the full lifetime
value of a customer. But we didn't the one week. That's kind of how
I like it because I actually know what's happening with the money that I put in. If you're running paid
ads and your book is $1, but it costs you 20 bucks to get somebody
to buy your book, then you're quite
a lot of trouble. And so I would say, don't go for the $1 model unless you already have
people coming in buying it. Most of the people
that come to us, they tend to have a budget
and they tend to have people already Talking about them
and they have an audience, they have some TV presence,
maybe YouTube presence. It's not really necessary to
run paid ads at that point. If you're starting out, you need to probably run paid ads. And then what I noticed, especially after the
whole apple the buckle and the privacy update
that they went through. Books under $20 did not
seem to be profitable. Nowadays when we
run campaigns or from what I hear from
friends as well, that you need to be
between 20, $30, at least in order to just
get an ROI on the book. Unless again, there's another, I would say tactic
that you can use. You can have a $20 book. But instead of
selling it on Amazon, you sell it on your own website and then you set up
a shopping card. There's a ton of software
we use thrive card. It's a great one. If you're interested in like an affiliate
link or something, you can always ask me, I can reply the link and then
you'd be helping us. But you can also just
type in Thrive card and then you can get the
lifetime shopping cart. Now, the good thing for a
shopping cart like Thrive card, as you can put the
Facebook pixel coats in there and the Google
tech stuff in there. And then it will track your
entire cell phone for you. And then you have this $20
book or $10 book or whatever. But then within
the shopping cart, you can always add an upsell. You could say it's $20
for this book, my ebook, but if you add in for
ten more dollars, you'll get the
audio book as well. Then as they click that, they'll get to the next stage. And then the next stage
they're asking for $87. You could get this little mini three-day course
or something like that. Or again, on my daily
productivity videos and there'll be
sending you 300 videos a year or something like that. Suddenly the lifetime
value within a span of 24 hours would go from $20 to maybe an average of $50 because not everybody's going to buy that
three-day course. Maximizing things. Then another thing
that could happen is people buy the book. Then 41 extra dollar, they get to go to
a Facebook group and we didn't have
Facebook group. Everybody's raving about the
three-day challenge and so people get jealous and they want to bite a three-day
challenge as well. And so now you're maximizing the whole funnel from the book. So that's kind of like
the sales funnel. Whenever people ask me like
how do you market something, I always go back to the fundamentals and the
fundamentals is a sales funnel. Are you maximizing everything from what you're getting
from the client? Are you giving the
clients what they want? Are you meeting demand? There's clearly a demand. If you've written a great book, they want more from you. If you need to meet that demand. And only then do we put the gasoline on the fire
and we start marketing. Now, the paid ads are working, the sales funnel is working. Now the question is, how
do we market this book? While I would add to that, that it is much easier to
sell a book when you are ready have organic growth
and inorganic presence. And we've covered that in
different workshops and indifferent course videos as
well around social media, which is, how do you build an organic
following on YouTube? And I would recommend
you to check out those videos as well. But in essence, build
up an audience Tiktok nowadays I had a
podcast episode would a couple of YouTubers who have a couple of million subscribers. And almost all of them say if you don't want
to run paid ads, I would suggest to go
on Tiktok right now, just get a bunch of people. It's so easy to grow now. And tiktok, you have to say it takes a couple
of weeks to figure out, especially if you're
not used to it. But then you grow and Tiktok and you have these
call to actions that lead to the book or some
parts of your sales funnel. And then from there, you can always
revert them back to other social media
parts that you follow. The one that I
recommend, however, is going to always be YouTube. Right now on YouTube
is the most stable. It is the easiest
platform where you can actually turn
subscribers into buyers. We actually had the
general manager of TikToks Central Europe
on our podcasts, had a two-hour conversation
with her on the podcast, and then off the podcast
we talked still a bit and then on a good
note called before dad, we talked for an hour. She's like a
professional bodybuilder and she had a competition
in the Netherlands. But completely irrelevant. But my main thing that I'm
starting to realize as I talked with Tik Tok and we had somebody
from Reddit over, we had something
from Google over. The main thing that you're just noticing from these platforms is they just really want to
keep people on the platform. They don't want people to
go on your newsletter. They don't want people to go on your website by your book. Want people to keep clicking
on all those videos within the platform and just
stick within that ecosystem. I recommend from all the evils, I guess I would
recommend YouTube as one of the best ones. They seem to be the
most creative friendly. They do think about
the creators. They think about their
advertisers as well. And they kind of
still allow you to, especially like with the links, if you post the
link on Instagram, It's like not clickable anymore. But if you post a
link at the top of your description on YouTube, it's literally clickable and you don't even have to click, See More or anything. If you have a book,
start a YouTube channel, posts one video a
week or something. My recommendation is
always every four days depending on your niche. But most niches like every four days seems
to work really well. If you can post
more as long as you can do it consistently,
postmortem. Youtube shorts is a
big thing as well now. But then keep posting
consistently. And as you grow your
YouTube channel with evergreen content, we explain that as well
in the YouTube workshop. Like evergreen content
is trending content. As you keep growing
that on the first line, you'll always have, want to see more or want to
read more about me. Here's my book and then there's a link to the Amazon or to your page where you have this entire sales
funnel built out. And so he started
noticing that as you create these like
organic followings. And at the top you have
this leg book link. There's so much value in
creating the sales funnel first, creating a sales process
that just isn't going to explode when you pour the marketing gasoline
on top of it. Because now you're
pouring YouTube bonded and let's say you become
extremely popular. Let's say you get 100
thousand subscribers, which is a lot. Nowadays everybody has
a million subscribers. So people think it's not a lot, but 100 thousand is a lot. And you can easily easily make, I would say like two
to 300 thousand a year if you properly
monetize your channel. I've seen people make
way more in pat them on the podcast with a 100
thousand subscribers. As you're pouring that
marketing gasoline on it, you're now maximizing the lifetime value
of your customer. Not only are we maximizing them, you're also able
to take them off the platform and
create and put them on your little business
platform where you have full creative control and interaction without
having to boost your ad. Again, even YouTube, even though it's the best one I would say, with how they expose your
subscribers to your content, they still force you to have
this notification bell on so that your content actually pops up in their, in their feed. Sometimes YouTubers
and I followed, they just don't pop up in my feed on unless I searched for them because I haven't watched
them for like two days. So it's really sad. So your first goal
is to get them off the platform and onto that sales funnel that I've been describing for the
last 20 minutes, that's kind of insured, How would the conversation
wouldn't be going if the client would
walk up to me and say, How do I market a book? And then my first question
would be, what's the goal? The usual answer is
becoming a market leader. And then again, the sub-goal
is a bestselling author. Again, not specifically
something you need to achieve because
a good sales funnel, It's going to lead
to so much more than bestselling author
best-selling is something it will follow later. And it's not specifically a
metric that is so important. I would say a better metric
would be to have an events and I had a case study that I explained in a different
workshop as well. But pretty much like
create an event. A hundred, two hundred
people in there do a little bit of a workshop setting like I'm
doing here with you. And then just explain in that record that event
created a course out of it, and then create this
little sales funnel because the social proof you'll be getting
from that event, which by the way, a hundred, two hundred people you'll be getting at least
tend testimonials if you have two camera guys
or girls walking around, doses, ceremonials
are gonna be so much more worth than any
bestselling status. Which again, like I explained, if you really wanted, it's a really easy trick. Just find a niche. You can go on YouTube and search for how people trick the system. But you find a specific
niche where people buy two books a
day or something, find three friends, let them buy all at the same
time and you will have bestselling status for a couple of hours or
a couple of days. Take the screenshots, put it on your landing page
and you're done. It's really not that hard. But in short, that's how
I would market a book. And then also how I
would scale the book, makes sure that
the lifetime value out of your customer
is so much more. And then from there, go into different avenues
to market your book. Youtube at the beginning. So hard to break through and
it's not very monetizable. But if you have this
book on every page, then maybe one person will buy for every video
that you post, and suddenly it becomes
relevant to post more and more. One of the things that
is very important that I have to keep reminding myself. We help clients build their channels and
built our own channels. Social media and
marketing in general, it's never like a linear
growth Salt Lake, you post one video, you get ten views and then a year later you
still get ten views. Social media marketing is, it's always like an
exponential growth. Growing. Ten views tend views, ten views, and suddenly it's
like 10 thousand views. And then it goes
down and it's like five years, five
years, five years. Suddenly it's a 100
thousand views. So you just need to keep going, need to keep iterating. Again, if the goal is to achieve this market leadership like your expert in this
specific niche, than the book is going to be such a small part of it,
but an important part. It's like, it's like infantry. Soldiers. Soldiers are
extremely important. But if it wasn't
for the general, there wouldn't be any strategy suggests soldiers is
definitely not enough. So you're definitely in
this story, the general, but the book and the
soldiers need to be the highest elite class. Because if you have
great soldiers, it's just gonna be
so much easier down the line if you have a great
beginning sales funnel, if your book is greater than he's just great testimonials, it's gonna be much easier
to convert them to courses, to audio books and create
a bigger lifetime value, getting more raving fans, people who want to join
events and stuff like that. So you all very
much connected and so everything is
going to be very, very important and
that whole process. Yeah, So that's kind
of a short wrap-up. How to market a
book the best way, I guess if I would
leave you with a final, final thing is make sure to do a little bit of
homework on this thing. Look for the book launch. It's a great book that explains
how to launch products. And then in general, if you're struggling with
the whole concept, read a couple of sales books, figure out how
sales funnels work. Or we have sales courses look into like how
sales funnels work, how you create an avatar, how to maximize your sales
funnels lifetime value, how to create a loyal customers, how to do ethical selling. These are all topics
that we cover. And so that's
definitely homework you need to do if you don't want
to go through our course, of course Google, it's very simple to find all these topics. Then if you feel comfortable
with your sales funnel, that's when you start a start, I would say we've paid
ads or marketing, YouTube or organic growth or paid ads whenever
you want to do. Then from there kind of
taken and see what happens. I hope you enjoyed this. And if you have any
questions, of course, just let me know and I'll try to dive deeper or explain
a little bit better. Maybe I was not covering
in deep enough, but just let me know
and I'll cover it in the next workshop video.
32. One key fan or Avatar Discovery: Hi there and welcome
to a new QnA workshop. Today we will be
diving deeper into a question that unfortunately
gets asked all the time. And yet we've covered it with our theoretical videos
quite a lot of times. And yet still whenever
we have coaching calls or whenever we're starting
a new boot camp experience, I'm dedicating at least
two or three sessions on properly answering
this question. I just wanted to take a video where I can go
fully with details and storytelling and dive deeper into the
question which again, the question for today has to do with our one
key fan or avatar. How do you find your
wonky fan or avatar? Now, this is quite relevant because when we see
people in our programs, usually they're dealing not with sales issues or
marketing issues. They're dealing with
the beginning issues, which is like they don't
know who they're targeting. They don't know the language
of their one key fan there. They don't know how to
do market research. Sometimes they spent six
months building a product. They don't know who they're
building it forward. They don't know which
platforms these people are gonna be buying it
on or seeing it on. And it just becomes
one big chaos. I would say that in most of
my client conversations, which we've covered in
previous workshops, literally have to do
with sitting down the founding team and just figuring out the
branding guidelines, the language, the
mission statements, and how they're
targeting people and who the people are that
they are targeting. Again, this is a Q&A workshops and it's unscripted
is very much like a storytelling
experience where I give you proper and how we apply these theories or theoretical things that you're learning through the
scripted videos. Whereas this is an
unscripted video where it's almost like again, we're sitting in a
coffee shop and we're you're asking me a question and I'm literally telling you, this is how we make
our bread and butter. This is how we make money. We sit down with these
clients and this is the exact steps that we do, and that's why they pay us and that's why we have
loyal customers. So this question is
so crucial and it's why there's this entire
video that I wanted to dedicate to it because
I'm hoping that it will save me at least
ten hours a week and explaining this concept
to new clients or to new people who are on the coaching programs were
going through the boot camps. But in any case, I hope at least that it helps you
save you some time. So then you can, instead of wasting six months on
building a product, completely understand how
to do market research, how to properly establish your one key fan and
go on from there. So without further ado,
let's go into the question. Where first of all, I would start with, what is this one key fan term that I keep mentioning?
In marketing? It's known as an avatar. But an avatar I find is not as, as great for targeting
as a term one key fan. There is an article, a blog post that
went pretty viral, I would say like 1015
years ago or something. It's from the olden days of the Internet when blogs
were still a thing. And it's by Kevin Kelly
and he wrote an article, 1000s, true fans, you can
literally just Google it. And 10000 true fans. By Kevin Kelly, he coined the
term wonky fan, a true fan. And in short, what
he explains in there is that in order
to be successful, you literally just need 1 thousand people who
are truly fans of yours. They will buy whatever you put out there and
whatever you say, they will follow you to
the ends of the earth. Almost. They're passionate
about what you do. They believe in your
mission statement and they're truly fans of yours. If you have a 1000 fans
and you release an e-book, let's say the e-book is $10, then overnight you're
making $10 thousand. If you release a course for a $100 and suddenly you
have a $100 thousand. If you release a
subscription package, a community where they
want to be a part of and it's $10 a month, then suddenly you're making
ten K a month and you, in order to succeed in
business and in order to kind of have a lifestyle
that many of us dream about, you really don't need much. You need just a thousand
true fans and they will be able to sustain a one-percent
type of lifestyle for you. When you know where the key
term one key fan comes from, it becomes easier to focus
on specific wonky fans. Now in corporate level, they take the avatar or
no one key FAD and they scale it across
different industries and they focus on
different regions. And every region in every
niche has its own wonky fan. But considering we're focusing
on small businesses here, we're going to dive
deeper into just establishing one key fan. Because in most cases, and I'm assuming of course, in 90% of the cases from the people who are
looking at this video, just getting to the 10 thousand a month mark is going to
be more than enough to establish a good
business that allows you to travel around the
world, have some freedom. And potentially create
the fundamentals if you ever want to scale beyond 10 thousand a
month and hopefully 200 thousand a month
and beyond that. Which is again very
possible when you have the fundamentals
of ten care month. When we're looking
at a 1000 true fans, were looking actually
first at one true fan. What is this one true fan? If you're starting e-business
or if you're looking at new marketing campaigns
that you're establishing, there are different ways
that you can establish a non-existent one key fan. Most of the time. There's already a track
record for the product. You can look into the
existing database and then based on that, established the clients
that give 80% of the return for 20%
of the effort. That's called the Pareto
principle in economics. That is one way if there's
an existing track record, it's possible that
many of you don't have an existing track record yet and are starting
at the beginning. So my advice, and
obviously we covered this more in the
entrepreneurship type courses. But my advice is always if
you don't have anything, you need to establish a track
record as fast as possible. Find one product that
you can pair with one potential wonky fan and then go out into your friends
and certain circles. So the friends and family
circle, local circles. So the cold calling, just anything that
you need to do to get your first three to
five testimonial sales. Testimonial sales are
something where you either give something for
free or for a really, really cheap cost price in
return for a testimonial. So you walk up to people, let's say that you're building
websites for restaurants. You've chosen an issue
like restaurants, your wonky fan is
a restaurant owner and you're building websites
for restaurant owners. Now you have to go out and find three to five restaurant
owners and ask them if they're willing
to do cost price. They pretty much just paid
a hosting and the website, whatever template
that you're using, you said everything up for them. And in return, they
give you a testimonial, preferably a video testimonial. Another way that I learned
as well as free to fee, that's actually a
term that was coined. You can use that F3 to fi, where you show up, you give something for free. And if you've done
a great job and you really experienced and
the result is amazing. There's a high likelihood that if they need another
website and they'll be referring you or giving
you another project. I usually tend to recommend
cost price because you definitely don't
want to be losing money on testimonial sales. But once you have your
testimonial sales again, you need to do
whatever it takes. And there's like sales
courses that we worked on. I've explained in
different workshops how sales funnels work. So I'm not going to go deeper
into here how to do that. But you will find
that when you have those three to five
video testimonials, you will have again,
what I just explained, a track record that
you can look at. That track record will
help you establish where the Pareto principle
might be the most efficient. So if out of the
five sales you've found that may be
three of these people, are four of these people where kind of different
than wonky, fair? Maybe you thought
it was gonna be a man who's 60 years old, but it ends up being
a woman who is in her mid-twenties or
something like that. And most of them who
were happy to let you do this testimonial sale were
vegan bars or yogurt bars. That's completely different than probably the picture that
you started off with. And so you now are creating a niche for yourself
or you're noticing that male that is
maybe 60 or something might not be the one key fan
that you want to work with. Maybe the people you enjoy
working with are these vegan mid 20 restaurant owners who are making yogurt bars
or something like that. And so suddenly you've
created a niche for yourself. And now you're going to
become the person who makes a websites for these
vegan bars and yogurt bars. As you are scaling this
little website agency, your website, it's gonna read the website maker
for vegan bars. We, we make every vegan bar
profitable by improving their conversion rates from
making five sales a day, selling five yogurts a day, 250 yogurts today or
something like that. I'm just making
things up. Of course, we've never had a vegan
restaurant owner as a client. Or maybe I just don't know that they're
owning a restaurant. But it's just to say you have to have some
type of track record. And in the beginning
you have to do sales in order to get
that track record. But usually around the
three to five clients in, you're starting to kind
of understand a niche. To be honest, in the
last couple of years, I've done a couple
of investments. Most of them were
women founders. And what I find, especially in those conversations
the first month, there is a certain
lack of confidence and I also had in the beginning, which is I don't really
know where to do to sales. I don't really know if
my wonky fan is correct. I don't really know if I'm
targeting them the right way. And so what I tend to say, and it seems to work when I'm looking over the span
of its being a couple of years now and
I'm looking at how they're growing over time. What tends to work is I
pretty much tell them, and that was my experience. The first 100 clients
are the hardness, but you just literally
need to do whatever it takes to just get
to the number 100. Just sell your product 100 times and just do
whatever it takes. Call, email, ask for
referrals, give discounts, go cheap, just get it done, get those 100 clients. Because every single time when people are passing
like 50 clients, 70 clients and getting
closer there a 100 clients. Are conversations mature by a degree that is pretty crazy. We become much more detailed in how we're
talking about sales. We're not talking about where
do we get sales anymore. We're talking about what is the best way to
maximize our sales? Which platform
should we be using? It's also around like the a 100 client mark that
we started looking at paid advertising and
scaling that properly because up until
then they'd been doing a lot of manual ways. The or they've been posting on platforms getting
lucky word of mouth. And they're kind of figuring out like this is my cost
per acquisition. They may be dabbled into
paid advertising and but not really knowing
if it's working or not. So by the time we're
crossing 50 clients, 70 clients AT clients, they now have a little bit
more experienced in paid ads. They started becoming
more aware of like, hey, Facebook ads is maybe not
as profitable for me. Maybe I have to do this
Google PPC ads where if you search on Google and then we come up on the top space, so our conversations become
completely different, which is why in the beginning two years
ago or three years ago, I did my first investment. I went through that
entire process with her and then a year later we did another one and that was to female, the female founders. And so there same thing like it was literally
like please just do whatever it takes to get
to the 100 clients and they started focusing
on that much faster. And so we're getting much closer and much faster to
those 100 clients there. And so I'm literally seeing those levels as an entrepreneur
that people go through, especially in entrepreneurship, there isn't much difference, which color you are or
which gender you are. Because it's very much a skill-based game
that we're playing. Of course, like some
things will matter. There is obviously proven
that women have more trouble getting more money
from an investor because they're being
judged by these biases. So you have to play the game, being aware that biases exist. But if we're looking at
entrepreneurship itself, it's a skill-based game that anybody can learn no
matter in which location. If you know that this is a skill-based game that
you're kind of putting the biases aside for a second
and you're looking at, okay, what are the things
that I can control? Which by the way, are
things that you can control much more than if you're
an employee somewhere. If you're an employee somewhere, you're very much covered
by those biases. It's really hard
to break through biases when somebody else is taking control
over your life. But in entrepreneurship, a lot is dependent
on your skill. I mean, look at some really
important women entrepreneurs have become billionaires. You cannot deny
that when you sit down with them where you
listen to an interview, that they stay similar things that people of their
level there are white and male also
say because they're talking about specific
skills that are relevant, you're not gonna do accountancy different if you're
a woman or a man. And so if you are
aware of these things, you need to level up dose
skills as much as possible. You need to focus really hard on those skills as much as
possible and where possible, of course, the biases or dare be aware and cover yourself
for as much as possible. But for now, due to control, the thing that you can control. Of course, I'm
going a little bit outside of the way
of the 1D fan, but I'm trying to tell you that as I've
been looking through the investments that
I did whenever they were focusing on those
first 100 clients, it was very much a skill finger was no biases still playing the first 100 clients
who are literally dealing with rejection
left and right, you need to learn what
works, what doesn't work. And at the end of the day, how many people
will buy some like an amazing ice cream
than everybody loves when it's
super hot outside. And ice cream is like $1 or something like that versus a five-dollar ice cream
in the restaurant. Everybody's going to buy it. Nobody's going to look at
who you are or what you do. So you need to find
dislike offered that you have one key fan, the track record is
going to be essential. The more cracker curve you have, especially a 100, I would
say that's the cap. Once you have 100 clients, you now can start
doing analysis. The analysis that
you'll be doing. There are two, I would say, philosophies that I learned
throughout my career. In the beginning, my mentor
taught me very much that you need to look where the money is. Where do you get 80% of the
money for 20% of the effort? I think over time I've
evolved a little bit in thinking that way into the
second philosophy, which is. You need to look
at where the money is that motivates
you to do more work. So the money that actually
makes you passionate. We've seen many billionaires on youtube giving
interviews like people like Steve Jobs or dose hybrid people
that are saying if you want to play the game, you need to make sure
that you're passionate. If you're not passionate, you're just not going to last because no matter what happens, no matter how privileged
we are gonna get. Entrepreneurship is
a skill-based game and you're gonna get hit hard. And if you're too privileged and you've
never had adversity, you don't know how
to deal with it. You're not going to win
in entrepreneurship. It's usually at
least my experience. It's usually the
people that have had a lot of adversity that tend to win in entrepreneurship
because it's less hard than the life
that they experienced. When we're looking now at one key fans and we
have our track record. You did your three to
five this modal sales or you just listened to my
advice and you ducked down for a couple of months and
you did whatever it took to a husband to get to a 100
clients were now analyzing. In my case, where did I get most of my clients with
the least amount of effort and we're where two
clients that really motivated me when I started lightening those clients were
for me corporate. I thought at the beginning
that I needed to focus on maybe small,
medium businesses. I felt that if I focus
on those businesses, there was less bureaucracy, so I'd have to
convince less people. One of the downsides
that tended to happen is that would convince them
we'd get a contract. We did some work together. Like these were small companies, but they were like five-sixths
employee companies. And somehow they were
struggling to pay the bills. We had more people struggling to pay the bills and
small businesses. Then we had in the
corporate and we had no problems
in the corporate. The only problem that we had in the corporate side was
clients that didn't want to pay until 90 days or 120
days after the invoice, which is unfortunately
a real problem when you're working corporate. But even there there are
procedures to counteract that. At the time, one of the
decisions that I made is all the downside that
you're getting with all these medium businesses
or small businesses, it's just not worth it because
at the end of the day, we might end up without money
and having to do lawsuits. Whereas with corporate's, we eventually always get the money. We just need to create
a specific procedure to make sure that we don't end
up pointing a 120 days, which we eventually did. The other upside is
that these corporate, they know a lot of people and they give a lot of
social proof as well. One corporate clients could be internally in their
own corporate, could be an extra 15 clients, 15 different departments or team leaders that
suddenly hear about you. But they could also be five different corporates
in the region. So there's a lot of
upside and yeah, maybe we're not getting
paid for three months, but we eventually do get paid. So it's not like we need to
do lawsuits or anything. And at the end of the day, these people have money, so it's not like they suddenly
going to run out of money. And so I decided
very early on, uh, my wonky fans probably
best suited there. The other thing that I had and that was a big decision for me whenever I was dealing with small or medium businesses, I felt like I was almost lecturing them because
they would come to me with a specific budget and I'd literally
because I'm honest, I tend to say, Hey, I think you're gonna be wasting your money if you do this, pretty much shut me
down and say no, this is what we want. And obviously I'm not
going to convince them. I'm just going to say
my opinion and then if they don't want to follow
it, that's up to them. And then almost like
clockwork every single time when they
couldn't follow my advice, we would create exactly what
they want, how they want it. And then three to six months
later they realize that it's not converting as
much as possible, that they didn't use
the money budget allocated as I told them how
they should have done it. And then suddenly like
funding dries up, the investor doesn't go through. And so there's no more money. And that's an issue because I
don't like working one off. I like working long-term. I mean, some of my clients or
five years with me or more. I absolutely love when there's
loyalty between clients. I loved when their budgets
keep going up because again, that creates better stuff
for us as an agency as well. There were a lot of
benefits and upsides to me working corporate
and the downsides, even though they were
hard and definitely not for a small freelancer
or something, they were worth the risk for me. When I decided to go
corporate as my wonky fan, I realized that again, the downsides were a 120 days, I could be maximum not paid out. I needed to create processes
around that, both. So make sure that my
emergency fund was big enough so I can
deal with those things. The other downside was also going to be the
negotiation cycle. Anybody who's word corporate,
especially neuron business, notice that negotiation
cycles for corporates could last anywhere
between 618 months. I've had. I literally had one negotiation would a bank that I can't name. But I remember the first
meeting I had was with a lady. Then in the meantime, while we weren't negotiating, this lady had become pregnant. She had delivered a baby and then came back from
maternity leave. And only after that, she came back and she was like,
You're still negotiating, how about we just do
a project that is the longest negotiation
I probably had and it was close to 18 months
or something like that. But once we got that client, it literally happened the
way I just described, which is multiple
departments started recruiting us multiple
city branches, certain recruiting us
within the same bank. So it is worth it, but it is a very long
term that you need to do and it's there and it's the reason why not
everybody does it. But that's also something
you need to be aware of. What type of business
do you want to run? I like running businesses in areas that are competitive and not everybody gets
to do complexity is something that is
good that I enjoy, because that means
that there's gonna be less competition from people who don't really understand
how to handle it. You're usually
competing, even with people that I respect
and enjoy learning from. Whenever, even if they beat
me to a different client, I learn how they did it, what they do differently. Sometimes once we
haven't had many losses, but I remember one loss we had was what, a
governmental client. We weren't in the top two out of 20 or 30 agencies
under consideration. We got to the last
interview and they eventually chose for
this other agency. And the reason they chose
for the other agency was literally a
stylistic question. We were a little
bit too analytical. It was very
conversion optimized. And so our approach and our
entire strategy was all about making money and return on investment,
all that stuff. And the other one
was like creating storytelling and all that stuff. And so when they were comparing the quality
of the videos, we had our awards. So that was definitely
not a problem. It was mostly like, Oh, I like this type of storytelling more than this type
of storytelling. And so even though
they loved us for that specific project,
they didn't hire us. But because they
love this so much, I got to the top two. They started looking at
different projects to put us on. When you're getting
to that level, whenever you're competing, you're not really
competing the way you are competing on the lower levels. You're still competing
for pretty fun stuff. When you lose, it's
not really a loss. You still getting referred
to other projects. You're learning a
lot from, you know, how the other styles
were developed. One of the things we learned
from that is that they are pretty strong when
getting commercials. And our strong suit at the
time was not commercials. We started expanding
more looking at where could we
get more awards? Where could we get more
projects around commercial so that we could have
a bigger portfolio to show next time. You're really learning
from those losses. Whereas I remember all
the way in the beginning when I was approaching
small businesses, you really don't learn anything because most of the
time if we lost it was because some
students showed up and wanted to offer it for 50 bucks. And you really don't learn
anything from that loss. That's kind of like a long story about how I decided
by my one key fan, but it is very relevant
for you as well. Try to look at the clients
that you're really enjoying and wanted to work
with for the next ten years. That's how I literally make every single decision
whenever we decided, when we decided to create elite eggs and start
doing these courses, The question was,
what do we want to do for the next 1020 years? And we wanted to expand
into education niche. We wanted to help education. We want to eventually
take some of these courses and if
they are a value, maybe help schools
and children who are struggling with
learning at home. Eventually going to university, having a student debt, not being able to properly
make money after university. Maybe we can help by unleashing these courses as an
extra curriculum in schools for free or
something like that. I don't know, or some
type of collaboration. But whenever we thought it was definitely in
ten years from now, we want to be a
positive contributor to the education industry. And so if we want to
do that and we have this positive contribution
and we were literally doing this everyday for
internal corporate processes, maybe there's an
opportunity that we can take all these things
that we're already doing and maybe giving it outside to the external world
in the form of elite x. And actually one of the
proudest things that we did a year ago was when we started establishing who's our
wonky fan within elite x, who do we want to help? An organization from
the British government? It was a British community subsidized by the
British government. And what they wanted
to do is people who lost their jobs
during the pandemic. They needed to be rescheduled
towards the tech sector. So a lot of these
courses that you're seeing here are very much focused on you being able to get a job
in the tech sector, whether it's in marketing, performance, marketing,
social media, design, sales, website, all the stuff we've
been kind of pumping out courses from things
that we've been making six-figure deals
on within our agency, but now putting out to
democratize knowledge this way. And so that's kind of how we started using the
Pareto principle. But also looking at
passion as a variable. Don't only look at the money because if you're
only doing the money, I've seen friends of mine
starting businesses, they make up two I would
say maybe a quarter of a million, six figure something. They make money and
then they're like, I really don't like
this business. I don't know how long I'm gonna last and probably
going to burn out. Whereas other friends
of mine who enter a business and they're
pretty passionate about it. They don't make a lot
of money in the lab and the first four
to five years, but because they last
date eventually do end up going to the seven figure
businesses, million plus. I definitely recommend going for a passionate look at who
your wonky fan could be. Now, the other thing
that I would add, when you're establishing
your one key fan, this is super crucial. And the thing that we cover theoretically Olson or videos, which is you really need to be fully aware of your one key fan. Now when you've had 35 sales, that's really hard to do. Which is why whenever I've
invested in companies, My first thing that
I tell them to do is literally get to a 100
clients as fast as possible. Because when you've had
a 100 conversations with people who have
literally paid you, like taken out their credit
card and page you money. You've had a, a 100
conversations with those people. You're gonna start
understanding like what colors they alike
weren't a hangout. Like one of the questions
we ask people that buy from us is where did you find us
from or we're tracking that. You know, where did
you find us from, from which website Did
somebody recommend you? What did they say?
Those type of things? We collect a lot of data
to understand who are wonky found is we've had
hundreds of those answers. It becomes much easier. And why is this relevant? Because once you have a
100 of those answers, the questions that are
going to pop up during the coaching calls or
just a conversation with your co-founders or partner is I'm struggling with
getting more clients, I'm struggling with scaling, I'm struggling with whatever. And then the question
is gonna be, well, where did you get
most of your clients from? Oh, I got most of
my clients from Facebook groups or I got most
of them through LinkedIn. Then the question
is gonna be, well, if you hire one more person, isn't going to be worth it. Are they going to get
enough people from LinkedIn to scale your business? And then you're going to
be running the numbers. Every client,
because you've had a 100 and that usually doesn't
get done in a month. That takes a couple of months, usually at the
beginning of course, when you're building
your product and you're starting to look at the
numbers and get a 100 clients. How many of them do pay? Once, pay twice, maybe like, what's the lifetime
value of a client? Can I up-sell or downscale
before a hire someone, maybe I can get this
client from $10 to $100. Then the question is,
well, if they're at a $100 lifetime value and one extra person can get
me ten clients a day, then suddenly this person
gets me $1000 a day. And if dispersion costs
me like $4 thousand, then this person is definitely
taxing their experience. And so it's worth hiring. Based on that logic, wonky find analysis becomes
extremely important. Now, in the beginning of course, if you're still building things, market research is part of
this one key found analysis or wonky found analysis as part of the market research you're
building maybe a course, maybe you're a public
speaker and you're just looking at which type of public speaker you
need to become. Maybe you want to be a
body language expert. Maybe you want to be the
coach who helps people speak on TED talks
and stuff like that. So you're really looking how to establish
yourself in a niche. So as I said at the
beginning of this video, try to get just
testimonial sales, like three to five
testimonial sales. Try to find that little niche of people that you seem to
feel comfortable with. And when you have that
niche of people start asking for more and more and
more and more referrals. And then based on
that, as you evolve, you'll be establishing
yourself as a public speaking coach or the
course creator in that specific niche that
you've been building up through individual sales? Yeah. One of the things that I keep mentioning that gets brought
up a lot when I say, this is how I see one key found analysis and
how you need to create it. A lot of the courses
that are out there, including courses
that I've followed mentioned at one
defend analysis is a very passive experience where you just go into a
couple of Facebook pages, you analyze some Google
competitors or whatever. Whereas what I've just
explained to you is more of an active experience
where you're really trying to sell a
minimum viable product. You are creating a basic thing that you can sell right
away and then you reach out or you put ads on platforms and you're
trying to establish who's buying from you and
then asking them questions in return
for specific things. That is definitely a
more active approach. But it also saves
you six months of potential building
a product and then launching it and not
being able to really see if it's profitable or not knowing where the
clients are from. Literally the other day, my team was organizing and networking events for
startup funding events. I hired two CEOs for debts and they're
running the events now, I'm literally not doing
any of the events. So I joined the event as
part of a networking. We had a coach there
and his problem was, I don't know how I want
to get more clients. And so this is definitely
a big problem. People are putting
themselves out there. They assume that sales
and lead generation are just not as important
people will becoming to me. But yet here I am telling you it's definitely going to be something that you need to do. But the good news is it's something that you need
to do in the first, maybe one to two years. Or the faster we
get to 100 clients, the less you'll be
needing to do that. Because once you have
those clients or once your 23 years and you're gonna have full
awareness of who you are, wonky fatness and how to maximize profit
from there on out. Yes, it isn't more
active experience. You are analyzing these clients. The questions you're
asking is like again, platforms you're on. How did you find this?
Why did you buy with us? What would you want more? I just I would just
recommend sit down for a cup of coffee
with these people and just whatever comes up, just ask them if you
want specific questions, go on Google or watch one of our theoretical videos and just go in depth into all possible
questions you can ask them. The biggest thing I would say is don't worry, don't worry. Because if you had a proper
conversation with them, a good cup of coffee, then at the end, just asked
him if I have more questions. Could I ever bring you up for a short five-minute
session and ask you more questions and more
questions might pop up. For instance, when you run your first Facebook ad campaign, facebook is going to ask you, which region do you
want to target? What are some of
the Facebook pages that this personal likes, whether their positions,
that type of stuff. And then you can
just quickly call up those people
and be like, hey, quick question, But we're here and we're
establishing this. Could you help me out
with blah-blah-blah. I'll give you a discount. So just make sure to just have a conversation, establish
a relationship, and then leave an
open-ended question at the end so that you can
always reach out to them. But yeah, It's very
much an active thing. Creating a one key fan, having a proper analysis, creating your initial
market research. And then from there on out
building a proper product. I always see the
opposite happened. Build out a product. You're thinking you're
too wonky fans, so it's probably
going to pay off. And then afterwards the
whole process starts like how many times the Kickstarter
stars and they're like, Oh no, what's happening? And suddenly they're
talking with all these wonky fans and trying to do
everything in 30 days that you literally could
have done beforehand for a lead up of three
months before you launched? Yeah, that's definitely
where I would be closing one key fan analysis. It's been a lot probably
a lot of information, but if you have any
other questions, definitely let me know. I'll be able to go a bit
deeper into certain aspects. Again, I've worked with many
different entrepreneurs, many different clients and many different regions,
Asia, America, Europe. I've been to places like China where I was doing at the time, link business paper on it's to see what the potentials
were of certain products. So launch there. I've definitely tasted a
little bit of everything. Have invested in the past in
very diverse entrepreneurs. And definitely I've seen different experiences
being outlines with biases and non biases and what skills are and
what skills aren't. If you are struggling
with something, I definitely hear you,
I definitely see you. And if you have a
specific question, let me know and I'll try to
answer as detailed as I can. Thank you so much and I'll
see you in the next video.
33. Lead Gen with zero budget: Hi there and welcome
to a new QnA workshop. Today we will be talking
about question that pops up quite often when I'm talking to new
entrepreneurs and startups, which is how to do lead gen or sales when you
have no budget. Unfortunately, this is most of the people's journey
when they're starting a new business. And so I wanted to dedicate an entire workshop
telling some stories of how I started and when I've invested in
young entrepreneurs, diversified entrepreneurs,
diverse entrepreneurs, and how they do it as well. So not only have I gone
through it myself, I've also seen other
people do it and hopefully would a couple
of stories today, you'll be able to do a two. Again on my iPad, I have here. The question is how
to do lead gen or sales when you have 0 budget? In order to understand that, we have to go back
to how I started. This was almost a decade ago and at the time I was studying, I was doing multiple
jobs at the same time. Now it's very important that you probably realize that you
can't just jump into it. I remember at the
time I joined the business masterminds
little chorus, just like you hear, joined and had somebody that I was talking about
how to set up a business. Just like I am right
now here with you. So little. It was literally as
if I was sitting in his workshop and
explaining everything. One of the things that
I noticed with my kind of other people in
that mastermind, business mastermind who were listening to that
mentor as well. Some of them started saying, you need to throw the
backpack over defense, you really just need to
die straight into it. I remember there were like
500 people who signed up. And then three years
later somehow like 90% of those people are even
more, just vanish. You didn't hear
from them anymore. I think there's a handful still that's still
talked together. A handful that actually made it. And this is their job now and
they work on their laptop. But almost all of
them that I met on the first year at an event
who are literally telling me, just throw the backpack
over the fence, you've got to just be
dedicated and motivated. I mean, none of
them have made it. And sometimes the ones
that didn't make it, they weren't the
ones that they did throw the backpack over defense, but then didn't have
enough funds and had to move in with
their parents. And then as they were
living with their parents, they eventually figured it out. What I'm trying to say is
when you have no budget, you need to be
super risk averse. There's somehow a
saying or a profile associated with
entrepreneurship that if you want to be successful, that somehow you need
to take a lot of risk. And it's like
gambling in a casino. Yet most of the
successful entrepreneurs that I follow and nf kind of scene make it our quiet
incredibly risk averse. And what they tend to do is
of course they tend to risk the ones that take the biggest
risks tend to pay off. And those are the ones that
garden multimillionaires. But they are very calculated and these are
really not stupid people. They just throw
backpacks over fences. These are people that have either a consultancy background or they have some type of economics or business
or Accountancy. I have a law background. So they very much look at a problem, dissected,
cluster it, and just make sure to really see almost all angles
that are available. But at the same time they
realized that flexibility is necessary and not every
angle can be accounted for. And so while they do
analyze the risk, and they really tried to
calculate the risk as well as possible and cover
themselves with backups. At the end of the day, it is quite important to
mention that everybody who starts out and the
ones that make it eventually do take
calculated risks. So be aware of that. When you're starting
out with no budget. What I'm trying to
tell you is don't listen to all of these outliers. These people that make a lot
of money overnight almost, somehow seemed to make it and keep telling that you have
to have this mindset. You really don't have
to have any mindset. You need to be
incredibly risk averse, be super calculated
about which risk you take and minimize
your budget. One of the, one of the advices
that I followed it I love, and these are the people you should be following on YouTube. Are all those finance YouTuber set keep saying save your money, make sure to have no debts
and all those things. Because it's much easier to take calculated
risks and you have a higher percentage of
succeeding when you don't have multiple
chains weighing you down, the biggest chain is going to be monthly fixed costs
that you have. Which is why a lot of 20 year-old's and teenagers seem to perform much better when they're doing
entrepreneurship because they're able to take incredible risks
and nothing will happen to them
because they are just going to end up living
where they live, which is with their parents. They don't have any
taxes, monthly costs. There's nothing big going on. So if you're in your 20s, That's good news because
again, very low risks. There's nothing weighing
you down there, no costs and your fixed costs
should be incredibly low. This is also the part where physically you can get
away with a lot of things, especially if you're under 25, you can just get
away with bad food, almost no exercise and still
somehow pushed through. The moment you start
hitting 25 plus those things start fading
away, becomes much harder. But yet the average. Age. If you go online
and you look for the average age for an
entrepreneur who starts a business that eventually hires at least one employee
is 43 years old. We're kind of seeing a trend. Risks need to be mitigated. You're either in your
20s and you have nothing weighing you
down or you're in your forties and
you already have some type of backup money and probably like half of your mortgage or
something is paid off, you're already saving some
of your pension is buildup, so there's almost no debt. These are incredibly
important things to realize. Even though I'm talking about things have nothing
to do with Legion, this is incredibly important
because when you are doing in regeneration and you're going out and doing sales marketing, whatever topic I
might be covering, the fundamentals are going to be crucial to the mindset that you are going to be approaching
all of these strategies. Width, if you have a car payment and a
mortgage and you know, something broke and you
need to get somehow $2 thousand and your savings
is like $5 thousand, you're going to go into
sales incredibly desperate. And you notice saying
the rich get richer, the poor get poorer in sales. That is even more so
the people who are desperate and you can always
kind of sniff it out, they seem to convert less sales than the ones who
are in abundance. You always want to go
into a restaurant that is full and has a line outside. And if you can get
a reservation, you'd be stoked getting their reservation
and getting there. Rather than going to
a restaurant that never has people around. Every time I walk around
in a big city when I travel and then with friends, the number one thing
we're looking for is a place that is
busy during lunch. Because if a restaurant
is busy during lunch, that's usually a good sign. Same thing here would
lead generation sales when you're reaching
out to people, the first thing you want to
fix is your scarcity mindset. And so I'm very much emphasizing the fact that you should not throw them back,
back over the fence. You should not take incredible risks that are
going to sacrifice everything. I do think you should be taking risks that
are calculated, that every time you
have more backing, more fundamentals in place, more savings in place, that you can take bigger
and bigger risks and eventually gain more because you're doing those bigger risks. Listening, if you
have 10 million in your bank account and you take
a risk that is 5 million, which is half of your income that you have in
your bank account, then it is, it's
much easier to take that risk and possibly
make a 100 eggs, let's say you sell
and make 100 million from this 5 million investments, that risk is much easier
to take because if everything's paid off and you already had 5
million in the bank, then you just doesn't matter if you have
another 5 million. If you have, let's
say $5 thousand, like the example before, you're taking risks based on bad money while you
have children and then mortgage and
the heater broke. You're just you're literally just increasing the
odds of failure. And so that's the first
thing you want to mitigate. Look at your
situation currently. How is that situation? Are you able to go for three to six months
without any sales? I would say that's the
first thing you should do. Get an emergency fund
three to six months, and then make sure that then
you're in a good place. But now you're hearing 0 budget. Obviously I've done
my best already. Most of my costs are down. I live in a cheap apartment. I eat cheap food. I make sure that
everything is cheap, which is exactly what I did. I had my budget for the
week was $20 for food. That means that I would go
into canteens, get myself. It was like a $1 plate that was refillable with
salad and potatoes. And that's what I was
eating in the beginning. 20 bucks, I literally have the still the sheet in my budget sheet that I
still use to this day. And I can literally go back
to those times and I was like 13 bucks a week. So it is incredibly important that you
mitigate risks there. But again, you've
mitigating risk, your phone goes down, your rent is your cost
of living, it's down. Now, have a three to six
months so you can survive. No matter what happens. You now are not going to stress out whenever somebody
gives you a rejection, that is possibly not
even a rejection that you can still
somehow change. Which again, we've learned
in the sales scores, there's a difference
between a hard no and then maybe I need to
talk to somebody. So again, if you're in
an abundance mindset, it's much easier to have those conversations
and the chill mindset. And again, convert people
over a span of longer. Now, why do you need to convert people over
a longer span? There are a couple of
things when you're doing lead generation that is
important to look out for first, you don't want to
do lead generation and getting a cold or converting cold leads to warm leads and
inducing buyer's remorse. If you're converting cold
leads into warm lead. So you're getting
them on the phone, you're getting them excited, but you're pushing
too much instead of spreading it out
over a longer time, creating familiarity and trust that you might create
buyer's remorse. We want to counter act buyer's remorse if we're
building a big business or If you're even building a
business over the long term, you want to counteract that because you want
to create loyalty and trust with clients that
feel you're in abundance. In my case, my wonky fan, the person that I was focusing on in the
beginning of which corporate corporates work over a timespan of six to 18 months. And if I'm lucky, maybe
the pilot project would end up starting two
to three months in. And then from there we
could prove ourselves and start to real project
six months in. It would corporates,
I needed to have the fundamentals in
place to not worry. Again, you don't have to be rich to fundamentals in place. Just eat very low budget, have very low costs, and then you're able
to take those risks. And so when I was
negotiating with them, even though of course I wanted them to convert within
a couple of weeks, I could never push those things whenever
I would reach out on LinkedIn to potential
procurement managers, I needed to slowly
weighed, weighted in. Sometimes I would reach out
to them, have a conversation. They didn't want to
talk on the phone. They wanted to, for instance, get a cup of coffee, but they were busy that we'd need to have a cup
of coffee next week. Again, lead generation
is much more than just collecting
e-mails and numbers. It's really converting them
into these warm leads that potentially could either
refer you or become sales. And so as you're building trust, having conversations with them, you are an abundance so you don't have to close that week. You can close next week. You're now building a network. And then over a span
of several weeks, you can now call with
them and be like, hey, we just dropped this offer. A lot of clients who
are going crazy for it, maybe you're interested
in trying it out during the pilot project,
stuff like that. So obviously that's very B2B corporate type style
lead generation. But it's just to say
that when you're doing lead generation with 0 budget, be aware that the
first thing you're doing is creating a
good, healthy mindset. Then you're reaching
out and realizing that it's not an
overnight conversion. But now obviously the juice and the reason why I
get this question, which is, how do you
actually do regeneration? In which platforms do you choose when you're doing regeneration
and you have 0 budgets. So you can just go
and buy a camera or Duke crazy paid ads or
something like that. Well, so far, whichever
business that we did, we always go where
our client is. Before again, you go
on the platforms. You have to know who
your one key fairness. And we've covered this in
multiple videos already, but pretty much you
need to be aware of which platforms your
clients hangout with. You. If you don't know where your client clients hang out, then you have to create
testimonial sales, which means you will go
on LinkedIn or on Google, and you will call
up some businesses, email some businesses, or reach out to people from
some businesses. And then it's up to you. You either offer cost price something or you
offer to do something for free in return for
a video testimonial. Once you have three
video testimonials, maybe five video testimonials
between that number. Then start looking what
you're asking them questions, especially during the
video testimonial. One of the things you'll
be asking them is, where did you find us or obviously if you
call it out to them, that's not going to work. But if you go and you let's say you're building
a website agency. So you'd ask them in
that video testimonial, obviously this isn't going
individuals the small, it's just a recording
that you're gonna keep for
your own research. But in that interview
you can just ask them if you normally look for designing websites
like we designed for you during this
testimonial sale, where would you go? What do you do?
When is it Google? What do you type in on Google or do you go on
LinkedIn and you type in a website design agency and then you look
for some founders. What are the exact
steps that you do? You're gonna get
specific answers most of the time in that case, from my experience and I've had thousands of those types of
interviews at this point. Most of the time, people Google specific services that they are looking for. Other times it's word of
mouth through LinkedIn, they somehow stumbled
on someone and then their headline read website builder or
something like that. And then they just
reached out to people. But again, most of the time it's Google and there's a
specific key phrase or keywords that
they're using and the that they are typing in. Now that you have this data, you are now aware which
platforms here choosing. And so if you're aware of which platforms
you are choosing, you're aware where most of 80% of your time
is going to be on. If people are mostly on Google, then there's a point for
you to start building up SCO parallel to creating testimonial sales or
maybe cost price sales. Asking people that you
just did a cost price or a free website for or whatever service or
product you're selling. To refer you word of mouth
can be incredibly important. And then from there on, building up more of a
network networking events. So there are places
like meet up and Eventbrite that you can
go to weekly events. We organize networking
events of all the time. These are all places
where for free you can pretty much
gain attention, gain word of mouth, and gain a network
that will refer you. In the beginning, when
I did every single day, I would reach out on LinkedIn to specific types of profiles
that fit my business. And I would ask them in
a personalized invites. When you go on a profile, you can hit the arrow next to connect or befriending someone. Next to the Connect, there's
a personalized invites. Once the arrow goes down
criticized inviting, you can type in a note. So you can have, I
think it's a couple of a 100 or something characters that you can type in and say, Hey, this is me, this
is what I'm doing. Most of the time,
people never answer, but they might be friends. You, as the connection exists, you get a notification from LinkedIn and your message
is still in there. And the beautiful
part is that you don't have to copy
paste the message. You can just add, Hey, did you get my message? It's above. It's above here. Now you have a connection with them and you start
chatting and you're like, Hey, can we go for
a cup of coffee? Because remember your costs
are down so you don't mind waiting a couple of days
and fitting their schedule. Instead of just having a
call building familiarity. That familiarity can lead to a testimonial sale at cost sale. If you're out of your
testimony in sales, it can lead to real sales, but also during the
conversation you can say, Hey, we're looking for these
type of specific people. Is there any way that
you can connect me? Another smart way
that you can do this is as you're planning
those meetings, it could be also
Zoom call meetings. You can look through
their LinkedIn, people that are relevant
from their own business. If it's a corporate
or other businesses, then you can make a list. Top five list or the top
ten would be too much, but top three to five list. And as the conversation
goes well, and you're charismatic and there's a connection
and their stress. You can say, Hey, I'm
building this new business, I'm looking to expand. Is there any way that
you could help me connect with some relevant
people on your LinkedIn. I saw this one guy that could be interesting if you
find that too weird because the trust
is not built on the first connection or that first coffee date
that you have just asked. Is there any way that you could connect me with some people? If the answer is yes,
then you just say, Hey, I'll just go through your LinkedIn tonight
and send your list of people that it would be nice you could
connect me with. And so suddenly you're building and an exponential network. Let's say planning in ten
meetings a day knows who you're reaching out to ten to 15
people because you don't want to go over the
limits of LinkedIn. So 1015 people a day. So that's 70 to 90 people every week that you
reaching out to. If you have a
conversion rate for Zoom calls should be
easily between 10, 20%. I've literally done this myself. And then when a invested into
one of my first businesses, the female founder literally did exactly the same thing and her conversion rate was a bit higher to mine,
it was above 20%. This thing literally works. And as you're converting
them to the Zoom calls, you can do this listing. You can pretty much expand
your network pretty quickly. And suddenly you're 10,
20% conversion rate, which is nine to ten
meetings a week. It can turn into quite a large network that
you're building. And again, 1015 messages on LinkedIn a day and
ten meetings a week. We're talking about
less than 1.5 hour of work a day or something like
that or sorry, ten meetings. So that's two a day if it's
Monday to Friday workday. So you're doing two hours in
meetings and you're doing half an hour or
something and sending out messages and
research in people. Of course, if this is new to
you, it might be an hour. Now we're working three out of the eight hours because
work-life balance, I guess, even though in the beginning much
more than that. But so you have your five-hour still left open to
do other things. But remember, you're
building your network exponentially because with every meeting that you're doing, you're asking a
connection to three, to five other people. And so at 1, you're
gonna get an, a very privileged position
where you suddenly can choose who you meet width
strategically as your progress, I would say around week
two or three years already gonna see who fits
and who doesn't fit. As you pick and choose, you're
gonna get better at it. And so sales will slowly
start coming in from dad angle while you're
doing bad angle, which is again the
basic lead generation, converting coal to warm leads. And then eventually
sales will take over and you take
all of these leads that are all now
Warm have called which you have had LinkedIn
interactions with, you have referred
to, to other people. And eventually you can
turn this into, again, this is how we
started our events. Because think about it. If you're doing
this process at 1, you can't meet with
everybody and do business. We started I started doing dinners and then after dinner
she became way too big. And I was getting a little bit too fat because I was doing like three dinners a week and
inviting six to ten people. Eventually we started
doing events. And then when you're
doing events, of course you're bringing
all these people to get her social proof. You're connecting the
ecosystem and you are becoming an in person
within that niche. So this is again, high-level lead generation
over a span of, I would say two years
or something like that. But while you're
working that angle, which is a 23 hour angle a day that you should
be spending on. Then you have five
hours now left to work. Other angles again,
we're talking 0 budget, so we're talking, you
can't spend any paid ads. You need to work all the
angles that you can. So I would say most
of the people, if if you are, let's say again, a website agencies, some
type of service agency, or maybe you're selling
lawnmowers or I don't know what. Then most of the
time when you're doing your video testimonials, let's say you sold the lawnmower and somebody who looks over the product and you gave them a 50% discount in return
for a testimonial, you would him where did you find or how did you
find lawnmowers? And then most of the
time they'd say, Oh, I'd go to the shop
or I'd go to Google. And so now we're no, we are aware of which
keywords are being targeted. While you're
building this angle, you're now going to start building search
engine optimization, which is incredibly important when you're selling
products and services. There are multiple ways to build SCO very well for your website, but one of the ways is time. You need a lot of time and it takes at least six
months to see results. So as you're building
engagement content, blogs, videos, making sure
that their attention is high. Click-through rates are high within all of your
content of the website. But also making sure that people go to a website and
have a way to convert, call you, email you
all these things. You're becoming slowly by the time you're hitting the
level that I told you with the other parts of
legion where you're actually building now events
instead of just meetings. By the time that happens, people are gonna be googling
you and guess what happens? Because you've been working
on this other angle of SEO, suddenly you're popping up on the first page and
they're clicking on you. And the more they click on
your Google loves that stuff. So you're coming on the top. Without doing any paid ads, you're slowly building up a network while at the same time becoming an Internet
number one pager. There are other way,
I'll give some way. So again, we have a course on
search engine optimization. But in short, if you
don't know anything about search engine
optimization, first thing you need
to do is make sure your website runs smoothly. It doesn't have any
annoying pop-up banners and works fast. Dive deeper into how to
make it a mobile friendly. Don't overloaded with
heavy images and make sure that you
have a clear blog. The reason you want blogs
and reason you on video is all these things is you want to keep people on your website. The more engagement there
is on your website, the longer people
stay on your website, the more user-friendly
your website is. Of course, these are not all things that are
relevant to Google, but these are very big things that are
relevant to Google. That's one thing that you
should be working on, blogs, videos, all that stuff. But the other thing that gets neglected quite a lot is
just the simplest thing. And that's Google my business, just set up a simple
Google My Business page. And every single time you have that coffee date with somebody, you ask them, hey, I'm
starting my new business. I have this Google
My Business page. Is there any way that
you could help me out by giving me two
sentence review of what you thought of
me and if you would ever work with me because
that could help me a lot, you'd be surprised how much of a difference that's
going to make for anything that
you do in business. Not only will you have legitimate
reviews from people who actually met you and have
the best intention for you, which you will be able to
show to potential new sales. You're also going to create
investment in your business. They're going to
feel like they were building it with you together. You're going to have real
people commenting on it. And the more reviews you have, the more Google recommend you. These things feed
into each other. And so SEO is a big thing that my business
exponentially started growing when the SEO kicked in, I was always so dismissive of it because I was so focused
on that first part, I reach out to
people on LinkedIn, setup coffee dates, Zoom calls all that stuff and completely ignored for I would say
the first two years, the whole SEO thing. And then we slowly started
doing it very skeptical. And then it just, it
just started working. I started getting some of my biggest deals,
people googling me. And so suddenly realizing kind of dose do need to be
working in parallel the passive lead generation
where people come to you in parallel with his actively generation
where you reach out on, you call people on Google, you reach out on LinkedIn. You tried to set up coffee date. You go to people
in their offices, you ask for reviews if they've done a testimonial
sale with you, or if they are just
genuinely interested in things and they just
wanted to share how they are, how they founded the
conversation to be with you. And that they refer people. And how, if you were in the beginning and
you have nothing, can you imagine seeing a business page would
have reviewed that says, even though I didn't
buy anything at the end because I'm in a
totally different industry. I referred this person to
three other people because I really believe in what they do and definitely in the future. Once this becomes relevant
to us, we'll buy it. I mean, that's still
an amazing review. Eventually, if you still have a personal touch
to your business, it's gonna be incredibly
important when again, you're meeting these people that they're referring you to, and then you're showing
this Google review page. And they say, Oh, but this client didn't
buy anything yet. They posted a review. And
then you can say yeah, but you know, you just met me. So you see that clearly these people also met
me and they loved me. So then clearly something is good and we're not
going to run away with your money and we're
gonna do our best to deliver the best product
that we can have. Because in this review, the person just mentioned that the moment that becomes
relevant to them, they will buy it as well. Any social proof that you
can get in the beginning is going to be so incredibly
important as you move on. And of course, if
you're actually an established business
and you're building it up, please build up actual reviews and NADH these types of views. But we're talking about
again, beginners 0 budget. You don't know how
to do pay dads and you just want to make sales. So this is how I did
it from both angles. I went and I went a
little bit crazy. But the first angle
that I did is obviously not SEO
because that takes time again six months to a year before we start
seeing any results. At least from my experience. And then with the whole
reaching out on LinkedIn, I would go on Google
and call businesses, a set up meetings, coffee dates, Zoom calls. Except at the time
when I did it, I don't know if Zoom
existed already, but it's doing vehicles was
definitely not a thing. There's just a ton of metopes, a ton of meetups, and just making sure that
it's spread out over my week doesn't
dominate my days. I tested it all out. You can have a couple
of meetings a day. That's one way to do it. One way that I did it eventually
is I had meeting days, my Thursday and Friday we're meeting days and
Monday to Wednesday, we're completely locked
away for pure work. And then Thursday, Friday
I would have meetings. And then if I'm really
honest, Like Saturdays, I would still work catch-up on most of my work and
in the evening. So we'd catch up on work in this Sunday's was my rest day, even did an entire TED X
speech around the rest day, which was super important. Nowadays. Things are much simpler. I still take a day off, but I have way more leisure
time and I actually don't do at 1 that you don't actually have to
do to meetings anymore. Your team handles the
meetings because they're building now their own business
development network out. So you have this deaf people. But I'm mostly focused
on the whole SEO thing. We get organically couple
of clients a month, which is more than
enough for what we need. And then obviously
we have things like a 150 plus 170 plus
corporate clients. And so we're mostly handling that part while the
machine keeps running and I'm keep making it more
efficient from all angles. And then for the event side, which obviously
we're still doing, as you can see on
all of our YouTube, as we keep doing our events, we're mostly focusing on online. But yeah, that's kind of insured a summary of how I
would handle it. Maybe not as detailed
as possible, but this is all about
the story parts, how I used to handle
it, how I did it. It definitely will get
you to your first, I would say six figures. A 100 K's definitely plausible. 50 K for sure by just building
this massive networks should definitely get you to 50 K If you're in
the Western world. But again, if you're
not in a western world, you can do all of
this that I just mentioned and have online Zoom
calls and stuff like that. Just make sure that everything looks professional and you'll get the same type of trust
and interaction with people. And so that should
definitely get you to between 1550 K and six figures. And then from there on, you can always start expanding, working more on SEO, working more on different
types of content. Figuring out that word of mouth can be more important
nowadays again, I'm not that focused on new
people going to a meeting. I'm more focused on existing clients and word
of mouth through there. One corporate has
like, I don't know, like tens or dozens
or hundreds of departments and divisions
and other countries. And so my time is more invested in kind of going
through the corporates, internetwork and
meeting people that are irrelevant there because we're already
preferred suppliers. We just need to get on the
radar with a lot of people. With that being said, thank you so much for
listening to this part. If you have any questions, please let me know
and I'll see you hopefully in another
question video.
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