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S T A G E T O S C A L E B L U E P R I N T
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S T A G E T O S C A L E B L U E P R I N T
I believe that stages are the best tool to spread your message and grow your business.
Are you ready to start winning stages?
We’ve dedicated the last 15 years perfecting this system to get people just like you on stages. The Stage To Scale Blueprint is the exact process we’ve used to create millions in revenue for our students in every industry and niche.
Now it’s your turn to experience the power and impact that stages can make on your business! Dive into this blueprint and explore where you can start leveraging your unique strengths to get stages, and get clear on where you can improve.
Let’s go...
Pete Vargas,Founder - Advance Your Reach
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S T A G E T O S C A L E B L U E P R I N T
The most powerful marketing tool in your business is your Signature Talk. A great Signature Talk captures your story, delivers great teaching content and sets you up to offer your product.
Craft yourSignature Talk
Deliver an AmazingPresentation
Maximizeyour Offer
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S T A G E T O S C A L E B L U E P R I N T
Craft yourSignature Talk
ClarityWho do you serve?
What problem do you solve?Heart
Head
Hands
Heart
Bringing it all together
All great signature talks have clarity on who the message is for and follow The Story Braid Framework:
The Heart – A personal and relatable story that gives a “why”behind what you do.
The Head – The main body of your presentation where you give actionable advice to solve the problem you’re discussing.
The Hands – A call to action encouraging your listeners to go out and face this problem.
The Heart – An emotional close that ties your talk together and resolves the experience you create.
Craft your Signature Talk
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S T A G E T O S C A L E B L U E P R I N T
There’s more to a great presentation than the words you say. These are some of the ways we work with our clients to make sure their presentation is a hit! (Book a strategy call with us if you have questions about any of these strategies!)
Deliver an Amazing Presentation
Deliver an Amazing
Presentation
Room Size
Settingyourself Up for Success
PresentationMagic
PhysicalPositioning
MaximizingQ&A
Pace - Framed by Silence
3 Positions
Give One Answer...Move on
Sound & Lights
Volume
Sit with a Purpose
Do not ask for satisfaction
Center Aisle
Position on Stage
Podium &Table Separation
Take Text Questions
Elevation & Separation
Movement - Stand Still
Projection Location
No Question Responses
Preceeding Session
Story Couplet
Stand & Deliver
Assess Question Relevance
Teach the Right Amount
Repeated Stems
Repeat the Question
Know how to end
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S T A G E T O S C A L E B L U E P R I N T
Maximizeyour Offer
Results-based Title
Price Juxtaposition
Reduce Risk
Urgency
Think past the sale
Your talk can be much more valuable than just your speaking honorarium if you maximize your offer. This is a careful balance to strike when making an offer from the stage.
Maximize your Offer
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S T A G E T O S C A L E B L U E P R I N T
How to position yourself as a great speaker
Knowing what meeting planners want from speakers
Understanding which stages will get results for you
Knowing how to find those stages
Creating great outreach to win those stages
Mind ofMeeting Planner
Positioning
Find
Win
Know
Now that you have a great talk, it’s time to get on stages. Getting onstages requires you master the following:
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S T A G E T O S C A L E B L U E P R I N T
Meeting planners are anyone with direct or indirect control over the stage. These are the people you must connect with to start winningstages. Here are a few job titles that are common for meeting planners.
Mind of the Meeting Planner
Mind of the Meeting Planner
What is a MeetingPlanner
Anyone with direct or indirect influence of the stage
Titles/Names
CEO
Executive Director
President/President Elect
Director of Programming
Event Planner/Producer
Director of Professional Development
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S T A G E T O S C A L E B L U E P R I N T
You don’t need to be “famous” to win stages, but you do need toposition yourself as an authority and expert. These are a few of theassets you should create to have an excellent position in the marketplace. Remember you don’t need all of these to start winning stages, and you should start building “The Big 3” first.
Positioning
Positioning
Speaker Website
Checklist
The Big 3
Speaker Bio
Free gift
Speaking Topics that Solve a Problem
Speaker Evaluations “The Secret Weapon”
Powerful Quotes from the Speaker (sound bytes)
One solid piece of “content”
Video
Written Testimonials
Booking Assistant
Social Proof
One Page “Internal Sales Sheet”
Speaker Box
Speaker Kit
List of References
Book
Why Me VideoPromo Video
Speaker Kit
Champions Video
Why Me Video
Problem Solving Video
Website
Social Proof Video
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S T A G E T O S C A L E B L U E P R I N T
To know which stages will work for you, you need to understand thebusiness model of speaking and the different types of stages that are available (and which ones work best for you and your offer). Once you know your model, you can start targeting both online and offline stages to spread your message.
Knowing what Stages will work for you
Know
3 Arenas
National Model
Business Model of Speaking
Mediums
Paid to Speak
Online
Offline
Webinars
Keynote (Associations)
Speak to Sell
Trainings
Breakouts (Associations)
Free Stages
Summits
Keynotes (Seminars)
Sponsored
Podcasts
Breakouts (Seminars)
Your Own Events
Online Medias
Offline Media
Blogs & Vlogs
Local Stages
Membership Sites/Courses
Mastermind/Small Group
Social Media Livestreams
End User
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S T A G E T O S C A L E B L U E P R I N T
Knowing what Stages will work for you
Find
Gold Mining Equation The Number of Stages you want to Be Onx Your Stage Win Rate
= The Number Of Stages You Need to Research
Your Ideal Customer Where They Gather
Past CustomersMeeting Planners Who’ve Seen You SpeakCommon Connections with Meeting Planners
Dream Stage
Champions
Cold Research
We call research “gold mining” because it’s really where the value is. The better you can research stages, the more successful you’ll be as a speaker. It’s important to focus on your “dream stages,” where most of the people in the audience will be your ideal customers. You can find these with cold research, but don’t forget to also ask people who know you, and who have worked with you or seen you speak (aka Champions), if they know any stages you should be on!
Finding your dream stages
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S T A G E T O S C A L E B L U E P R I N T
At Advance Your Reach we use “The Unstoppable Stage Campaign” to win stages for ourselves, and teach it to our students. The key to good outreach is to reach out to meeting planners in as many mediums as pos-sible. Don’t just try to reach out with email - use the phone, direct mail, social media and video to make contact!
Win
Win
Unstoppable Stage Campaign
Direct Mail
Social Media
5 Mediums
Custom Campaign
Video
Phone
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S T A G E T O S C A L E B L U E P R I N T
Collect
Create
Convert
To truly thrive with stages, you need to create an offer that scales past the stage. Once you have a scaling offer, you need a way to collect leads and automatically convert them into customers.
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S T A G E T O S C A L E B L U E P R I N T
We work with our students to create scaling offers in 1 (or several) of 8areas. When creating your offer, it’s best to understand the ProductScaling Pyramid, which goes from “Do-it-yourself” to “Done-for-you.”
Create
$
Done For You
Do It Yourself
Done With You
Product Scaling Pyramid
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S T A G E T O S C A L E B L U E P R I N T
Create
Power of SVI
Product Scaling Pyramid
Scaling Revenue Model
Speaking
Fundraising
Sponsorship
Consulting/Training
Products (Physical & Digital)
Services
Seminars
Coaching/Masterminds
Create
Number of people in the audience Opt In Rate Conversion rate x Offer price
= Stage Value Index
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S T A G E T O S C A L E B L U E P R I N T
When speaking from the stage, you want to be able to collect leads even if you can’t sell directly. This is best done by giving a gift. There are many different types of lead magnets or gifts, and your talk must be set up well so this does not come off as “pushy” from the stage.
Collect
Collect
3 Types of Opt-InContact Cards
Create Great Content
Onsite Strategy Sessions
Text Opt-In
Mention your free gift in your talk
Booth/Exhibiting
Web Opt-In
3 Types of Opt-In
Strategy Calls
Art of Lead Collecting
Post-Talk Maximization
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S T A G E T O S C A L E B L U E P R I N T
Convert
10-Day Value Sequence + CTA
On-site setup
Internal Form
Book a call with meeting planner
Internal Booking Workflow
Meeting Planner Workflow
Collect contact cards
5-Day Challenge + CTA
Make sure contact cards are placed
Internal Prep Meeting
Send Meeting Planner pre-event gift
Enter cards into an external form to get the campaign kicked off Schedule Strategy calls @ your booth (if you have one)
Sponsored
Kill it on stage : )
Packing List
Your Own Events
Mention free gift from stage 2 times
Process orders on-site
Pre-Game
Game Time
Post-Game
The conversion process starts before you ever get on the stage. You need to make sure you’re prepared before you speak, give a great presentation that builds desire while you’re on the stage and have powerful content to follow up with your new leads after you’re done speaking.
Convert