Why it pays to craft one strong signature talk that sells and stick with it.
This lesson comes from my 82-year-old father, Eddie Garson. He was a world-famous ventriloquist who traveled around the world three times and played on some of the biggest stages in New York and London.
When I was first starting out as a young adult, he said to me, “Lisa, don’t change your act. Change your audience.”
I didn’t realize it for a while, but I’ve been following his advice ever since — by getting a signature talk down and then giving that talk on live stages, during teleseminars, everywhere.
And while I’ve developed my talk — added to it and enhanced it — I’ve essentially used the same title and the same basic structure and content for four years. And with that talk, I’ve built a 3-million-dollar business!
Think about it, why would you want to change your talk? Your market doesn’t change every time you speak. Who you are, your story doesn’t change. The transformation you offer doesn’t change. Your case studies and testimonials don’t change. So why should your talk change? It shouldn’t.
Here are a few other reasons not to change your talk:
• It takes way too much energy and stress to rewrite your talk every time you’re asked to speak.
• By keeping your talk the same you can get on a roll and improve it as you practice it over and over.
• You dilute your platform when you offer different talks all the time. You want to become known for the unique transformation that you facilitate.
• Promoters like to know who they’re booking and what they’re going to get.
Some of you may be thinking, “Really? I should really give the same talk to a civic organization that I would give to, say, a women’s spiritual symposium?”
Essentially, yes. Now, you may want to swap in and out certain components depending upon what you’re offering. You may want to tweak your title a bit, add some relevant stories and occasionally shift your angle somewhat. But, don’t reinvent the wheel.
Build your signature talk, enhance it, improve it. Make sure your offer is good to go, and then take it out on the road.
Imagine all of the energy you will have for getting booked and making direct client contact if you’re not at home agonizing over a new offer and creating brand-new slides every few weeks!
How have you benefited from improving, not rewriting, your signature talk? Let us know below.
Hi Lisa!
I attended your last Speak to Sell Bootcamp in La Jolla. I was a newbie to the speaking world at the time. I incorporated everything I learned from you and I just finished my first big preview workshop. I closed everyone in the room except 2 people!!! More importantly, two of the other presenters at the event said that they want to work with me! I have another speaking engagement booked for November with one of them and I’m still working out a “plan of action” with the other. I owe it all to you Lisa!!! I drafted my signature talk using your tips and I learned to sell without sounding “sellsy.” I’ve perfected my offer and how to seed all throughout my talk. I also learned how to come from the right place as I speak and focus on the service I’m providing to overcome any fears of speaking. Everyone there thought that I’d been speaking for a long time and I had to tell them my little secret 🙂 I learned from the best! Thank you so much for everything. I can’t wait to see you at the “Big Mission, Big Sales, Big Life” event in a couple of weeks!
Great advice via Dad Lisa!
I was just thinking about my own message and looking at my
business with a pair of new eyes.
The advice here is sage and timely!
Thanks for sharing
Giselle
Planting Possibility Seeds
Lisa..I LOVE this message. I have just posted it in front of me at my desk as a potent reminder- but I’m thinking I may not need it. This message has landed in a big way with me and your story flipped the final “clarity switch” in my purpose/blessing/mission. I have also studied with Tim…and the energy of hearing you express your blessing (on your website audio) just opened a big ah-ha- lightbulb-spotlight for me! Thanks for sharing your message so powerfully and I’m looking forward to learning how to do the same using your system 🙂
Great post, Lisa. Timely information!
Wow, your message is bang on Lisa and I couldn’t agree more. Every single time I’ve lost my focus and started to change things around for a different audience, I wasted time and didn’t “nail it” the way I usually do. Thanks for the reminder and I LOVED the story about your Dad! Thanks for all that you contribute to all of us:>)
This was exactly what I needed to hear today! THANK YOU! You are Great!
Well said Lisa!
Since first working with you a couple years ago I have taken the very same signature talk and made a few adjustments for 4 specific audiences, but it is basically the same talk which I love to give!!
As well as the original 60 minute “general audience” talk, I have a 15 minute “rotary” version; a 25 minute “guest sermon” version; and a 60-90 minute “business consultant” version. 🙂 With each of these I know exactly what I hope to accomplish and what my offer is.
So, whatever the venue is, I am ready to talk about strengthening leadership built on science and spirit with very little prep time. And I have a blast every time!!!
Lisa,
This makes so much sense. You are so on to help us put our work out to the world in the most effective ways. Thank you!!!