DOTTIE WALTERS' SPEAK & GROW RICH
Monthly E-News

June 2004

Dottie Walters' Speak and Grow Rich- June 22, 2004
eNews for Professional Speakers, Authors, and Consultants
From the Publishers of Sharing Ideas Newsmagazine
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In this issue...
1. Commercial Sponsored Speaking - Dottie Walters, CSP
2. No More Autograph Parties - Dan Poynter, CSP
3. Add Magic to Your Back of Room Sales - Tom Antion
4.  Upcoming events with Dottie Walters
5. More resources for Speakers, Authors, and Consultants
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"Do what you can, with what you have, where you are."
-Theodore Roosevelt
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Obtain Commercial Sponsors For Speaking Engagements
By  Dottie Walters, CSP

There are many ways Professional Speakers can add Commercial Sponsors to their Income streams.

In our last issue we discussed how as a speaker you can obtain commercial
sponsors for the products you create. In this issue, we will discuss how to
obtain commercial sponsors for your speaking engagements and seminars.

First you must know where to look for prospects.

Here is what to watch for:

1. Advertisements promoting companies that who  sponsor other products and events.
Example:  Businesses allow customers to put the name of a local school on
their purchase order form. The store then pays a percentage of the purchase to the school. This means the  company is interested in children and families. If you speak for that audience, call them.

2. Advertising with a special offer - Example: "Free Seminar for the Latino
Community on Launching a winning Business." This was taken from an invitation we received in our mail. The sponsors were a major office supply retailer, 3 major Latino Publications, a Major Latino TV Station, and large Banking institution. 

3. Some corporations will also pay for the opportunity to distribute their information at your private seminars and to have a display.

I have had speakers ask me "Why would a company want to sponsor ME?" 

Here is the answer: 
Because you are an authority in your field, and they want to reach your
audiences.  Your program is aimed at the market they want to expand to.

You need to ask yourself, who wants to reach my audience?

There are many different ways this can depending on  your topic and market.

We are just finishing our latest audio product ON THIS  SUBJECT. "How to
Find, and Keep Commercial Sponsors." I recorded this new audio product with Robin Raymer.  Since he first Consulted with me 8 years ago, he now has 65 Commercial Sponsors.

To Pre-Order:  2 hour CD "How to Find and Keep Commercial Sponsors" by Dottie Walters and Robin Raymer. Available July 14, 2004. $95.00 + Shipping.
Includes workbook. To order call: 626-335-8069
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No More Autograph Parties
by Dan Poynter
DanPoynter@ParaPublishing.com
http://ParaPublishing.com

One of the joys of being a published author is being appreciated for your
Work. Getting a favorable response to your book from a crowd of people is an event most authors look forward to. But many authors and author-publishers misunderstand the purpose of a book signing and they attend unprepared.

Book signings are a form of product promotion not available to producers of
other goods or services. But autographings are not a party in your honor—you and your book are not even known yet. Bookstores, both chain and independent, stage events to attract potential customers into their stores. The stores supply the venue; the author supplies the audience.

Never do an autographing; always offer a mini seminar. Attract buyers to your autograph parties. —Terri Lonier, author, Working Solo.

An "autograph party" says, “Come and appreciate me (and buy a book)”; a "seminar" says, “Come on down and I will give you something free (information) that will improve your life.” Always think of the benefit to the potential customer. How can you lure them out of the house and down to the store? Your appearance is a promotional opportunity for you and it will require hard work.

Authors are celebrities; they are the draw. People think if you wrote a book, you know something. And, you probably do. Nonfiction books are written from the best research you can do, you direct your material toward a certain type of reader and you further explain your advice with your own experiences. Book writing is a journey. Often we do not know where the process will take us. We learn everything there is to know about our subject and, in effect, we are gaining an advanced degree in our area of interest: we do the research and then we do the paper. So, authors are pretty special, often interesting and do know quite a bit about their subject area.

When my parents taught me not to write in books, they did not know they were raising an author who would autograph them. They turned my last book tour into a guilt trip.

The store might publicize your appearance with a sign in the window for a few days and may place a notice in their event schedule. Attracting the rest of the crowd is up to you.

These mini seminars may lead to longer ones for other groups at other
locations—for money. Go for the exposure and go prepared. Your book deserves it.

Dan Poynter does not want you to die with a book still inside you. You have
the ingredients and he has your recipe. Dan has written more than 100 books since 1969 including Writing Nonfiction and The Self-Publishing
Manual. For more help on book writing, see http://ParaPub.com
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Add Magic to Your Back of Room Sales
by Tom Antion
http://antion.com

I've learned a lot about back of the room sales in the past
couple years. My high day so far was $52,000.00 and some change
on one speech. This article isn't about the technique of Back of
the Room Sales. I'll cover that in a future issue. This article
is about an overall philosophy to increase sales and a specific
technique that I've been using.

The overall philosophy is that too much information will not help
the audience members's retention of the material or help your
back of the room sales.

Over the past five years or so I started doing my Wake 'em Up
Presentation Skills seminars and more recently my ButtCamp
Internet marketing seminars. Ask anyone who has ever attended one of them and I guarantee they will tell you that they got buried
in good material. In fact, I used to brag about the fact that I
was going to bury you in good material. I still say, "your brain
will be smoking when I get done with you." For the most part,
what I've found is that I've overwhelmed many attendees into
total inaction and they didn't buy anything either.

GIVE EM LESS

Now I do it differently. I cut down on the overall amount of
material. We have a lot more fun. People retain more. They don't
feel as overwhelmed. They do more and get more results. AND they buy more of my stuff.

I always use humor in my presentations, but lately I have been
revising a segment of my presentations that I got away from for a
couple years......MAGIC

No I'm not talking about becoming a professional magician. I'm
talking about using magic tricks to have some fun and to
illustrate points I'm trying to make.

I can assure you that the people in my last seminar that saw me
put my bare hand into a steel spring muskrat trap will remember
what I said about email marketing traps.

I'm sure that when someone 12 inches from my fingertips saw me
turn a one dollar bill into a hundred dollar bill will remember
that you can turn a small investment into a really big investment
if you know what you're doing on the Internet.

Visit your local magic shop to find tricks that are easy or
require minimal practice and get suggestions on what points you
can make. Or better yet, figure out the point you want to
illustrate and ask what the magic shop has that would help you
make your point. I'm working on a set of magic videos
specifically for speakers that I'll announce in a few months.

In addition to increase Back of the Room sales, you will find
that people will do more word of mouth marketing for you and send
their friends and colleagues to your sessions if they got both
valuable content AND had fun.

Tom's Top Ten Marketing Resources page
http://www.antion.com/marketingtools.htm
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Subscribe to Sharing Ideas Newsmagazine-Don't miss all the latest cutting edge information for today's speaking industry! Subscribe to Sharing Ideas the #1 Magazine for Professional Speakers Authors and Consultants. Subscription includes the latest DIRECTORY OF SPEAKERS BUREAUS and Dottie's 2 Hour Audio CD on How to be Booked By Speakers Bureaus!
http://www.speakandgrowrich.com/sharing_ideas_overview.htm
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Do you have a valuable tip that you would like to share?
Email: Dottie@speakandgrowrich.com
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Upcoming Events with Dottie Walters
Expand Your Brand! 9th annual Magnificent Marketing Symposium for experts, authors, speakers, and consultants. Featuring Tom Antion, Dottie Walters, Bruce Cameron, Jeff Herman, John Patrick Dolan, Wendy Keller, Gayl Murphy and the hottest lineup of today's industry experts, surprise guests, panels, and more!
Only 75 seats available. Mark your calendar now.  This is the ONE event you must attend THIS year! September 16-19, 2004 Universal Sheraton, Hollywood, CA USA. Special early bird registration rates available (626) 335-8069
http://speakandgrowrich.com/s2004_mm_overview.htm
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Upcoming Speak and Grow Rich Master Weekend Schedule:
August 7-8, 2004 Glendora, CA (626) 335-8069
October 9-10, 2004 Glendora, CA (626) 335-8069
http://www.speakandgrowrich.com/speaking_seminars_master_weekend.htm
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SPECIAL Condensed Speak and Grow Rich Workshops:
http://speakandgrowrich.com/speaking_seminar_schedule.htm
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More resources for Speakers, Authors and Consultants
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inspirational quotes. Perfect for today's on-the-go lifestyles. Already in use by Zig Ziglar, Brian Tracy, and other leading authors and authorities. 
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Are you looking for meeting and event planners in your area?  We have the
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or call us at 800-223-1797.
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(Creators of http://Speakandgrowrich.com)
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Best wishes for your success!
Dottie Walters, CSP
International Speaker, Author, Consultant
Author Highest Rated book In THE Speaking WORLD, SPEAK & GROW RICH
Publisher/Editor: SHARING IDEAS newsmagazine, 25th year of publication
President/CEO, Walters International Speakers Bureau
Publisher, International Directory of Speakers Bureaus
Founder, International Association of Speakers Bureau Owners, IASB
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