Pre-Speech Communication Strategies –

Telephone Calls

A few days before the speech, I will call audience members to try to learn more about their organization and their individual goals for the presentation. This is a vital part of the Pre-Speech Marketing process. But here are the real reasons for the calls:

- I call close in to the speech so that the participant will remember me (even though the research I get is somewhat less useable for speech content)

- I ask questions that give me insight to problems, challenges and issues. If I can solve problems, I can sell additional business.

- I call EVERYONE! (or try to) Many speakers use pre-speech telephone calls as a way to “sample” the issues. I use pre-speech calls to develop relationships. I want relationships with everyone in the audience so I call everyone. It’s also another way I can be unique in a marketplace that rewards ingenuity.

Of course, I write down answers to my questions and use that information in my post-speech follow-up to generate additional sales of speaking, consulting and product sales.