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The Sales Evangelist
Donald Kelly, The Sales Evangelist, Tony Wilkins

Today, we talk about how you can sell yourself! And by that, I mean learn how you can avoid the common pitfalls of sellers who are trying to sell themselves and strategies you can implement to sell yourself or your message the right way. At the end of the day, it’s all about bringing value to your customer’s table.

So, I’m bringing in Tony Wilkins this episode who has a solid experience working with speakers and small businesses. Tony is a speaker and author of several books on small business or speaking. He is also the host of Small Business Forum Radio. Let’s jump right in.

Here are the highlights of my conversation with Tony:

Common Mistakes People Make in Selling Themselves:

  • Trying to sell something they’re interested in but no one else is.
  • Throwing topics against the wall to see what sticks
  • Not getting in front of the people who are going to pay them for their expertise.
  • Not knowing how to do the sales conversion

Top Strategies in Selling Yourself:

  1. Know who your audience is.

Just because you’re a great talker doesn’t mean everyone’s going to be interested in it. You have to know who your audience is and tailor your message to your audience.

  1. Know what your topic is.

Make sure it’s applicable to who you are and what you do as well as to your audience.

  1. Get in front of people who are going to pay you for your expertise.

Determine who you want to get in front of and who’s willing to pay you. Once you know your audience, you have to get in front of people who are willing to pay you to speak or pay you for your expertise. Have a topic that’s applicable to them so after your talk, they’re going to come to you and eventually hire you as a coach.

  1. Have more than one topic if you’re still building your name.

Speak on topics applicable to your audience. You don’t have to be an expert at it but you should still be able to talk about it.

  1. Have several products and services that attendees can say yes to.

Some people can give a 20-min. talk and make an offer but then they don’t know how to close the deal. Ask them what they need and then sell from the need. You have to have an offer that people can say yes to.

  1. Think of this as a community and that everybody has something to bring to the table.

This makes you powerful in going after prospects that you want. Until they tell you what they need, you can’t help them and until you tell them what you need, they can’t help you. Put your heads together and work together.

  1. Follow through!

Make introductions to people that can help them to where they’re trying to get to.

Tony’s Major Takeaway:

Money is out there but you’ve got to figure out a way to get people to pay you to speak. There are several ways to do that (underwriters, webinars, workshops, etc.). Just figure out the best way to get your message out and how you can get people to pay you or your message.

Episode Resources:

Connect with Tony through email at awil267487@aol.com.

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The Sales Evangelist, Donald Kelly, Donald C. Kelly


About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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