ARE YOU A BOOK AUTHOR WHO IS...
- Not getting enough exposure for your book?
- Needing help promoting your book?
- Wanting a way to blast the news of your book to a large audience?
- Wishing you had photo & video evidence of a huge group holding and LOVING your book?
IMAGINE IF YOU HAD...
- The entire NSA L.A. Chapter holding up your book in a photo & video selfie that is blasted out to everyone’s social media audience!
- A captive audience to give a live, 3-5-minute recorded presentation of the value of your book!
- Your video, book and profile proudly displayed as the “NSA GLAC Featured Author” of the month on the NSA GLAC website!
- A featured table display of your book for the NSA GLAC Chapter meeting!
- The link to purchase your book, listed on the NSA GLAC website AND shared with the entire NSA GLAC audience via e-mail and all social media sites!
- NSA Professional Member & GLAC Chapter Member OR
- Member of GLAC Speaker’s Academy & Chapter Affiliate Member on track to National Membership
- You must have physical copies of your book. You will give out at least 10 (or more!) COPIES for a GREAT selfie!
- Author Info Page (Download) [ddownload id="2174"]
All this for a small price of $350!
Months Available: 2019: Mar., April, May, June
The Fortune Is in The Follow Up
By Tod Novak, CSP
Why A Follow Up Program?
There are four stages of the sale process; prospecting, presenting, closing and follow-up. Most
salespeople are good (or great) at one, two or sometimes three stages of the process, but not
all four stages. This usually depends on their experience, personality type or selling style.
Successful sales professionals must be great at all four stages of the sales process to gain
maximum results. In my personal experience training and coaching sales professionals across
the country, I have found that follow up is the key to sales growth and retention. Unfortunately
over 90% of the time follow up is the weakest link in the sales process.
Follow up facts:
58% of all salespeople quit completely after a single call on a prospect.
20% make two calls before giving up.
7% make three calls.
15% make five calls or more.
The 15% of the salespeople that make five calls or more produce about 75% of all the business.
A consistent follow-up program creates a predictable and profitable stream of customers that buy, as well as generating referrals.
Following up with potential and current customers is how repeat business and referrals are
generated, but most companies are lacking a program that can be followed consistently.
Referrals are the number one key to a six-figure income for the sales professional.
7 Touch Follow Up Program:
It’s great when a customer buys a product or service on their first exposure. However
marketing experts tell us for most customers to remember (and buy) a product or service they
need 5–7 exposures. It’s important to touch the prospect by following up 5-7 times in the first
30 days. It is not realistic for salespeople to think that everyone is going to buy the first time
after they are exposed to a product or service. Mr. Novak has developed a 7 Touch Follow Up
Program to maximize results for the sales professional.
Harvard Business Review reported that companies could increase profits by up to 85% simply
by reducing their loss of current customers by 5%. Follow up plays a major role in customer
Why is following up negative to sales professionals?
Let’s face it, follow up is avoided and even dreaded by most sales professionals. It is not on the
top of any “to do” list. When I ask sales professionals what they think about follow up, I
consistently get ONLY negative responses. Some say it’s painful for them, others respond “I
think I am bugging them”, or “if they were interested they would call me”, or “they’ll think I am
pushy”, or “maybe I did something wrong during the last call or meeting”. Mentally sales
professionals conjure up negative thoughts in their mind about what response they will get,
when in fact they have no idea what the person’s reasons or response will be. Many sales
professionals however will follow up on a hot lead but will stop when it turns cold.
Salespeople have admitted to me that whenever it’s time to follow up, the excuses start coming
up like red flags in their minds. For example, “I need to go get my dry cleaning’,
“I have to go to Starbucks”, “I have to walk the dog”, and “it’s time to eat”. Human nature kicks
in because follow up is uncomfortable and most sales professionals will subconsciously do
anything to avoid it.
Follow up is not negative:
People have many reasons for not immediately making a desired purchase or giving the desired
response. Prospective clients may be shopping around, or procrastinating. Others may be very
busy, distracted, or having cash flow issues. They may have just forgotten, or misplaced your
business information or it just may be wrong timing. Most often it takes developing
relationships with prospective clients so they feel comfortable in making the purchase.
Human nature also shows us people respect a business or industry that is organized enough to follow up in a professional manner. It shows the client that the business is interested in them
and cares enough to contact them. Following up will separate you from your competitors
because most companies don’t follow up. The bottom line is when sales professionals follow
up, they build relationships and they win customers and sales.
Benefits of a Follow Up Program to Sales Professionals:
• A consistent productive way to follow up that brings financial rewards and becomes a
• Generate repeat business by keeping in touch with current and prospective clients.
• Develop trust, rapport and long-term relationships with current and prospective clients.
• Separate your company from competitors because most companies don’t follow up.
• Build customer loyalty by providing customer service and assuring customer
satisfaction. 68% of customers that don’t return to a company say that the company
never contacted them, was indifferent, or had a poor attitude.
• Generates referrals by showing you still care after the transaction.
(the sale starts after the sale)
• Create and generate positive and ongoing word of mouth advertising about your
company. Follow up tells your customers that they are important and then they spread
the word. It gives the opportunity to get, or ask for a referral.
• Identify problems that customers have but they didn’t complain about. This allows the
salesperson to resolve problems, resulting in keeping a customer that would have been
lost. Marketers tell us that it costs 5–8 times the amount of money to get a new
customer than it does to keep an existing customer satisfied.
• Up to date knowledge of where a prospect is in the sales process. Staying in contact
with the prospect allows the sales professional to find out where the prospect is in the
sales process. This increases the odds that a client will take action because of correct timing.
This article may be reprinted provided it appears in its entirety Permission to Reprint: Tod Novak, President of The Novak Group, © copyright Reprinted by permission of Tod Novak. For additional information about The Novak Group services, and for free resources, visit www.TodNovak.com or email us at Tod@TodNovak.com
Unforgettable Connections.Join us for this premier event, developed by speakers for speakers.
Content, community and connections will be woven into each day.
New this year!
Triple Threat Breakouts
This format gives you three experts, delivering massive value, in a single session. Each speaker will present one clear, actionable idea in 20 minutes, leaving room for Q&A at the end. Three experts. Three ideas. One session.
We’re bringing a brand- new format to the main stage for #Influence18. It’s called Six-Figure Spotlight. During each general session, we’re going to feature four consecutive speakers each giving a two-minute tip that has brought their business at least $25k in additional revenue. That means during each general session, we’ll be providing Influence attendees with immediate tips to grow their business by six-figures!
Exclusive Pre-Conference “Deeper-Dive”
Find the right contacts and turn them into leads, turn leads into qualified prospects, and turn prospects into paid speaking clients. Join Tiffany Lauer and David Avrin, CSP, for this special three-hour, pre-conference session where they have generously agreed to share their high-touch, non-automated process!
Special Pre-Conference Foundation Session
Expand the craft you already have and learn new techniques from the Heroic Public Speaking team through a half-day series of sessions with Amy and Michael Port and the senior faculty from Heroic Public Speaking. You’ll get to the nitty gritty of how to win over (even more) audiences and event planners alike. Dive in and become an even better public speaker than you were before—one where you can stop speaking and start performing.
NSA Community Groups Day
With a focus on community, we are launching the first-ever NSA Community Groups Day at Influence, where our highly valued community groups are in charge of the programming, and are given space to meet, connect, and introduce all attendees to the many wonderful parts of NSA.
Whether you are interested in strengthening your network, furthering your career or maybe just in need of a few more friends, professional networking organizations can be a great option for you. In addition to providing information about your chosen field, professional organizations can enhance your personal and professional development and provide endless networking opportunities. Look around your community—there are bound to be a plethora of organizations (from small local start-ups to national chapters) for you to join. Here are the top 10 reasons for joining a professional networking organization:
1. Broaden your knowledge: Professional organizations sometimes offer courses, seminars and/or lectures to keep themselves and their members up to date on the latest industry innovations, research, and trends. Staying informed on your industry’s trends will only help you in the long run and will put you one step ahead of the competition!
2. Take charge of your career: Take advantage of career resources. Associations often have job listings online or in print available only to their members. This is a great way to find targeted job postings for your area of interest.
3. Build a better resume: Many organizations have career resources available such as tips on effective resumes or cover letter writing. Listing your association membership on your resume is impressive to current or future employers as it shows that you are dedicated to staying connected in your profession.
4. Enhance your network: We all know that networking is key for the movers and shakers of the community! Making connections is critical, and joining associations give countless opportunities to connect on a local and sometimes even global level. For most people, creating professional relationships is important, and joining a group allows you to have a sense of security and trust. From this, you are able to support and help one another in reaching your professional goals.
5. Be a Leader: Professional associations give you an opportunity to develop your skills as a leader, and this is important not only for your personal growth but for your growth in your firm.
6. Become a mentor: Giving back can be the greatest reward and benefit. Participating in forums, chat groups or discussion boards sponsored by an association is also a great way to grow your network. This allows you to use your peers as sounding boards and often make some great friends with the same interests as you.
7. Make a new friend: Once we graduate from school, we all know how hard it is to get out and meet new people and make a new friend! Use professional networking groups as an opportunity to escape the norm and meet new people that may give you a reason to come out of your shell a bit more and have fun.
8. Give back to the community: There are plenty of organizations that coordinate socially conscious initiatives to support community efforts. Whether it is a nearby animal shelter or a food drive for a local charity, there are sure to be plenty of options for you to choose for if you are looking to give back.
9. Strength in Numbers: We live in a day and age where establishing a presence in any given career field often demands working long hours in the office and bringing work home when the doors close. At the end of the day, you may have ideas for cultivating partnerships, yet not feel up to shouldering all the responsibility to organize them. In a community organization, you have access to an established support system of experienced people who are motivated to get things done. The battle is half won!
10. Stay Inspired and Stay Motivated: Learn to love what you do! You may not even know that you love something, but it’s important to be proactive about things you discover on the journey. Join a professional organization and discover something new TODAY!
Join today NSA GLAC
Dear Members and Guests,
As the President of our National Speaker’s Association, Greater Los Angeles Chapter, (GLAC), I’m delighted to be not only leading our exceptional board but also an impressive group of committee members and volunteers. They are all working together to make your experience and growth as a speaker the very best it can be.
Our leadership is vital in making our GLAC vibrant, rich and energetic. As a member of GLAC you will receive valuable input for developing and measuring your speaking business. Beyond that, as a National Member of NSA, you have the opportunity to tap into the vast resources that our National Organization of 3,400+ members has to offer. Founded in 1973 by Cavett Robert, NSA has the comprehensive resources, cutting-edge tools, insightful education and productive events that speakers need to develop their brands and grow their business.
Here are my goals and mission statements for this coming year for GLAC, 2018-2019:
- Focus and strengthen committees through strong accountability and involvement as they pursue clearly defined goals.
- Implement an on-boarding process to effectively insure new members can clearly grasp how to best secure value for their business from involvement in GLAC and, consequently, steadily grow solid membership.
- Creatively Fundraise to give back to our members(for Nat’l Events) with additional professional workshops, book launches, continued flash reports and auctions.
- Deepen the weekend GLAC “Meeting Experience” with location and speakers that will help members grow in business, sales and technical expertise.
- Strengthen and Empower Leadership for future years of continued growth. (focusing on individual leadership strengths)
6 Continue to expand the impact of our Speaker’s Academy to be one of the top NSA
Academies in the Nation, not only with numbers of attendees, but with successful
outcomes and content.
If you want to get involved or need anything, please don’t hesitate to reach out to me or any member of our Board. I look forward to serving you in this amazing organization NSA-GLAC!
Deborah Johnson, M.A.
Connect with me:
Here is a cheat sheet that is used by the industry to hiring a professional speaker…Is this you?
Sometimes hiring and securing a professional speaker can feel like navigating a maze.
New jargon, terms, conditions and clauses can be confusing, especially if you only secure speakers once or twice a year. Dealing with a speakers bureau or agent can feel daunting. Few meeting professionals know that it is perfectly acceptable to negotiate.
Here is a cheat sheet to help you with understanding the basics of speaker fees.
Free Speaking For Exposure To The Audience
Many organizations pitch to the speaker bureau or speaker “Our audience is perfect for you as they hire many professional speakers. Most of the speakers that have spoken at our conference get spin-off business from our attendees.”
Do the professional speakers at your event really get paid spin-off business? Do you have documentation to share with the potential speaker to prove it?
Some organizations feel that because their event is a cause, the speaker would surely want to donate their time and services. The pitch in this case is emotional, trying to move the heartstrings of the potential speaker or entertainer.
One of the things I learned from hiring so many professional speakers is that they get hundreds and sometimes thousands of offers to speak for free. Imagine them sitting down at a dinner table once a month and going through hundreds of requests to speak for free. Your request is in a pile of similar requests and the majority of those requests will be denied.
It’s time for organizations to stop trying to secure free professional speakers and start budgeting for good audience experiences.
The Speaker’s Investment In Time, Knowledge And Experience
Here is a general rule of thumb when considering how many hours it takes a speaker to prepare a presentation. For new presentations: every one hour of presentation requires a minimum of eight hours of preparation. For topics presented before, one hour of presentation requires three hours of preparation. Webinars typically require double the amount of preparation as speakers will double the number of visuals they will use.
So how much should you pay speakers? How much should you budget to cover speaker fees?
1. Industry Speakers With Free Registration.
Identify the hard costs per person to attend your event. Calculate that amount per industry speaker that receives free registration and include it in your budget. Consider travel, lodging and expenses too.
2. Industry Speakers Known As Experts And Average Presenters
Industry insiders that are considered experts and have presentations that are rough around the edges receive from $250 to $1,000 per day. This is appropriate for people with solid content and average presentation skills. Some organizations offer a stipend to offset expenses including travel and lodging.
3. Industry Speakers Known As Experts And Great Presenters
These industry people are known as specialists and experts, who have strong messages, a well-known name in the community, excellent and fresh content, and fantastic presentation skills. They typically receive from $1,000 to $4,000 a day.
4. Rising Professional Speakers
These people make a living as facilitators, presenters and trainers. They have enough demand that they can charge a higher fee. They usually represent the best new and veteran professional speakers in their field. They often receive from $4,000 to $10,000 a day.
5. Specialty Professional Speakers On The Verge Of Marquee Status
These professional speakers have a specialty niche area or some type of new fame. They may have published several books. These speakers often receive from $10,000-$25,000 a day.
6. Marquee Names
These people are considered superstars. They are household names with some type of fame. They are not typically known for their speaking ability. Actually some of them have poor to average presentation skills but their celebrity status eclipses their inability to present. On the other hand, some of them are fantastic presenters. These speakers (examples include athletes, ex-presidents, Bill Gates, Anthony Robbins, Barbara Walters, etc.) receive from $25,000 to $300,000 to present.
Why should conference organizers at a minimum cover industry speaker registration fees? What do you think about conferences that require speakers to pay to present?
September 21, 2017
NSA Hurricane Relief fund NSA, the chapters, and your chapter leaders are working hard to get the word out to our membership on the need to raise funds for
September 21, 2017
NSA GLAC Membership Renewal We are preparing another year of awesome Content, Connection, and Community for the upcoming Year of the Greater Los Angeles Chapter of the National Speakers Association.
August 24, 2017
This content is for members only.
Read More »
NSA GLAC Membership Renewal
We are preparing another year of awesome Content, Connection, and Community for the upcoming Year of the Greater Los Angeles Chapter of the National Speakers Association. As a current Member or Candidate, you already know the value of being part of the group:
- Valuable continuing education from engaging speakers, focused on the “business of speaking” to help you improve your skills and business
- Interaction with your fellow members on what’s happening in their businesses
- Opportunities to be further involved in the momentum of our outstanding NSA Chapter
Renewing now will continue your great learning, value and camaraderie.
Access to meeting recordings, MP3 recordings of NSA National convention $529 Value
Invitation to attend Mastery Events
Attend chapter meetings at reduced rate $ 200 Value
Networking, resource sharing and referrals – Priceless
Free Profile listing in member/ apprentice directory
As Professional Speakers we are always on the hunt for great resources to help build our business and our brand…US.
NSA GLAC Current President has been gracious enough to provide the members of the group with some great resources: Here is his message
Each of us comes to rely on certain tools or technologies to help us be more efficient, more productive
or sometimes just to have more fun. This list is some of my best tips for great resources. The links to the
right are as accurate as possible but not guaranteed to work but they do as of August 24, 2017.