How to Design Your Signature Talk, So Your Clients Want What You’ve Got to Offer


IncredibleTALKS Interview with Katrina Sawa:

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Interview Summary:

Speaking is one of the best ways to market your business, and you should know that speaking is important regardless of whether you are a coach or any other solo professional.

You must provide relevant and valuable content to your audience. You can speak about your skills and the value that you can provide to your clients, and you can provide tips for them and talk about the things that you can do for your clients.

Most importantly, you don’t need to be a professional speaker to start speaking.

It is important to design your talk in a way that makes it easy to understand and remember; you can use notes or a PowerPoint presentation, but remember to make it simple so that your audience will retain the information after your talk is over.

Think about the end – Create your talk based on what you want your audience to do!

It is important to reverse engineer your talk based on your offer. By doing this, you start with the end in mind and can logically lead up to the actions that you want your audience to take.

This is similar to creating a system. You are telling the audience about your program, and after you are done speaking, they already know what you can do for them, so you don’t even need to sell it anymore.

If you only want to generate interest, then you have the option to provide something of value to your audience for free. In that case, you would reverse engineer your talk in such a way to get your clients to sign up to get your free offer. It is a great idea for coaches and solo professionals to use a free offer to inform potential clients of their services and get them interested in what you do.

Step by step – How to design your talk with the end in mind.

Define what you are selling:

  • Use the steps in your system for your speaking program – for example, 6 steps to market your business, or 10 steps to have a purposeful life. You can use those steps and speak about each of them.
  • If you don’t have a system, then look at your process and what you use in your business to help your clients and create a system, or sequence of events.
  • Ultimately, you are speaking about the system that you use in your business to help your clients and what you can offer then.

Incorporate these 3 strategies into your talk to increase closing ratio without sounding “sales-y”.

  1. Seeding is talking about what you want your audience to buy during the talk. You talk about it in a way that clearly identifies what you are offering – for example: “I have a program that will teach you about defining your purpose.”
  2. Telling is talking about the offer up front so people will know that you are going to give lots of information during the talk, but at the end they can sign up with you and buy your program to learn more.  In this way, they expect you to share some sort of offer at the end.  For example, you say, “At the end, I am going to show you how you can learn more for those of you that want to take this further.”
  3. Story telling is sharing examples and client success stories and other points that showcase how your program has worked for your past/current clients and helped them to get their desired results.

Practice the introduction and closing portions.

Use these easy ideas to capture the contact information of people that are in the room.

There are 3 ways to do this off line and 2 ways to do it online.

If you are in place:

  1. Hold a free drawing and give a free gift.
  2. Provide a sheet of paper to get their information or an evaluation sheet after the talk.
  3. Run a text message marketing campaign.

If you are online:

  1. Take people to your landing page and give them something for free so they can give you their information.
  2. Offer them a handout of your talk so people can opt-in to get the handout.

Selling from the stage, or not.

Giving free information and valuable content is always a good idea, especially if you are online.

When you are live, then you can sell your products or services, but you must consider the scope of the event.  If people have paid to see you, and you are talking to them for 60 minutes then you can sell because they have invested in you.  However, if you are only talking for 10 minutes, and it is a free event, then you may not be able to sell that much.  It is all about their investment, what you are offering, and at what cost.

Make sure to follow up.

Set up templates and follow up in as many ways as you can.

Use email, or even go to Facebook and social media to follow up.  This is very important.  You must follow up in as many ways as possible. This is how you are going to make the most amount of money because people are busy, and they forget quickly!

Access Katerina’s Free Gifts:

You can access several free offers and free gifts for coaches and solo professionals at the following link

What is your current favorite book? Planning is important and The One Page Business Plan for the Professional Consultant is a great book!

What is your favorite business tool?

Golden nugget:  Reach 1000 new people every month. You are not doing enough marketing so market more and reach 1000 people every month.

Katrina Sawa Bio:
Katrina Sawa is known as The JumpStart Your Biz Coach, she is the creator of the JumpStart Your Marketing™ System and the author of Love Yourself Successful. She works with motivated entrepreneurs who want to start, grow and market their business the right way from the start. Katrina has been featured on the Oprah and Friends XMRadio, ABC and various other print and online magazines,

Mike Rafati

A. Mike Rafati specializes in coaching and mentoring conscious individuals and heart-centered entrepreneurs who want to follow their dreams and create successful businesses that are aligned with their passion and purpose, helping them to make money doing what they love, create a fulfilling life, and make a greater impact in the lives of others. For more information visit:

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