Develop Your Business by Speaking Up

August 23, 2011 by  Filed under: Marketing 

One of the fastest ways for professional service providers,coaches and consultants to build their businesses is by delivering presentations to their target audience on a topic of their specific expertise.

In my capacity as Managing Partner in the Duct Tape Coaching LLC, I train new marketing consultants in how to operate a successful consulting practice.

One of the key strategies outlined for the new consultant during their training, is the importance of speaking in front of small business owners about marketing. Most successful consultants include this tactic when marketing their consulting services.

Think about it… what better way is there for a consultant, coach or professional service provider to build awareness, credibility and trust than by speaking to their target audience about their specific expertise. The benefits are usually immediate and have a long-term rippling effect.

So, what are the major benefits of getting in front of your target audience and delivering a presentation on your area of expertise?

You become positioned as the “expert” in your particular area of expertise. Just by standing in front of an audience and providing information on a particular area, you are considered an expert.

You receive instant exposure to your target market. Whether you have ten people in attendance or 110, think about how long it would take you on a one-to-one basis to get in front of that many people and deliver the same message. There is incredible leverage by speaking in front of groups.

You position yourself in front of the very people who need your help. The people who attend your presentations, usually need your help or at the very least want to learn more about your topic of expertise.

You obtain ‘borrowed credibility’. If you’re endorsed by a Chamber, association or a networking group to speak in front of their audience, there is a built-in credibility factor just because that group endorsed you.

You receive additional opportunities to speak in front of more groups. Without exception, every time I have delivered a presentation, I get additional inquires from those who have attended about doing another presentation for a different group.

You can provide attendees with a “call to action” or how a method to take the next step. Although your presentations should be education-based and not selling opportunities, you should always have a way for the attendees to take a very low-risk next step in the engagement process. This low-risk, next step may be to engage with you in a more active way. For example, I provide business owners a complimentary 45-minute Business Breakthrough Evaluation. This allows me to continue with the education process, build additional repertoire and determine if working together makes sense for both parties.

Finally, You can build your database of ‘warm’ prospects, by speaking. With attendees permission, you can continue to educate them about the value you bring to the marketplace, by asking them if they would be interested in signing up for your e-zine, a free report or to be included on any educational content that you are willing to share in the future.

I recommend speaking about your expertise as often as you can and to any audience that represents your target market. In my opinion, speaking is the best method for coaches, consultants and professional service providers to build their business.

To your marketing success,


Joe Costantino trains coaches, consultants and professional service providers in how to install a step-by-step business development system to grow and improve their businesses. Receive your free report, 7 Steps to Small Business Marketing by visiting

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