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Personal
Preparation
- Tony is
not just a "Sales" Speaker His topics always focus
on sales & marketing, customer retention & loyalty,
and enhancing one-on-one business relationships; but
his presentations are always evolving based on his constant
engagement in the marketplace
- Tony subscribes
to All Biz Magazine; several e-zines, buys current business
books, which he scans for key ideas to tie into his
speeches and Powerpoint slides
- Tony also tries
to constantly upgrade his A/V support technology: Powerpoint
to Director; static slides to audio/video clips and
vignettes
- TONY constantly
works at upgrading his products and materials as well
as his craft as a speaker—TONY took a series of improvisational
acting classes at the Old Globe Theatre.
- TONY has the credentials
to back up his message: PhD, CSP, CPAE, former college
Professor of Marketing, successful salesperson and entrepreneur,
co-founder of MentorU.com and Board of Advisors for
Incubud
TONY keeps his speaking
schedule at approximately 50 speeches per year to give
himself the time, energy and motivation to stay on the
cutting edge with his content and to research his clients
properly.
Pre
Speech Preparation
Tony’s
Pre-program questionnaire (PPQ) is the focal point around
which TONY is able to customize his presentation to the
client's special needs. Here's how TONY uses it:
- He visits the
client Website and prints out relevant information
- Then Tony makes
his 1st client call to discuss the PPQ, the client's
expectations, and to design the 1st rough draft of
slides
- Tony gets the
meeting program agenda to see if key executives are
speaking before him. If so, Tony asks for copies of
the executives’ speeches so he can build in key points/phrases
into his program
- Tony then e-mails
tentative program slides based on the 1ST PPQ call
and his research above
- Tony then makes
his 2ND client call to go over his slides and presentation
- Tony again e-mails
his final set of slides to the client to distribute
as a handout during his program or a reference after
speech
- Tony conducts
an on-site meeting with the client the evening before
or morning prior to his speech for any current information
on what's happening at the meeting
- For half-day
or greater programs, Tony does field research by visiting
the client's location in San Diego
- Tony is always
accessible; returns calls quickly; is patient, even
with demanding client
At
The Speech
- Tony is well
prepared
- He checks out
the venue and meeting room in advance
- He sticks to
the time-schedule
- He respects
the audience-doesn't talk down, etc.
- Tony is down-to-earth
and approachable with clients (not a prima donna)
- His highly interactive,
entertaining speaking style with strong content is
simple and immediately useable by audience members
- Tony DOES NOT
sell product from the platform without client permission
and then for only about one minute
TONY believes that
building successful long-term relationships with a client
depends as much on what TONY does after a speech, as
on the speech itself. Here are some of his key follow
up strategies:
Tony strives to create
'Moments of Magic' for his clients. Here are some of
the ways TONY achieves that:
- He has a high quality,
successful video demo
- Tony flies first
class, but bills client full 'Y' coach
- Immediate responsiveness
to requests for availability and holds
- Tony’s a prolific
author--Many product options to serve as reinforcement
and added value
- Tony has an extensive
client list that shows experience speaking in nearly
every industry if prospective client needs references
- Tony has spoken
for almost every MAJOR Assn: ASAE, ASTD, MPI, MDRT,
PCMA, IAEM, AHMA, NSPST
- Tony is reliable—He
has only missed 2 speeches in 25 years and more than
2000 speeches delivered
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