Matt Lloyd Selling: Looking back, there wasn’t a major “A-ha!” moment for me when everything suddenly fell into place and MOBE became successful. However, I see that the biggest early breakthroughs were the same for most businesses.
Success Through Extroversion
Sometimes, we know exactly what we need to do to take our business to the next level, but we don’t do it. It’s usually fear that prevents us from moving ahead. The longer we delay, the more our fear becomes powerful, and our business stays stuck at the same level.
Back in 2011, I pursued my goal to be a successful online marketer for about two and half years. “Pursue” is a euphemism; what I actually did was struggle: 10 to 12 hour days in front of the computer, and very few sales to compensate it.
Some people I’ve spoken with before knew that one day, I’ll go from being broke to earning $100,000 months. Though it wasn’t quite so black and white as that.
My biggest fear was public speaking. In my school days, the thought of making a presentation in front of the class was terrifying to me. I would stay home and fake an illness to avoid it. But there I was with my website and brand, presenting myself as an expert in the home business niche. I was asking people to opt-in, follow me and pay me to learn my secrets.
I knew that I needed to start doing webinars, talking to people and selling them my product. If I was going to succeed online, I no longer had the luxury of calling in sick to avoid speaking in public.
Public Speaking Didn’t Kill Me
I promoted my first webinar without any preparation. That was the only way I was going to do it. I was working on my content right up until the webinar started.
As it turned out, only a handful of people attended. My voice shook through the entire presentation, but I got through it without dying. And I knew I could do it again.
It was after I started doing webinars that I got significant results with MOBE—so well, in fact, that another online marketing “guru” asked me to speak on stage at his event in San Diego, California. Did I want to do it? Not at all.
So, I traveled 15,000 miles and 35 hours from Perth, Australia and spoke for 90 minutes in front of an audience of 200. I was trembling the entire time, but once I got off stage, I felt victorious.
Not long after, I hosted my first full seminar with three or four day’s worth of live presentations. It was a huge step and was accompanied by a corresponding amount of discomfort. But, like with webinars and live presentations, I survived my first live stage experience and knew I could do it again.
If you were to look at MOBE’s success on a graph, you would see that the line began to move upward to the right following that first webinar and continued to move up sharply after more public speaking and selling.
Since then, I’ve done dozens of seminars and more than 300 episodes of “Ask Matt Lloyd.” I’ve almost gotten comfortable with it.
Eliminating Fear of Public Speaking
In her book, “Communicating for Results: A Guide for Business and the Professions,” Dr. Cheryl Hamilton found that three out of four people suffer from a fear of public speaking.
In the U.S., 70% of employees who make live presentations feel that a skill in public speaking is critical to their success.
For an entrepreneur, inability to do public relations can be disastrous. If you won’t get up and talk in front of people or improve at it, you may find it difficult to acquire your team’s support, secure funding, make sales or rise to your full potential.
The only way to overcome the fear of public speaking is by doing it. Here are a few tips that will make it easier for you to present publicly and become a better speaker:
1. Use an Outline or “Table of Contents”
Some people write a script and memorize it, but I don’t recommend this approach because it might sound stiff or rehearsed. Your audience will not be as engaged and, thus, are less likely to buy what you’re saying or what you offer.
Instead, write down the main points you want to cover on an index card. This will be the “table of contents” for your presentation. Take the card with you on stage.
Look at the first point and speak to the audience about it spontaneously. This is “live” communication, as opposed to a rehearsed speech, and it will engage people.
You won’t have to worry about forgetting your lines or losing your thoughts, even when someone interrupts you to ask a question.
Although you won’t rehearse a speech, you should still practice with your table of contents. At first, it will be awkward, but after you’ve gone through the presentation half a dozen times, you will find you’ve laid out a sort of mental structure on how it goes and you’ll be more comfortable with the idea of doing it live on stage.
2. Don’t Rely on Powerpoint
In many instances, you may be asked to provide a PowerPoint file to accompany your presentation. The last thing you want to do is create slides that contain a lot of text and then just read that text to your audience. This doesn’t only disengage an audience but also insults them by implying that they can’t read the slides themselves.
Using your index card as a guide, put a few words or phrases on each slide, in large type. Then, spontaneously expand on each slide during your talk. This will engage and hold your audience as you communicate “live” to them.
You can also practice with the slides, just as you practiced with the index card.
3. Let Go of Perfection
You won’t always have weeks or months to prepare for a webinar or stage presentation. Occasionally, you may have to throw something together on short notice.
In this scenario, there may be certain sections or phrases or PowerPoint slides that you’re not 100% comfortable with. Perhaps it’s information that you think people won’t fully understand that forces you to refine it at the last minute. My advice is to let it go.
For your audience, the most important thing isn’t how perfect the content or language is; it’s that you deliver an engaging and cultivating presentation. It’s about what you say, not how you say it.
So, let it go of concerns about perfection.
Marketing information online isn’t only about its quality but of the personality behind the information. Introverted marketing—hiding behind email and sales pages—is guaranteed to limit your growth. So, the solution is to do more extroverted marketing.
Start speaking and start selling to really start succeeding.