The two main tasks in sales are: to get the sale and then to increase your amount of sales. Books, audios, and videos are all techniques we use to sell people our message. We are all salesmen, whether we realize it or not. We are able to help others as we provide knowledge and education through our product resources and in turn open the goldmine that can bring us even more wealth.

It’s exciting to talk about this secret goldmine especially since there are several ways that it can help everyone’s professional speaking career - not just money. While often underused and overlooked this goldmine is an opportunity for wealth creation. This secret can provide a firm foundation for your public speaking success. And this secret goldmine is the hot list - the group of people who will buy from you over and over again.

Compiling a list of contact information from people who have attended conferences which you’ve spoken at or have purchased your products is the first step to forming your hot list. Have the people who have attended your seminars fill out a slip of paper with their name, address, phone number and email address. Use the receipt as a means of capturing the contact information of those who have purchased your training material or books. Another way to obtain your audience’s contact information is by offering a free newsletter or bonus report.

Market your products and services to your hot list. What happens most often in a person’s motivational speaking career is that they will market their materials only at the conference. You basically give yourself one chance to make a sale. Then you rely on the fact that you gave out your web address for any future sales and hope and pray that somehow, your customer will make it over to your website. No! Send out flyers or informational and inspirational newsletters to keep your products fresh on your customer’s minds and watch your sales increase.

One other aspect of building a hot list is that you give yourself an opportunity to build a relationship with your client. In today’s marketing trends, consumers are purchasing more products that they feel they can connect with predicating the need to have a relationship with your client. These consumers are loyal brand users and can also prove to become very helpful in any third party promotions you might need.

Building this group of people is like building your own motivational speaking niche. Building this group of people is like building your own fishing pond. You will always have a group of people who are interested in what you provide. When you have new products to market, this niche group of people will be right there to support the sales of your new product launch. When you have a calendar of engagements you’re speaking at, this group will be interested in where you’ll be going. No matter how long you’ve had public speaking jobs, take the time and invest to build your hot list.

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