TRANSCRIPTION 🔗
Jenn:
00:00:03
Welcome to Virtual Summit Success.
Jenn:
00:00:04
I'm Jenn, founder of Virtual Summit Search, and you're in the right place
Jenn:
00:00:07
if you want to make the most of your virtual summit experience, whether
Jenn:
00:00:10
you're a host or virtual summit speaker.
Jenn:
00:00:13
Let's get going with your next step to virtual summit success.
Jenn:
00:00:18
You're listening to another fantastic session from Sell
With a Summit:
00:00:21
Speaker Edition.
With a Summit:
00:00:22
In this episode, Jordan is sharing her revolutionary method for getting stand-out
With a Summit:
00:00:26
testimonials from the summit hosts you work with so you can book even more
With a Summit:
00:00:29
amazing summit speaking opportunities.
With a Summit:
00:00:32
And without further ado, I'm going to let Jordan take it away!
Jordan Aspen:
00:00:35
I'm Jordan Aspen, summit speaker and three-times summit host.
Jordan Aspen:
00:00:39
I put together our first summit in 2020 to help parents
Jordan Aspen:
00:00:42
navigate the crazy school year.
Jordan Aspen:
00:00:44
No one knew whether schools would even open and, well...
Jordan Aspen:
00:00:49
we all know 2020 was crazy.
Jordan Aspen:
00:00:52
I pulled together friends that I knew had encouragement to offer
Jordan Aspen:
00:00:56
those panicking parents, and the summit was a huge success.
Jordan Aspen:
00:01:00
The second summit, I took a different approach to finding speakers.
Jordan Aspen:
00:01:03
Instead of simply bringing together people I already knew and telling
Jordan Aspen:
00:01:06
them simply encourage these parents, I started with a list of topics that I
Jordan Aspen:
00:01:12
wanted to be sure to cover at our event.
Jordan Aspen:
00:01:14
And because of this, I ended up inviting a decent number of speakers
Jordan Aspen:
00:01:17
that were new acquaintances.
Jordan Aspen:
00:01:19
I found them through Jenn's Virtual Summit Search, recommendations, putting
Jordan Aspen:
00:01:23
out invitations to pitch me in Facebook groups - with permission, of course.
Jordan Aspen:
00:01:28
And honestly, whether those people were actually quality speakers was hit or miss.
Jordan Aspen:
00:01:35
Based on that experience, I'm going to share some general tips for getting
Jordan Aspen:
00:01:38
summit hosts to notice and remember you, but I'm also going to reveal the
Jordan Aspen:
00:01:42
number one most effective - yet most forgotten - way to make summit hosts like
Jordan Aspen:
00:01:47
me want you to speak at their summit.
Jordan Aspen:
00:01:51
Seriously.
Jordan Aspen:
00:01:52
I wish that speakers would do this when they pitch me.
Jordan Aspen:
00:01:55
It would make me so much more confident that they will be standout
Jordan Aspen:
00:01:59
speakers that I can count on.
Jordan Aspen:
00:02:01
As a host myself, my favorite way to find people to speak at my events is
Jordan Aspen:
00:02:06
definitely through my personal network.
Jordan Aspen:
00:02:08
Thatis, I generally invite people I already know and love.
Jordan Aspen:
00:02:12
I guess that means that your first takeaway is always
Jordan Aspen:
00:02:14
be building relationships.
Jordan Aspen:
00:02:16
But sometimes, no one I know personally is available to fill a particular gap,
Jordan Aspen:
00:02:21
and a lot of summit hosts are eager to have speakers pitch or submit applications
Jordan Aspen:
00:02:26
to speak, especially summit hosts who are repeat summit hosts and want to
Jordan Aspen:
00:02:31
expand and have people speak who have never spoken before at their summits.
Jordan Aspen:
00:02:37
So how can you stand out and make summit hosts want you to speak?
Hint:
00:02:43
it has nothing to do with the size of your email
Hint:
00:02:47
list or social media following.
Hint:
00:02:50
Start with making sure that you aren't making any of these mistakes.
Hint:
00:02:55
The first mistake keeping you from speaking opportunities
Hint:
00:02:59
is waiting for invitations.
I get it:
00:03:01
it's hard to talk about yourself.
I get it:
00:03:04
Pitching is uncomfortable, but the reality is that summit hosts are eager to have
I get it:
00:03:09
experienced speakers in their lineup.
I get it:
00:03:14
We summit hosts are so much more likely to invite you if we know you are a speaker.
I get it:
00:03:22
I get so excited when I find out that someone I already have a friendship
I get it:
00:03:26
with is also a summit speaker.
I get it:
00:03:28
It makes my job so much easier.
I get it:
00:03:31
I'm also always looking for new speaker friends to add to my network.
I get it:
00:03:35
Even if I never invite you to speak, knowing that you are a reliable speaker
I get it:
00:03:41
makes me 100% more likely to recommend you to my friends who are also summit
I get it:
00:03:47
hosts when I think your expertise is going to be a good fit for their summit.
I get it:
00:03:51
So ready for the easy solution to this mistake?
I get it:
00:03:55
Show your work!
I get it:
00:03:57
Post about summits on social media, not just to fulfill your contractual
I get it:
00:04:01
obligation, but to create social proof that will let summit hosts
I get it:
00:04:06
know that you have experience.
I get it:
00:04:10
Post during the summit and the promotional period, but also after the event is
I get it:
00:04:16
over, especially if you can highlight ways that you helped the attendees.
I get it:
00:04:22
What do I mean by highlight ways that you help the attendees?
I get it:
00:04:25
Okay, here's just one example.
I get it:
00:04:27
Many summits have pop-up Facebook groups with designated posts
I get it:
00:04:31
for each presentation, right?
I get it:
00:04:34
Check that post for comments that you can interact with, but also watch for
I get it:
00:04:39
attendees to leave comments that talk about how grateful they are
Load full transcript
for what
I get it:
00:04:43
they learned, takeaways from your presentation, that they took note of, etc.
I get it:
00:04:48
Screenshot those and share them on social media.
I get it:
00:04:51
Don't include their names unless you have permission, but you can
I get it:
00:04:54
screenshot the comments, at least.
I get it:
00:04:57
This shows that what you have to offer as a summit speaker is valuable.
I get it:
00:05:03
Do you actually bring value to the table?
I get it:
00:05:06
But this brings me to my next mistake: not collecting social proof.
I get it:
00:05:12
Those Facebook posts can be a goldmine of social proof for you.
I get it:
00:05:16
Don't make the mistake of ignoring them.
I get it:
00:05:19
Instead, save those screenshots, because the reality is a file full of
I get it:
00:05:25
testimonials, screenshots, voice memos.
I get it:
00:05:29
This isn't just social proof for prospects, this isn't just
I get it:
00:05:33
to use in your marketing to put out there for other people.
I get it:
00:05:38
This file is a mine of encouragement for you.
I get it:
00:05:43
Our second summit kind of bombed.
I get it:
00:05:46
We had a fraction of the attendees that we expected and I got really discouraged.
I get it:
00:05:51
But the small number of people who did attend were super engaged.
I get it:
00:05:56
And because I chose to notice that, the comments they left publicly
I get it:
00:06:00
and the feedback that I got in my email inbox kept me going.
I get it:
00:06:05
So when I was planning my third summit, I had discouragement over and over.
I get it:
00:06:12
I was afraid that this third summit was going to bomb like my second summit did...
I get it:
00:06:18
until I opened that testimonial for.
I get it:
00:06:21
Reading the screenshots and saved emails reminded me that even if the
I get it:
00:06:25
numbers weren't as high as I'd have liked at the second summit, the people
I get it:
00:06:30
who did show up were super impressed with the events that I put on.
I get it:
00:06:37
I was able to read about how I benefited them, the action steps
I get it:
00:06:41
that they took that they wouldn't have taken otherwise, the tools that
I get it:
00:06:45
they were starting to implement.
I get it:
00:06:48
That encouragement made it so much easier to dive back into planning again.
I get it:
00:06:53
It made me enthusiastic instead of apologetic about pitching speakers.
So here's your solution:
00:06:58
start a file today to collect social proof.
So here's your solution:
00:07:05
Take screenshots every time someone leaves a comment or sends you a message sharing a
So here's your solution:
00:07:09
takeaway or win from something you shared, whether a summit presentation, a coaching
So here's your solution:
00:07:14
session, paid class, social media post.
So here's your solution:
00:07:18
With their permission, you can share these as a part of your marketing, but you don't
So here's your solution:
00:07:22
need their permission to add it to that personal encouragement file, saved for
So here's your solution:
00:07:27
those down days when you need a reminder of how awesome people think you are.
So here's your solution:
00:07:32
'Cause they do, they think you're awesome.
So here's your solution:
00:07:36
This is proof - social proof.
So here's your solution:
00:07:39
Once again, not just for the people you're marketing to the
So here's your solution:
00:07:43
people you want to sell to.
So here's your solution:
00:07:44
This is social proof for you that you put value out into the world.
So here's your solution:
00:07:50
Imagine having a whole file of testimonials that you can read through
So here's your solution:
00:07:55
right before you pitch a summit host or fill out an application to speak.
So here's your solution:
00:08:01
How much more enthusiastic are you going to be?
So here's your solution:
00:08:06
Well, if you're thinking, "well, the comments people have left me
So here's your solution:
00:08:10
just aren't really that great."
So here's your solution:
00:08:12
Then you're probably making this third mistake.
So here's your solution:
00:08:16
The third mistake is waiting for people to send awesome testimonials
So here's your solution:
00:08:21
without prompting or help.
Here's the thing:
00:08:24
even the most well-meaning people can provide
Here's the thing:
00:08:28
the most lackluster testimonials.
Here's the thing:
00:08:30
They need help knowing how to say something more useful than,
Here's the thing:
00:08:34
"she was a great speaker" or "he was really great to work with."
Here's the thing:
00:08:40
I want to jump straight to the solution on this one: have a process in place
Here's the thing:
00:08:44
that makes submitting testimonials easy and painless, both for you and
Here's the thing:
00:08:51
the person submitting the testimonial.
Here's the thing:
00:08:54
Provide a questionnaire with prompts that inspire detailed stories instead of
Here's the thing:
00:08:58
shallow praise, and then ask people to use the questionnaire that you've created.
Here's the thing:
00:09:06
The number one question that you can ask in order to gather the best testimonials
Here's the thing:
00:09:10
super painlessly it was based off one that I got from Sean McCabe of Seanwes Media.
Here's the thing:
00:09:16
Ready to write this down?
Here's the thing:
00:09:19
"What would you say to a summit host who is on the fence about
Here's the thing:
00:09:23
having me speak at their summit?"
Let me say that again for you:
Speaker:
00:09:26
"what would you say to a summit
Let me say that again for you:
Speaker:
00:09:30
host who's on the fence about having me speak at their summit?"
Let me say that again for you:
Speaker:
00:09:34
You can ask this question casually over Messenger, or by sending
Let me say
that again for you:
Speaker:
00:09:38
an email to a summit host after you've spoken at their summit.
Let me say that again for you:
Speaker:
00:09:41
You can also ask summit attendees this question if you build a
Let me say that again for you:
Speaker:
00:09:46
relationship with them first.
Let me say that again for you:
Speaker:
00:09:49
Say someone comments, a whole list of takeaways from your presentation.
Let me say that again for you:
Speaker:
00:09:53
Reach out to them, get to know them a bit.
Let me say that again for you:
Speaker:
00:09:55
If you click and a relationship grows, ask them this question:" what would you
Let me say that again for you:
Speaker:
00:10:01
say to a summit host who's on the fence about having me speak at their summit?"
Let me say that again for you:
Speaker:
00:10:05
And ask if you can use their answer as a testimonial when you're looking
Let me say that again for you:
Speaker:
00:10:09
for more speaking opportunities.
Let me say that again for you:
Speaker:
00:10:11
Now, messenger and email can be okay ways to gather text testimonials and even
Let me say that again for you:
Speaker:
00:10:17
audiograms, but don't forget about video.
Let me say that again for you:
Speaker:
00:10:22
That's the fourth mistake, is shying away from asking for video testimonials.
Let me say that again for you:
Speaker:
00:10:27
The reality is that certain kinds of social proof are
Let me say that again for you:
Speaker:
00:10:29
more provable than others.
Let me say that again for you:
Speaker:
00:10:32
A typed in quote with a picture could be a stock photo and words you made up
Let me say that again for you:
Speaker:
00:10:36
for all I know, but a video testimonial?
Let me say that again for you:
Speaker:
00:10:41
That's harder to fake.
So here's what I recommend:
00:10:43
get VideoAsk - it the free tool created
So here's what I recommend:
00:10:49
by Typeform - get VideoAsk and start collecting video testimonials.
So here's what I recommend:
00:10:55
Include them when you pitch summit hosts, share them on social media
So here's what I recommend:
00:10:59
when promoting yourself as a speaker.
So here's what I recommend:
00:11:02
You can use VideoAsk to collect text testimonials, audiograms, and
So here's what I recommend:
00:11:07
video messages, but keep in mind that video is the most powerful.
So here's what I recommend:
00:11:13
I recommend VideoAsk so highly because it automates this process for you.
So here's what I recommend:
00:11:18
Plus, it's free.
So here's what I recommend:
00:11:20
Instead of you juggling messages on multiple social media platforms, plus your
So here's what I recommend:
00:11:25
email, and trying to keep track of who you've asked and what you've said to whom
So here's what I recommend:
00:11:29
and where the testimonials are, you can set up a single place for summit hosts and
So here's what I recommend:
00:11:35
attendees to easily submit testimonials to one place that you can always find them.
Here's a bonus tip, too:
00:11:42
if you start with a video testimonial,
Here's a bonus tip, too:
00:11:46
you can create just about every other kind of testimonial with it.
Here's a bonus tip, too:
00:11:50
For example, pull a short written quote from the longer video response
Here's a bonus tip, too:
00:11:56
and include the video or a link to the video right alongside it.
Here's a bonus tip, too:
00:12:02
The typed up quote is for skimmers and the video serves as an
Here's a bonus tip, too:
00:12:05
opportunity to read more or hear more.
Here's a bonus tip, too:
00:12:09
Plus, it provides the proof that you didn't just make up this quote.
Here's a bonus tip, too:
00:12:14
Alright, let's recap what I've gone over here.
Here's a bonus tip, too:
00:12:20
First, be proactive about landing these speaking opportunities,
Here's a bonus tip, too:
00:12:24
build relationships - always be building relationships - watch
Here's a bonus tip, too:
00:12:29
for connections that you can make.
Here's a bonus tip, too:
00:12:31
If you're self-conscious about pitching yourself, let others
Here's a bonus tip, too:
00:12:35
speak for you through testimonials.
Here's a bonus tip, too:
00:12:36
Use those testimonials to encourage yourself with reminders of what people
Here's a bonus tip, too:
00:12:41
think of you they think you're awesome and include them wherever summit hosts
Here's a bonus tip, too:
00:12:47
will stumble across them, like on social media or directly in pitches.
Here's a bonus tip, too:
00:12:55
Ask for these testimonials and have an easy way for people to submit
Here's a bonus tip, too:
00:13:00
them, whether they're summit hosts you've worked with before or people
Here's a bonus tip, too:
00:13:04
who've heard you speak, aim to get video testimonials whenever possible.
Here's a bonus tip, too:
00:13:09
They're the most versatile and the most believable and therefore the
Here's a bonus tip, too:
00:13:15
most powerful kind of social proof.
Here's a bonus tip, too:
00:13:18
Now, the catch is getting a collection of video testimonials together, right?
Here's a bonus tip, too:
00:13:24
We've got you covered.
Here's a bonus tip, too:
00:13:25
Inside the Summit Speaker Launch Kit is a workshop showing you the
Here's a bonus tip, too:
00:13:29
exact steps that we use at Civilized Animal Productions to create a
Here's a bonus tip, too:
00:13:34
testimonial harvester in VideoAsk.
Here's a bonus tip, too:
00:13:37
Remember, this is a free app that makes this sort of thing super
Here's a bonus tip, too:
00:13:41
easy for both you and the people providing you with testimonials.
Here's a bonus tip, too:
00:13:46
If you don't have the Launch Kit, you can still check out VideoAsk.
Here's a bonus tip, too:
00:13:49
In fact, there's a link in the free download that goes along with
this
Here's a bonus tip, too:
00:13:53
presentation, and there's a coupon in there in case you decide you want
Here's a bonus tip, too:
00:13:57
to try the paid features in VideoAsk.
Here's a bonus tip, too:
00:14:00
But I want to emphasize you do not need a paid plan to start collecting
Here's a bonus tip, too:
00:14:04
basic testimonials using VideoAsk.
Here's a bonus tip, too:
00:14:07
It's an incredible app you can do so, so much with it for free.
Here's a bonus tip, too:
00:14:11
It's only if you want to use that to really, really scale and do some fancy
Here's a bonus tip, too:
00:14:16
things that you need the paid features.
Here's a bonus tip, too:
00:14:18
So if you do nothing else after walking away from this presentation, do this:
Here's a bonus tip, too:
00:14:26
set up a free VideoAsk account, create a video questionnaire asking just one
question:
00:14:33
"what would you say to a summit host who is on the fence about
question:
00:14:39
having me speak at their summit?"
question:
00:14:41
and then send that questionnaire to summit hosts you've worked with before.
question:
00:14:48
Having even one video testimonial from a summit host saying what an amazing
question:
00:14:54
speaker you are will make you stand head and shoulders above other applicants.
question:
00:14:59
I say this to you as a summit host.
question:
00:15:03
If someone were to pitch me and say, "here's what the last summit host
question:
00:15:10
I worked with had to say about the experience," that it's just going to
question:
00:15:16
set you way far beyond in my mind than the handful of people that I've gotten
question:
00:15:22
before, who just show up in my DMs and say, "Hey, you're running a summit.
question:
00:15:27
Can I speak?
question:
00:15:27
Here's my website."
question:
00:15:31
Just think about the difference there.
question:
00:15:33
I don't know what that second person is actually going to provide,
question:
00:15:39
but if I hear another summit host saying, "oh yeah, she was amazing.
question:
00:15:43
She did a bunch of promotion" or "she got her presentations all in on time"
question:
00:15:49
or "his value that he brought to the summit and the presentation just blew
question:
00:15:55
me away," I don't care what they say.
question:
00:15:58
If it's a positive testimonial, it is going to stick with me and really
question:
00:16:05
make you come to the top of my list.
Jenn:
00:16:09
Hopefully this sparks some ideas for you on how you can leverage testimonials
Jenn:
00:16:13
from the summit hosts you work with.
Jenn:
00:16:14
If you want even more strategies for upping your summit speaking game, go
Jenn:
00:16:18
to sellwithasummit.com/speakeredition to get access to all of the sessions,
Jenn:
00:16:22
and let me and Jordan know your biggest takeaway by leaving a review too!
Jenn:
00:16:25
We'd love to hear how you're going to use summit testimonials
Jenn:
00:16:27
in your speaking strategy.
Jenn:
00:16:31
Thanks for listening to Virtual Summit Success.
Jenn:
00:16:33
Don't forget to leave a review and let others know your biggest
Jenn:
00:16:36
takeaways from this episode.
Jenn:
00:16:38
Every review helps others find us, and the more successful virtual
Jenn:
00:16:41
summits there are, the more tips we'll have to share with you.
Jenn:
00:16:44
For show notes, links, and other resources, go to virtualsummitsuccess.live