תעתיק 🔗
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 snippet of a session from Sell
With a Summit:
00:00:21
Speaker Edition.
With a Summit:
00:00:22
In this episode, Sharice is sharing her strategies for making the
With a Summit:
00:00:25
most of your new email subscribers after speaking at a summit.
With a Summit:
00:00:28
This is a can't miss episode, so let's dive right in!
Sharice Enis:
00:00:31
Hi there.
Sharice Enis:
00:00:32
My name is Sharice and welcome to today's training.
Sharice Enis:
00:00:35
It is a sales funnel strategy for guest summits speakers, because let's
be real:
00:00:41
as a summit speaker, there's a huge opportunity for you here.
be real:
00:00:46
There's tons of information for summit host on how to use summits to grow
be real:
00:00:52
their business and sell their signature offers and grow their email list, but
be real:
00:00:56
what about you as a guest speaker?
be real:
00:00:57
What could you do to grow your list and to get more sales for yourself as well?
be real:
00:01:03
That's what we're going to dig into today.
be real:
00:01:05
I'm going to talk about how you can do this, and so that you not only stand out
be real:
00:01:09
from the other summit speakers, but that you're a good summit guest speaker that
be real:
00:01:15
you are serving the summit audience.
be real:
00:01:18
We're going to talk about a clear-cut way to turn these speaking opportunities
be real:
00:01:22
into list growth in sales for yourself, so that you're not just showing up to
be real:
00:01:26
these summits and speaking for free and seeing no return on that investment,
because let's be real:
00:01:30
you don't have time to just be showing up for free
because let's be real:
00:01:34
and doing things for free, right?
because let's be real:
00:01:36
So some of you may be thinking, "Sharice, why do I need a sales
because let's be real:
00:01:41
funnel as a summit guest speaker?"
because let's be real:
00:01:43
You may be thinking, "isn't that for the summit host to do?"
Well, here's the thing:
00:01:46
as I just mentioned, being a guest speaker
Well, here's the thing:
00:01:52
is a bit of a time commitment.
Well, here's the thing:
00:01:53
You've got to create a presentation, you've got to show up for it - or
Well, here's the thing:
00:01:57
maybe you're doing a recorded presentation - either way, it takes
Well, here's the thing:
00:02:02
your time, your knowledge and expertise, and you're doing it for free, right?
Well, here's the thing:
00:02:09
So having a sales funnel as a summit guest speaker
Load full transcript
will give you the opportunity
Well, here's the thing:
00:02:14
to be more intentional with this new visibility that you have for yourself.
Well, here's the thing:
00:02:19
The fact that you're getting in front of new audiences - new-to-you audiences - by
Well, here's the thing:
00:02:23
being intentional, by having a way that you're going to follow up with these
Well, here's the thing:
00:02:28
people and get them into your circle, into your orbit so that they can learn more
Well, here's the thing:
00:02:35
from you, but also get in on your offers if you have offers that align with them.
Well, here's the thing:
00:02:39
So let's just talk about what we're going to cover today.
Well, here's the thing:
00:02:43
So we're going to talk about how being a guest speaker at a summit
Well, here's the thing:
00:02:46
fits into your sales funnel strategy.
Well, here's the thing:
00:02:49
I'm going to break this down into a three-part sales funnel
Well, here's the thing:
00:02:52
strategy that's gonna...
Well, here's the thing:
00:02:54
I think it's really going to blow your mind and really de-mystify whatever you
Well, here's the thing:
00:02:57
thought you knew about sales funnels and honestly, you can go and apply this
Well, here's the thing:
00:03:01
to the rest of your business as well.
Well, here's the thing:
00:03:03
And I should introduce myself at this point, right?
Well, here's the thing:
00:03:07
So I'm Sharice Enis.
Well, here's the thing:
00:03:08
I'm the namesake and founder of Sharice and Co, a small email marketing
Well, here's the thing:
00:03:12
funnel agency serving coaches, course creators and service providers.
Well, here's the thing:
00:03:18
And we're here to help you break through the noise with smart
Well, here's the thing:
00:03:21
strategies and powerful tools, all grounded in integrity and purpose.
Well, here's the thing:
00:03:25
And so I love talking about sales funnels that I love talking about them,
Well, here's the thing:
00:03:30
particularly as a woman of color, as you don't see many women talking about
Well, here's the thing:
00:03:34
sales and sales funnel strategies; it's a very bro-ey sort of marketing industry.
Well, here's the thing:
00:03:40
So I like that I have this different perspective and spin
Well, here's the thing:
00:03:44
on things and that everything I do is with integrity and purpose.
Well, here's the thing:
00:03:48
I'm not about tricking people, I'm not about using psychological
Well, here's the thing:
00:03:52
tactics to manipulate people or leave people feeling icky.
Well, here's the thing:
00:03:56
And that's also why I'm really excited to talk about this because I think
Well, here's the thing:
00:04:00
that being intentional with how you're going to follow up with the traffic and
Well, here's the thing:
00:04:06
people that you're gaining from being a guest summit speaker makes you a really
Well, here's the thing:
00:04:10
considerate guest speaker as well.
Well, here's the thing:
00:04:14
Because like I mentioned earlier, those common mistakes that a
Well, here's the thing:
00:04:17
lot of guest speakers are doing?
Well, here's the thing:
00:04:19
That can distract people from showing up to the summit if they're all of a
Well, here's the thing:
00:04:23
sudden on your email list, receiving your newsletters and receiving all
Well, here's the thing:
00:04:26
this content about your offers...
Well, here's the thing:
00:04:28
and it's crowding up their inbox and maybe they forget or don't end up
Well, here's the thing:
00:04:33
participating at the summit, right?
Well, here's the thing:
00:04:35
So it allows you to nurture these new people better, and I think
Well, here's the thing:
00:04:39
support the summit by allowing the summit to take center stage.
Well, here's the thing:
00:04:45
And so I'm jumping ahead of myself.
Well, here's the thing:
00:04:47
We'll get into that in more detail later, but let's get into what
Well, here's the thing:
00:04:51
intentional summit guests are doing since we've talked a lot about what
Well, here's the thing:
00:04:55
most guest summit speakers aren't doing.
Well, here's the thing:
00:04:59
Intentional summit guest speakers are promoting the summit and being
Well, here's the thing:
00:05:02
visible, meaning they're promoting it to their audience, to their email
Well, here's the thing:
00:05:06
lists, whether that's they're also getting on social media, they're
Well, here's the thing:
00:05:10
participating in the activities and events to help support this.
Well, here's the thing:
00:05:15
And this is great because the more people see you, the more likely
Well, here's the thing:
00:05:20
they're going to be like, "oh, let me click on that person's profile
Well, here's the thing:
00:05:23
and go see what they're about."
Well, here's the thing:
00:05:25
And maybe they ended up stumbling onto your website, right?
Well, here's the thing:
00:05:28
So the more visible you are, the better it is for you, but also you're supporting
Well, here's the thing:
00:05:33
the summit by helping to promote it, to get it out there, and using your
Well, here's the thing:
00:05:38
expertise and your credibility and your brand to also help boost the summit.
Well, here's the thing:
00:05:43
So it's the idea of a rising tide raises all boats, right?
Well, here's the thing:
00:05:47
If when we all participate and do the things, it really helps the summit and
Well, here's the thing:
00:05:51
it helps get more people into the summit, not just for the benefit of the summit
Well, here's the thing:
00:05:55
host and for the guest speakers, but also for the benefit of the people who
Well, here's the thing:
00:05:59
are attending, because they're going to walk away with information, perhaps
Well, here's the thing:
00:06:06
a perspective shift, perhaps even on
the precipice of being able to make a
Well, here's the thing:
00:06:11
big transformation in their life or in their business, whatever the topic is,
Well, here's the thing:
00:06:16
and being able to discover - whether it's a course or coaching program or
Well, here's the thing:
00:06:21
some offer - that they actually may really need or have been looking for.
Well, here's the thing:
00:06:26
So I also think of this as being just a huge act of service.
Well, here's the thing:
00:06:31
The next thing intentional summit guests are doing: they are providing an opt-in
Well, here's the thing:
00:06:36
or product for the summit upgrade, meaning they're contributing something maybe
Well, here's the thing:
00:06:41
digital, but you know, it feels tangible.
Well, here's the thing:
00:06:42
They are contributing to the value of upgrading.
Well, here's the thing:
00:06:47
A lot of times, these things are included if you upgrade to like the all-access
Well, here's the thing:
00:06:51
pass, but they're using this as an opportunity to get their product, their
Well, here's the thing:
00:06:56
information in front of more people.
Well, here's the thing:
00:06:59
Now, on one hand, I know that that sounds really self-serving, but it honestly,
Well, here's the thing:
00:07:04
like I just said, this is about serving both yourself and serving the audience.
Well, here's the thing:
00:07:08
So you're not just giving them any old PDF or any old thing; you're giving
Well, here's the thing:
00:07:13
them something that is actually going to build off of the presentation that you're
Well, here's the thing:
00:07:17
giving, something that's going to actually help them move forward in their business,
Well, here's the thing:
00:07:22
their life, whatever the topic is.
Well, here's the thing:
00:07:25
And you're providing that.
Well, here's the thing:
00:07:26
That gives people an entry point into your business, and so that's where that becomes
Well, here's the thing:
00:07:31
really strategic and intentional for you.
Well, here's the thing:
00:07:34
And then lastly, they're serving the summit audience well, which honestly,
Well, here's the thing:
00:07:37
if you're doing the other two mentioned things, you are serving the audience well,
Well, here's the thing:
00:07:41
but again, it's all about giving them good info and coming from a place of service.
Well, here's the thing:
00:07:48
So let's talk about the sales funnel as a three-step process.
Three steps:
00:07:53
you need traffic - aka leads, aka people.
Three steps:
00:07:57
And this is the part that people struggle with the most.
Three steps:
00:08:00
So just a side note, if you have a sales funnel and you've been like, it's not
Three steps:
00:08:04
really performing the way I want to.
Three steps:
00:08:07
This is where I always tell people to look.
Three steps:
00:08:09
Look at your traffic generator, aka leads, because that feeds
into the sales
Three steps:
00:08:17
system, which we have right here in the middle - that's your sales funnel.
Three steps:
00:08:21
And then lastly is your offer.
Three steps:
00:08:24
That is where guest speaking fits into your sales funnel.
Three steps:
00:08:30
It is your traffic generator, that visibility and awareness.
Three steps:
00:08:34
Anything that falls into visibility and awareness is a traffic generator, right?
Three steps:
00:08:37
So that could be social media, that could be guest speaking on a podcast, right?
Three steps:
00:08:42
Anything that's building up awareness and bringing people to
Three steps:
00:08:44
you, that's a traffic generator.
Three steps:
00:08:48
Your sales system...
Three steps:
00:08:49
now, your sales system - everyone's sales system is not going to look the same, but
Three steps:
00:08:54
this is where you actually make the ask.
Three steps:
00:08:56
This is where your sales call lives.
Three steps:
00:08:59
This is where your webinar with the pitch happens.
Three steps:
00:09:02
This is how you sell the last thing, which is your offers.
Three steps:
00:09:07
And all of these things we want to be in alignment, right?
Three steps:
00:09:09
So I'm sure you've already heard in this summit about like picking the right
Three steps:
00:09:13
topics and speaking at the right summits.
Three steps:
00:09:16
So ideally, the summit that you're choosing to speak aligns with
Three steps:
00:09:21
your sales system and your offer.
Three steps:
00:09:24
So it would make sense that these people who are coming into this sales
Three steps:
00:09:28
system, you already know are going to be pretty warm because you already know
Three steps:
00:09:31
they're interested in the topic that relates to your offer and they already
Three steps:
00:09:36
have - or maybe they haven't quite yet, depending on when they're entering your
Three steps:
00:09:39
sales system - but you know that they have watched your presentation or have
Three steps:
00:09:44
engaged with you in some sort of way.
Three steps:
00:09:47
So that is the three-step process, and that is where summits fit into your
Three steps:
00:09:53
sales funnel and marketing strategy.
Three steps:
00:09:57
Well, let's talk about the marketing trifecta.
Three steps:
00:09:59
I like to call those three things the Marketing Trifecta.
Three steps:
00:10:03
So one, let's talk about having some solid offers.
Three steps:
00:10:06
So solid offers are the offers that are priced right, they are
Three steps:
00:10:10
exactly what your ideal client want.
Three steps:
00:10:12
And when I say priced right, it means that they are profitable because so
Three steps:
00:10:18
often I have people come to me and they want to create a sales funnel and
Three steps:
00:10:22
they're like, "yeah, it's going to be a mini-course and I'm just going to
Three steps:
00:10:24
charge $47" and I'm like, "we can't do that, that's not profitable," right?
Three steps:
00:10:28
There's this whole boom of low-ticket offers, and I think what it's doing
Three steps:
00:10:35
is it's causing some confusion around how to price things, right?
Three steps:
00:10:38
So you want to make sure that you have a solid offer, that
Three steps:
00:10:41
it's something that people want.
Three steps:
00:10:43
It's something that you've priced so that it's profitable and that
Three steps:
00:10:45
you can deliver it at that price.
Three steps:
00:10:47
That's what profitable really means is that your business is making
Three steps:
00:10:52
enough money to cover the expenses.
Three steps:
00:10:54
Hey, you - pay your team, pay whoever, pay to keep everything running.
Three steps:
00:10:59
It's not just about lining your pockets so you can go on vacation, although going on
Three steps:
00:11:02
vacation is nice, but when we price things correctly, we're able to do those things.
Three steps:
00:11:08
And then the other piece of it being what your ideal client really wants.
Three steps:
00:11:12
That's key.
Three steps:
00:11:12
We don't want to create offers because we think they're a good idea; we want
Three steps:
00:11:16
to create offers that our ideal clients actually want and need and that's
Three steps:
00:11:19
going to give them the transformation and results that they're looking for.
Three steps:
00:11:23
Your sales funnel or sales system - I go back and forth
Three steps:
00:11:27
with system and funnel because...
Three steps:
00:11:29
I don't know.
Three steps:
00:11:30
It feels like we're just pushing people through something, whereas
Three steps:
00:11:33
I like to think of it as a system, as it being this very intentional,
Three steps:
00:11:36
thought out, methodical apparatus, so to speak, that you use to help nurture
Three steps:
00:11:43
and build relationships with people.
Three steps:
00:11:45
Of course, we would love to intimately be able to build relationships
Three steps:
00:11:48
with every person who comes through our business, but we can't.
Three steps:
00:11:51
And in order to be able to scale and be able to sell your digital course to
Three steps:
00:11:56
multiple people at one time, you have to have a funnel, you have to have a system.
Three steps:
00:12:00
And even if you're thinking, "well, you know, I'm a coach.
Three steps:
00:12:03
I work with these people one-on-one.
Three steps:
00:12:04
I need to get on a sales call with them," a sales call is part of that sales system.
Three steps:
00:12:10
So a sales funnel isn't always completely automated or completely
Three steps:
00:12:14
hands-off - a sales system is just the process to which you take someone
Three steps:
00:12:19
who's interested and you make the sale or make the ask, so to speak.
Three steps:
00:12:24
And then lastly here, the third piece is you need a way to get
leads, aka
Three steps:
00:12:31
traffic and attention for your business.
Three steps:
00:12:33
Honestly, this is not in an order of importance, but I will say you
Three steps:
00:12:38
cannot have one without the other.
Three steps:
00:12:40
You cannot have a sales funnel, an offer, without getting leads.
Three steps:
00:12:44
You can't have leads without having a sales funnel.
Three steps:
00:12:47
It'll just fall apart.
Three steps:
00:12:49
You really need to have these three pieces, okay?
Three steps:
00:12:55
So I hope that this helped, I hope that you feel inspired to take some next steps.
Three steps:
00:13:01
I hope that you feel inspired to start strategizing how you are
Three steps:
00:13:05
going to follow up with your summit guests, how you can tweak your
Three steps:
00:13:09
welcome sequence that you're sending.
Three steps:
00:13:11
And if you don't have a welcome sequence, or if you're wondering like
Three steps:
00:13:13
what to say or that it needs a little revamp, get my welcome series swipe
Three steps:
00:13:19
file, and you'll be able to steal my emails - of course, ethically.
Three steps:
00:13:24
What you'll do is you'll get these plug-and-play swipe files that you can
Three steps:
00:13:29
add in your information and your phrasing and really make it sound like your own.
Three steps:
00:13:33
I have tips in there on how to make these sound like your own so it doesn't
Three steps:
00:13:38
sound generic or like something that you swiped from the internet, but
Three steps:
00:13:41
something that you've written personally.
Three steps:
00:13:44
But that kit will really help you to figure out well, what you should
Three steps:
00:13:48
be saying in these series, because we didn't have enough time today to
Three steps:
00:13:52
really talk about specifically what you're going to be saying in these
Three steps:
00:13:56
followups, but if you get this Kit that will totally take all the guesswork
Three steps:
00:14:01
out of what to say and when to say it.
Three steps:
00:14:03
And like I said, you've already sat on this presentation and you've already
Three steps:
00:14:07
had the screenshot of that sales funnel.
Three steps:
00:14:09
So you already know exactly what you need to do and where everything else goes.
Three steps:
00:14:13
So this will certainly give you a leg up on getting that started.
Three steps:
00:14:17
And then lastly, stay connected with me in case you have any questions
Three steps:
00:14:22
or need help launching your funnel.
Three steps:
00:14:23
I'm just an email away or an Instagram DM away.
Three steps:
00:14:27
If we're not connected, you can find me on most platforms as @shariceandco, and
Three steps:
00:14:34
good luck creating your sales funnel and good luck adding guest speaking as a
Three steps:
00:14:41
summit speaker to your marketing strategy!
Jenn:
00:14:45
I hope you got some fantastic new ideas and strategies for your
Jenn:
00:14:48
post summit speaking email system!
Jenn:
00:14:50
Sharice is a wealth of knowledge and if you want her exact sales
Jenn:
00:14:53
system - aka each step of that system laid out for you - make sure to get
Jenn:
00:14:57
her full session and so much more at sellwithasummit.com/speakeredition.
Jenn:
00:15:02
Don't forget to leave a review and let me and Sharice know what your biggest
Jenn:
00:15:04
takeaway was and how you'll be changing up your email sequence based on this episode!
Jenn:
00:15:09
Can't wait to hear from you.
Jenn:
00:15:12
Thanks for listening to Virtual Summit Success.
Jenn:
00:15:14
Don't forget to leave a review and let others know your biggest
Jenn:
00:15:17
takeaways from this episode.
Jenn:
00:15:18
Every review helps others find us, and the more successful virtual
Jenn:
00:15:22
summits there are, the more tips we'll have to share with you.
Jenn:
00:15:25
For show notes, links, and other resources, go to virtualsummitsuccess.live