You might be losing opportunities with a simple mistake

The other day I was running a training session for a major law firm, on the topic of using public speaking to generate commercial outcomes.

Many of the participants expressed the same concern: that they could deliver a good presentation, that the audience left with a greater understanding of the topic and how these lawyers could assist them, and yet... they didn't receive much in the way of conversations with potential new clients, or explicit instructions for work off the back of it.

"Did you invite them to call you?" I asked.

"No."

"Did you give them explicit instructions of when to consult you professionally?"

"No."

"Did you tell them you want their work?"

"What, like actually just say 'send me your files' out loud!?"

"Yes. Did you ask them to send you their files when they get sued?"

"Oh... um, no."

So many incredibly talented professionals curb their ability to generate commercial returns by being bashful about their intentions.

We make the mistake of thinking that because we've met a slimy salesperson in the past, all salespeople must therefore be slimy, and we distance ourselves from that possibility as much as we can. This is fallacious thinking.

If you're full of integrity, you're full of integrity; when driving, when walking, when talking, and when selling.

Next time you speak to a large group, do yourself a favour and do two things:
1. Know exactly what you want from the audience.
2. Tell them what that is.

P.S. — If you work in professional services: law, accounting, consulting, etc, I'd love to teach you and your peeps how to be more authentic, more entertaining, and more profitable next time you speak to an audience. Send me an email to start a conversation!