Mastering Platform Sales: Insights with Mitch Carson

Summary

In this episode, John Ball interviews Mitch Carson, a seasoned speaker and expert in platform sales, to explore the art of selling from the stage.

The discussion highlights the differences between keynote speaking and platform sales, emphasizing the competitive nature and high earnings potential of the latter.

Mitch shares his experiences and insights, offering advice to aspiring speakers on mastering the craft, the importance of energy, and effectively connecting with audiences.

Key takeaways include learning from industry veterans and the significance of practice and preparation in becoming a successful platform pitchperson.

This episode is a valuable resource for those interested in leveraging speaking engagements to sell products, courses, or services effectively.

Links

https://www.mitchcarson.com/

http://getinterviewedguaranteed.com/meetwithmitch

keywords

selling from stage, keynote speaking, platform selling, sales techniques, public speaking, event marketing, audience engagement, sales training, competitive speaking, online sales.

takeaways

• Selling from the stage is about opening wallets, not just applause.
• Keynote speakers and platform pitch people have different metrics for success.
• The environment and audience are crucial for successful selling.
• Platform selling is for risk-takers and competitive individuals.
• Community and support among speakers are vital for success.
• Understanding human psychology is key to effective selling.
• Practice and preparation are essential for successful presentations.
• Live events generally yield higher conversions than online.
• Starting on other people's stages is a low-risk way to enter the industry.
• Reputation and ethics are critical in the speaking business.

titles

• The Power of Community in Speaking
• Overcoming Sales Anxiety: A Journey

Sound Bites

• "I live for wallets opening up."
• "The job of a platform pitch person is to convert dollars."
• "I sold 800,000 from a stage in Tokyo."

00:00 Introduction to Platform Sales

00:20 Meet Mitch Carson: Master of Platform Sales

02:38 Keynote Speaking vs. Platform Sales

06:15 The Competitive World of Platform Sales

11:59 Traits of a Successful Platform Pitch Person

26:10 Live Events vs. Virtual Events

32:37 Understanding the Events Business

32:51 The Challenges of Starting Out

34:07 The Importance of Networking

36:12 The Impact of Economic Downturns

37:11 Transitioning to Full-Time Speaking

39:42 The Ethics of the Speaking Industry

44:59 The Journey to Mastery

46:53 The Art of Platform Pitching

53:36 The Importance of Practice and Preparation

55:30 Learning from the Masters

59:29 Final Thoughts and Next Steps

Visit https://presentinfluence.com to find out more or go to HTTP://johnballspeaks.com for speaking enquiries. Thanks for listening and please give the show a 5* review if you enjoyed it.

Unlock Your Speaking Potential: Creating Impactful Keynotes

In this second episode on John's signature keynote creation process, he shares insights on creating impactful speeches.

John emphasizes the importance of selecting relevant and needed topics for speaking engagements, differentiating between 'nice-to-have' and 'need-to-have' solutions.

He also provides a glimpse into his own creative process, highlighting the goal of achieving emotional mastery for his audience, and discusses the significance of creating a framework for transformation.

Here's the link to view John's abstract: CLICK HERE

Additionally, John touches on crafting effective talk titles, either straightforward or intriguing, and the necessity of an abstract for a speaker.

Stay tuned for an intriguing guest appearance by Mitch Carson, an expert in 'selling from the stage,' in the next episode.

keywords

speaking, keynote, speaker abstract, intellectual property, presentation skills, audience engagement, speaker success, emotional mastery, talk titles, prospecting

takeaways

• Struggling with your speaker topic can hinder success.
• A clear topic is crucial for booking opportunities.
• Creating intellectual property can enhance your marketability.
• Need-to-have solutions are more likely to secure bookings.
• A framework for transformation can differentiate your talk.
• An abstract can be sufficient for getting booked.
• Engaging talk titles can attract audience interest.
• Iterative creativity is key in the talk development process.
• Less is more when it comes to content in keynotes.
• Upcoming insights on selling from the stage are essential for speakers.

titles

• Unlocking Your Speaker Potential
• Navigating the Speaker Landscape

Sound Bites

• "Are you still struggling with your speaker topic?"
• "You will need this."
• "This one step means you can start prospecting."

00:00 Introduction: Struggling with Your Topic?

00:30 Welcome to Present Influence

01:03 Keynote Creation Series: Concept and Positioning

03:37 Defining Your Objective and Framework

05:18 The Creative Process: Iteration and Perfectionism

08:59 Creating Effective Talk Titles

11:36 Upcoming Episodes and Guest Preview

Mastering Public Speaking & Business Soundboarding with Phil Fraser

In this episode of Present Influence, host John Ball dives into the importance of presentation skills in professional success and how being a confident speaker can give you a competitive edge in business.

John sits down with guest Phil Fraser, who shares his unique role as a business sounding board, helping small business owners combat the loneliness of leadership and provide much-needed guidance.

The conversation covers Phil’s background in presentation skills, tips for handling Q&A sessions, and essential elements that make speakers listenable.

They also discuss the impact of podcasting on professional growth and valuable lessons in hosting and guesting on podcasts.

Tune in for practical insights and strategies to enhance your public speaking and leadership capabilities.

keywords

business sounding board, business coach, business mentor, small business owners, loneliness, challenges, presentation training, communication skills, Q&A sessions, podcasting, podcasting, guesting, audience building, business sounding board, Leeds Business Podcast, entertaining, educational, motivational, inspirational, strategy

takeaways

• A business sounding board is a combination of a business coach and a business mentor, providing support and guidance to small business owners.
• Having someone to talk to and bounce ideas off of can help alleviate the loneliness and challenges of running a business.
• Effective communication skills, including presentation skills, are crucial in business and can boost professional credibility and confidence.
• Handling Q&A sessions during presentations can be done by using specific phrases like 'Who has the first question?' and 'Who has the final question?' to encourage audience participation and maintain control.
• Podcasting is a valuable tool for reaching a wider audience and sharing expertise and insights. Guesting on other people's podcasts can help build your audience and raise your profile in a specific community.
• Creating your own podcast allows you to stand out and target a niche audience.
• Podcasts should be entertaining, educational, motivational, and inspirational to keep listeners engaged.
• Being a podcast host can enhance your positioning and credibility in your industry.
• As a business sounding board, Phil helps small to medium-sized business owners create a strategy to achieve their goals.

titles

• The Power of Podcasting
• Tips for Handling Q&A Sessions The Benefits of Hosting a Podcast

Sound Bites

• "I work with small business owners to stop them being lonely at the top."
• "I help business owners to be better business owners and to not be lonely at the top."
• "My background going all the way back, my initial first half of my career, I sold advertising space."
• "I will guest on other people's podcasts... I'm piggybacking on your audience."
• "How hard can it be to run your own podcast?... It's a lot harder than it looks."
• "I launched the Leeds Business Podcast... to raise my profile in the Leeds business community."

00:00 Introduction to Presentation Skills

00:24 Meet Phil Fraser: Business Sounding Board

01:32 The Role of a Business Sounding Board

05:43 Phil's Background in Presentation Skills

09:03 The Power of Public Speaking

09:57 Transformative Journey of Public Speaking

16:17 The Importance of Presentation Skills in Education

18:53 Mastering Q&A Sessions

20:31 Effective Q&A Techniques

21:45 Podcasting in the Professional World

22:01 Phil's Podcasting Journey Begins

22:30 Guesting on Other Podcasts

23:22 Creating the Leeds...

Crafting Your Signature Keynote: A Step-by-Step Journey

In this episode of Present Influence, keynote coach and professional speaker John Ball invites listeners into his creative process as he develops his own signature keynote talk.

John shares comprehensive insights from his years of coaching, covering topics such as the importance of having a mission, the difference between mission and positioning, and the challenges of finding your niche.

This episode kicks off a series focused on the entire keynote creation process, from conceptualization to delivery, offering valuable lessons for aspiring and established speakers alike.

Follow along weekly for more tips and interviews with influence experts, starting with radio presenter Phil Fraser in the next episode.

keywords

keynote talk, public speaking, mission, positioning, presentation skills, leadership communication, emotional mastery, audience engagement, speaker journey, creative process

takeaways

• Creating a keynote talk starts with understanding your mission.
• Mission and positioning are distinct but interconnected concepts.
• A clear mission helps define your niche as a speaker.
• Emotional mastery is crucial for effective leadership communication.
• Specificity in mission statements enhances clarity and impact.
• The creative process involves personal reflection and audience consideration.
• Positioning supports the greater mission in delivering talks.
• Empowering others emotionally can lead to significant change.
• Documentation of the speaker's journey can provide valuable insights.
• Engaging with the audience is key to successful presentations.

titles

• Defining Your Niche as a Speaker
• Emotional Mastery in Public Speaking

Sound Bites

• "Where do even start when creating a professional keynote talk?"
• "I want to talk about the creative process."

00:00 Introduction: Crafting Your Signature Keynote Talk

03:21 The Importance of Mission and Positioning

05:46 Defining Your Mission and Positioning Statement

07:09 Building the Foundation of Your Keynote Talk

08:49 Conclusion and Upcoming Episodes

Mastering Empathy in Business: An Interview with Michele Hansen

In this episode of Present Influence, host John Ball interviews Michele Hansen, author of 'Deploy Empathy.'

Michele discusses her journey from the technical side of business to understanding and mastering empathy.

The episode covers how empathy can be a learned skill crucial for business success, even in technical fields like software development.

Michele shares her insights on applying empathy in product management, marketing, and sales, emphasizing the importance of understanding people's contexts.

The conversation explores the unexpected benefits of empathy in building trust and deepening relationships, as well as Michele's experiences and strategies for successful podcasting.

Listeners are encouraged to consider how they can apply empathy in their own professional and personal lives.

00:00 Introduction: The Importance of Empathy in Business

00:17 Meet Michelle Hansen: From Technical Background to Empathy Advocate

02:57 The Journey to Entrepreneurship and Writing a Book

06:01 Understanding Empathy: Michelle's Insights

08:40 Applying Empathy in Business and Beyond

18:29 The Role of Podcasting in Promoting Empathy

26:56 Practical Tips for Developing Empathy

40:57 Conclusion: Embracing Empathy in Professional Life

The Power of Detachment and Flow: Enhancing Influence and Inner Peace

In this episode of Present Influence, John explores the concepts of detachment, flow, and presence, and how they can help improve communication and inner peace.

He discusses the challenges of seeking approval and the paradoxical effect of trying too hard, illustrating the importance of letting go of specific outcomes.

John shares personal experiences and lessons from studying Bujinkan Ninjutsu, emphasizing the value of maintaining flow over force.

The episode also touches on the psychological need for belonging and the negative impacts of exclusion. Listeners are encouraged to find balance between being active participants in life and maintaining a detached, observant perspective.

keywords

trying too hard, making a good impression, pushing people away, neediness, fear of exclusion, tolerating mistreatment, detachment, presentness, inner peace, active participant, flow, setbacks

takeaways

• Trying too hard to be liked or impress others can have the opposite effect and push people away.
• Our need to belong and fear of being excluded can lead us to tolerate mistreatment and abuse.
• Relaxing and not being attached to outcomes can lead to better results and inner peace.
• Being an active participant in our own lives while also being able to switch between observer and actor is valuable.
• Getting back in flow after setbacks is important for maintaining a positive mindset and moving forward.
• Being present is key to influence and life, allowing us to fully engage and connect with others.

titles

• The Power of Being Present
• The Pitfalls of Trying Too Hard

Sound Bites

• "Why do we try so hard?"
• "Our need to belong is strong."
• "When emotions go high, intelligence goes low."

00:00 Introduction to Detachment and Presence

00:59 The Struggle for Acceptance

02:20 The Impact of Social Exclusion

04:01 Understanding Neediness and High Stakes

04:58 Embracing Flow and Letting Go

05:27 The Philosophy of Flow in Martial Arts

07:33 The Paradox of Attachment and Inner Peace

08:14 Practical Steps to Detachment

09:23 Conclusion and Upcoming Episodes

Mastering Influence: Sales Training Lessons for Business Leaders

In this episode of 'Present Influence,' host John Ball shares valuable lessons from his sales training experience and how they enhanced his influence, communication, and coaching abilities.

Through personal anecdotes and actionable tips, John discusses the importance of overcoming resistance, being prepared, balancing rapport, showing genuine care, managing emotional states, and avoiding assumptions in sales and leadership communication.

This episode aims to help business leaders and aspiring leaders maximize their impact and present with confidence.

Tune in for weekly episodes and expert insights to elevate your influence and inspire others.

00:00 Introduction: Can Sales Training Make You More Influential?

01:09 Overcoming the Fear of Sales Calls

01:46 My Journey into Sales and Key Lessons Learned

03:07 Top Eight Lessons from Sales Training

03:20 Lesson 1: Stop Thinking and Start Doing

05:54 Lesson 2: Go Unscripted

08:43 Lesson 3: Finding and Labeling Pain Points

11:10 Lesson 4: The Dangers of Too Much Rapport

14:01 Lesson 5: Show That You Care

17:38 Lesson 6: Be Prepared

20:49 Lesson 7: Let Go of Assumptions

26:29 Lesson 8: Take Charge of Your Emotional State

30:55 Conclusion: Implementing Sales Training for Lasting Impact

33:22 Show Rebranding and Future Focus

2 things fill my heart with joy: one is people sharing my episodes because they've been helpful and hopefully entertaining, and the other is people leaving reviews for Present Influence on Apple Podcasts or PodChaser. Either of these will earn my ever-lasting gratitude and both might just get you on my Christmas card list.

Of course, if you REALLY like the show, you're invited to support the show financially with our Supercast link Support the show or get in touch for sponsorship options.

John Ball announces the return of his podcast after a year-long hiatus. In this new episode, he shares his experiences working with The Speaker Lab, a company helping individuals build professional speaking businesses. John emphasizes the podcast's renewed focus on improving presentation, influence, and persuasion skills for professional communicators and says that the show will continue to provide value through high-quality guest interviews and practical advice.

The episode also introduces another podcast John co-hosts with Angela Besignano, 'The Coaching Clinic,' aimed at helping build successful coaching practices.

00:00 Welcome Back to Podfluence

01:01 The Speaker Lab Experience

02:17 The Importance of Presentation Skills

04:37 Influence and Persuasion

07:14 Revamping the Show's Focus

08:44 New Ventures and Continued Support

13:40 Future Episodes and Conclusion

Enjoying the content? Join me for the Podfluence Weekly newsletter HERE to get articles and show updates every week.

You are warmly invited to join other coaching & speaking professionals who are building their authority through podcasting in the Podfluencers Facebook Group and pick up your free download of The Complete Podcast Guest Superstar Framework

2 things fill my heart with joy: one is people sharing my episodes because they've been helpful and hopefully entertaining, and the other is people leaving reviews for Podfluence on Apple Podcasts or PodChaser. Either of these will earn my ever-lasting gratitude and both might just get you on my Christmas card list.