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Have you ever attended an event or presentation where a special guest was brought out to speak to the audience? Most of us have, and one of the things each of these instances have most in common is the way the speaker is elevated by the person introducing them to the group. That’s a great example of third-party validation. People will clap half as much and show half the interest if the speaker is presented in an ineffective manner.
The same holds true whenever you invite a speaker to join your LIMU Experience party or 3-way phone call. It can greatly affect the outcome and success of both. If you book a party, that’s just the first step. It’s vital you leverage a speaker to funnel people to your event or encourage enrollment in the business.
Here are key points to keep in mind when elevating your speaker.
Establish Their Credibility
Perhaps the most important part of building excitement and anticipation to hear your speaker is to demonstrate how important this person is. Start by sharing their name, accomplishments, rank and experience. Are they a 500K Promoter? How many years have they been in the business? Have they helped other Promoters or teammates reach notable ranks of their own? How far have they come since they first joined LIMU? Answers to questions like these upfront will help establish and validate the importance of your speaker and why your prospect needs to hear each word they have to say. Reiterate how passionate they are about helping people despite how their busy schedules and lives may be. You must elevate the speaker to a higher playing field.
While your speaker may have experienced great amounts of success and accomplishments within the business, don’t forget to establish relatability. If your speaker has a background or experience that’s similar to your prospect, it will be worthwhile to mention that. Reinforcing how anyone can come from a background similar to your prospect and achieve success will deepen how they relate to the speaker. Mention how there’s countless people exactly like them in your community who have joined the LIMU Experience and found success.
If your prospects feel that you and your speaker have a significant level of rapport and trust between each other, they are more likely to feel open and comfortable hearing them speak. You want to place them at ease and this is a great way of fueling that level of assurance. How many years have you known this speaker? Did they introduce you to the business? Have they helped you in some significant way? Be sure to emphasize the amount of respect and admiration you have for them as a Promoter and person. Clearly state the relationship to the speaker, how you hold them in high esteem and how they’ve impacted you and your business. This will allow your prospect to inherently respect and believe in what the speaker is about to say.
Don’t Talk Too Much
Let your prospect know you’re going to invite your partner who’s very successful to the call and that it will take less than 10-minutes—then stick to that! Respect people’s time, let them see how simple working this business can be and allow them to envision weaving it into their own lives. Make the introduction and lead them into the leader’s 2-minute story. Elevating your speaker is just as much about what you say as it about what you don’t say. If you take up ninety-percent of the time speaking about them and no time actually allowing your prospect to hear from the speaker themselves, you will be defeating the purpose. Your prospect may begin to question the credibility of your speaker and become disinterested, rather than the opposite. If you were pitching a baseball to a batter in a game, you wouldn’t run across the field, take their bat and hit the ball yourself, would you? Speak enough, but not too much. Remember, you’re the messenger and not the message. Your prospect likely knows you, and knows you well, and will actually gain much more insight from an outsider with some clout and a story to tell.
Don’t Undersell Your Speaker
Giving one short sentence about your speaker as you introduce them and simply stating that they’re awesome is not enough to convince anyone to listen. Why should I listen to your speaker and be invested in their presentation? You’ve got to set the stage and prime the pump. If you under-present your speaker, you will be doing everyone a disfavor and letting the full weight fall entirely onto your speaker. Give them something to work with and build the anticipation by boosting their credibility.