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About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.

Written by: Vickie Sullivan  |  March 01, 2012

Be Fluent

Whew!  We’re running like the wind with the first call in the Big Fee Speaking Engagement series.  Talk about drinking from a fire hose.  I was tired by the end of the hour.  I can only imagine what the attendees felt like.

The game-changing distinction:  it’s not enough to describe your topic, or your background or what you do.  That lasts five seconds at most.  To be the benchmark these buyers compare other speakers to, you have to be fluent enough to apply your expertise into a specific situation.  Their situation.  In real time.

This is easier said than done.  Why?  Most of us work off of a script or notes when talking to buyers.  That’s a good idea for low-level folks who get excited easily.  And it helps you to be succinct.  And…high-fee buyers can spot a script at 50 paces.  They want to know if you really know what you are talking about.  They test you and then decide if you’re for real.  Pass the test, and they’ll talk further.  Don’t pass and you’re done.  That decision is made within ten seconds.

BTW, it’s not too late to sign up for the series.  Yes, I’m recording the calls so it’s easy to catch up.  And besides, the next call — on how to spot the false buyers — will be an eye-opener for sure.  Click here for more details and to sign up.


About Vickie Sullivan

Vickie Sullivan is internationally recognized as the top market strategist for thought leaders, professional speakers and B2B professional service firms. Specializing in brand and message strategies in crowded markets, she has helped thousands of talented people outsmart their competition since 1987.