The power of a hot seat panel

 

 

The power of a hot seat panel

Hot seats are an event within an event usually at seminars. The premise is there is a panel of experts who listen to a business owner or entrepreneur explain a problem or problems they wish to have solved. Once the panel hears what is going on they prescribe the “fixes” that could take place in order to increase business.

 [youtube]http://www.youtube.com/watch?v=4tK1VzZTj6c[/youtube]

The hot seats can include people on the panel from all sorts of different business sectors or industries. This helps the answers vary and may give insights maybe not expected from the business person or entrepreneur who is being advised by the panel. It could very well be the person on the hot seat is a rookie when it comes to business or even that “hard core” guy who has been around forever but just has one of those problems or issues that just keep popping up.

 

So what does this have to do with you and your business?

 

Everything…

 

Chet Holmes used to say “there are only so many fundamentals”. This quote applies any industry or any service.

 

When you get the chance to sit in on a “hot seat” whether for”

  • ·         Sales
  • ·         Marketing
  • ·         Production
  • ·         Business development

 

You will find that something applies to what you do or could have an impact on your own growth.

 

The experts on the panel have a different view as to what is going on and many times have been involved in different industries. They key here is that as issues happen in our own lives we tend to focus on what is around us and stop looking for the things or items a little further out that could help business.

 

The sad thing is that for many people in the audience do not think that what they are hearing applies to them. This couldn’t be further from the truth. The information given in the “hot seats” are pure gold most of the time because more than likely what is said applies to what you are doing somehow. The problem for many is that it takes just a little more thought than normal to figure out how to make it work for you.

 

So the panel has a question about marketing?

Maybe it really doesn’t apply to what you do but it may in the future.

 

Next the panel has a question about sales…

 

And sales can always apply to what you do. It could very well be that the salesperson is struggling. If the sales person is having issues you may want to take notes because more than likely someone in your own organization is having or will have the same struggle.

 

The cool thing about hot seats are that they give you a heads up of what to look for or they can help you see some of the challenges in your own organization.

 

Sometimes the information that you hear and gather may have to sit dormant in your brain for later use and implementation, this is why it is a good idea to make sure you take notes as to what is going on and the recommendations made by the panel.

 

Next level hot seats

One of the things you will see in just about any seminar or class is the dead silence that happens when the floor is opened for questions.

 

Many times business people do not want to look dumb in front of their peers so they will forgo the information that could be gathered to help propel business into the stratosphere.

 

Think about this for a moment:

 

Most of the experts who are on these hot seat panels charge a fairly hefty sum of Moolah to have a conversation with outside of the seminar setting and for some of them that is if you could get through to the “gatekeeper” on any given day.

 

It’s never a good idea to think that most of the business people know the fundamentals as to what they do for a job.

 

Let’s take this “hot seat” example and amp it up a few notches for you the next time you get a chance.

 

Some people are scared to death to talk to one of these “experts” because they may think badly towards the business practices being performed in the real life…

 

So what is a smart business person to do?

 

Go up and compliment the “expert” from the hot seat on what they said. Now this works because who in their right mind doesn’t like a well placed compliment. Now many times this opens up the doors for you to have a conversation about what you do. Almost every time this plays out the expert will have to ask about what you do for work and then they usually ask about what you learned on the hot seat.

 

This strategy works well if you are comfortable talking to strangers or even if you are scared to ask your question.

 

If you are not first you are last

Any time you plan to go to a seminar where you can “rub elbows” with some experts you should have some questions you want to have answered about your business or industry lined out. The more thought you put into what you want to know specifically the better chance you have of gathering excellent information for growth.

 

If you are ready for the questions you should be the first person to volunteer to get put on the “hot seat” and do so quickly. Usually the first person up gets the best amount of time and gets the best advice. Plenty of people in the room will squirm at the thought of having to be in front of the room but who would you rather have judge you: people you will never see again for the most part who could help you grow your business or team or your potential clients you spend hefty amounts of marketing money to get your hands on?

 

Most people will answer the experts but a few will sit struggling and “lead a life of quiet desperation”.

 

Your best option is to show up prepared with question you want to have answered even if there is no hot seat at the event.

 

Just think for a moment:

 

If you could ask just one question you have been dying to ask an expert in your industry or field what would it be?

 

Figure out at least 5 of these questions and write them on index cards before you go to your event. Keep them in your pocket and rank them from 1-5. Why 5 cards instead of 10? That is because there isn’t enough focus with that many questions. You also want to show the expert you are asking a question to that you have prepared enough to take his or her time. Normally when you show preparation the expert will be more willing to give you advice.

 

Now there will be times where the person you ask a question to doesn’t want to play ball and answer questions or talk to you, that is ok. Find someone else to ask the questions to but always be gracious and thank people for their time.

 

Relationships and advice

Now let’s just say you met the person on the hot seat you wanted and you got that special advice where you can take your business to the next level now what?

 

You do the smart thing and send them a hand written “Thank You!” card. No an email will not work so don’t think it’s worth it. Here is the really important part, expect nothing to ever happen once they get the card. You send it because it is the right thing to do. If you imagine the “expert” wanting to hang out after the event just because you sent a card it is ok to stop thinking that right now.

 

Always take the time to think out the questions you want to or need to ask and normally you get rewarded.

 

If you get a chance to be the “guy” or “girl” in the position for the hot seat jump on it as fast as possible and volunteer first.

 

Just remember even if you are not in a related field listen to the examples and figure out how to make the information work for you. Who knows you may very well grab that hidden elusive nugget of information you have been looking for.

 

Now go implement!

 

Scott Sylvan Bell

 

Connect on twitter @scottsbell

Expert persuasion skills and being first

Persuasion, marketing and sales training:

When it comes to persuasion, sales training or even marketing there are times where the most simple statement  or statements can change the way you think about what you do.

 

Persuasion and or sales training sometimes is complicated just for the confusion that it creates so that coaching can be charged for.

 

Sometimes the training works and sometimes it doesn’t

 

Marketing can sometimes be the same way in the fact that there is all sorts of jargon or technical terms.

 

“There is no second place in persuasion, sales or marketing”

If you were to hear: “There is no second place in persuasion”, “There is no second place in sales” or even “There is no second place in marketing” how does that change your perspective, strategies and or tactics when dealing with potential clients, planning or the story that you are going to tell or how hard you are going to work.

 

If you are a persuader or in sales what do you have to do to ensure that every call that you run or attempt has 100% of your attention or in other words are you going with your job with passion and purpose?

 

If you have marketing that needs to be done are you really doing the research or are you just guessing? Did you run split tests or add the promotional code to your literature? Is there are way to look at the marketing piece and give it just a bunch more power of even a little more?

 

Persuasion, sales training and marketing costs plenty as it is, why not do everything that you can to do it the right way?

 

The question or statement of  “there is no second place in….” should really put into perspective what you and your sales team is up against. If you are in marketing the same goes for you.

 

[youtube]http://www.youtube.com/watch?v=1UINPnZL7vU[/youtube]

 

Persuasion, sales and marketing supercharged!

  • ·         What is it that you are or are not doing when it comes to your business?

 

  • ·         There are plenty of things that you know that should be done?

 

  • ·         Did you take time to write out the story and get the elements of persuasion down to be effective

 

  • ·         What do you not know how to do, or what do you not know how to do well?

 

  • ·         Who do you need to get in contact with to make the changes necessary to increase your sales or even the effectiveness of your marketing?

 

  • ·         How will you know if you have made the changes, how often will you check to make sure you are on the right path?

 

  • ·         What changes will you make when you are off path?

 

  • ·         For sales have you taped your role plays, asking your questions or even practicing rolling prices on your prices.

 

  • ·         For your marketing piece did you show it to people who may or may not be in your target market or did it just look good for you?

 

  • ·         Is the atmosphere around you relaxed while you are working with the person or people that you need to work with.

 

How to increase persuasive power and sales with practicing

Learning how to persuade or sell more requires dedication in order to get to the top. Have you practiced like you were supposed to do?

 

Whether you have been out in the field for years or not do you know what it will take to just get a few more people closed or sold out of 100? Have you had people watch your presentation from outside your industry? So you don’t have people pay someone to listen and ask questions about what you do. If your practicing doesn’t cost you now it will cost you plenty in the future.

 

Are you asking the tough questions?

 

How to increase marketing with asking questions

Most people in business think that they are a legend in their own minds and because they came up with the idea it means that it is perfect. The reality is most marketing pieces suck and reason is that most people look for beauty in the ad or the marketing piece and all too often the piece is poorly written or the ad is too perfect.

 

The same goes for sales scripts…

 

Most ads were written by people who went to college and really have not ever had to sell to figure out the words that flow well for the buyer. The elements of persuasion just are not there. Sure they win awards and are a thing of beauty but that doesn’t matter unless they convert and most of the time they do not. Most times plain is better. It’s not that a college education in marketing is bad it’s just that there is a difference between real world and what is taught in theory…

 

Those are two separate things…

 

Once you write an ad take it to a few people and let them tear it apart best off show the piece to kids and they will tell you if they understand what is going on. The average person in the United States reads and comprehends at less than an 8Th grade education. So what that means to you is your message must be very specific and understandable because you have once change and the market is very unforgiving when it comes to saying “yes” or “no” to what you do.

 

So how does all of this relate to what you do if you have to sell or persuade?

 

Everything because many times people get caught up in what they think work because its got glitz and glam…

 

How to persuade and increase sales with others opinions

People love to be asked for their opinion, just ask the question and let them rip..

 

The more that you react and try to defend your position the more that you will lose..

 

Just let them talk even if you don’t like what they have to say…

 

If you are defending what you have done you are wasting your time..

 

Ask plenty of questions that will help you clarify the wrongness of what you have done.

 

Its ok to also ask what they liked about what you did, if they say nothing thank them because if you pay for the spot or the ad and it doesn’t pull or convert you would be mad and out money. Be an adult and take what they have said and use it to get better. This advice works for marketing or even sales.

 

If you do not let the person know you wrote the ad they will be harder on you and that is what you want. If you want to take it one step further let the viewer know you paid plenty of money and you want to just “test” the piece they will tear it apart even more.

 

There is no second place only first loser in business you must do what you can to get better and either be ahead of the market or give up. The same for sales, for every good salesman or woman there is 10 people trying to learn what they can do to take your clients and the bad thing is for the most part the only thing they have is lower price…

 

That will kill their business over time…

 

The good news for you is that you have practiced and have taken the “lumps” that go along with figuring out what it takes to not be the guy or girl who loses through bad marketing or horrible persuasion techniques.

 

Persuasion and selling require patience

The great equalizer in persuasion of any kind whether spoken or even written is being calm and relaxed. When people feel rushed the answer is normally “no”. When people are relaxed they are easier to persuade because time in essence slows down. Make sure that what you do is really cool really easy..

 

Have a little fun and laugh more often.

Persuasion can be fun to learn and it easy to do is it not?

 

As always I would like to thank you in advance for your comments and or questions about persuasion for first place.

 

Now go implement!

 

 

Scott Sylvan Bell

 

 

 

 

 

Persuasion expert Scott Sylvan Bell shares Expert persuasion skills and being first :Video credit