Whether you’re standing in front of a boardroom or speaking from a big stage, leaders often make the same mistakes. They either give the exact talk and delivery they’ve relied on for years, their point of view becoming unimpassioned in the process, or they focus on selling their business.
Neither of these options is the best way to inspire your audience to take action or, ultimately, invest in you. So, if that’s what you desire, it’s time to look at your message through a new lens.
Sharing Your Passion
As a leader, you’re passionate about your business and have a message you want to share. That’s a given. But how do you allow that passion to come through so your audience aligns with you and eventually invests in you? In my years of experience as an international award-winning director, producer, and speaker mentor, I’ve guided countless business leaders and executives to transform their presentations from sales pitches to inspiring calls to action.
In this article, I’ll share the strategies I’ve developed and refined so you can discover how to craft a message that not only captivates and motivates your audience but also naturally leads them to want to work with you – all without resorting to overt sales tactics from the stage.
Taking "I" Out of the Equation
Let’s break down the process of crafting an inspiring message. First, you need to take “I” out of the equation. This means shifting the focus from your achievements to the problem you’re solving and its importance.
Consider this example: Let’s say you own a company that helps people organize their homes and offices. You’re passionate about decluttering their spaces, which you know will, in turn, declutter their minds, leading to emotional freedom.
Here’s how you may be inclined to present your message: “I’ve been helping people organize their stuff for over 10 years. I’ve seen what happens when I come in and help them let go of their things. It not only makes more room in their closet, it makes room in their soul. I have seen their transformation firsthand. If you’re ready for this kind of change in your life, I can help you make it happen.”
Did you notice how many times the word “I” is used?
Now, let’s rework this message to inspire your audience: “Stuff is matter, material, articles. It also has the action of filling. Filling your home with matter in excess might create an immediate feeling of safety and comfort. It can feel good to be surrounded by things, but it can feel great to be freed from your stuff and, ultimately, your need to hide. Clearing a path in your space will clear a path in your heart, leading to greatness. And it can start with just one room.”
In this version, we’ve removed “I” entirely. The idea is gifted and relatable while also offering a new way of thinking about it. You’ve just inspired your audience to hire you to organize their space so they can be free and stop hiding.
Determining and Solving the Problem
The next step is to determine the problem and present your solution clearly. Let’s say you’re a life coach who works predominantly with women, and you repeatedly see that many women are not giving themselves permission to ask for what they want at home and work.
Instead of saying, “Many women feel unworthy. I know it is difficult to give yourself permission to ask for what you are worth. I have seen this problem over and over in my practice,” try this: “Asking for permission can be deeply connected to the darkest fears we all succumb to. But keep in mind, ‘I want’ are two words that can change your life.”
By sharing that you understand the problem and creating inclusivity by using “we,” you are inspiring connection. You’ve created trust and shown that you understand your audience and their fears while also illuminating the problem that’s connected to the use of two little words.
The Importance of Your Point of View
Finally, share the importance of your solution from your unique point of view. Let’s say you’re a business coach with a membership site and want to share with potential members how important support can be for their business.
Instead of saying, “By joining our group, not only do you get access to the members and their businesses, you also get access to our Facebook community and their feedback whenever you need it. It’s money well-spent,” try this: “The people inside this group not only support one another by showing up to events and connecting personally, cheering one another on in our Facebook community, but it also offers a safe place to give and receive feedback, helping one another thrive and improve by preventing the same mistakes. Nothing can be more valuable than learning from what not to do.”
This is a very clear point of view. It’s personal and specific. We get a clear understanding of what the group offers and that the business coach cares about this group and wants to offer a safe and supportive space to connect.
The Global Impact of Your Message
When you craft your message this way, you open yourself and your business up to endless possibilities. You don’t have to sell. You just have to inspire. When you do this, you will become someone who gifts their message, never feeling the need to pitch again. And guess what? People will connect with your company and what you have to say because the idea you are sharing inspires them to do that.
Remember, your message is bigger than your business. When you inspire rather than sell, you create a ripple effect that extends far beyond your immediate audience. By gifting your message and asking for nothing in return, you position yourself as a thought leader and trusted authority in your field. This approach not only drives business growth but also allows you to make a meaningful impact on a global scale.
So, the next time you speak, challenge yourself to look at your message through this new lens. Take “I” out of the equation, focus on the problem and its solution, share your unique point of view, and watch as your audience transforms from passive listeners into inspired individuals who can’t wait to work with you and spread your message further.
If you’d like to learn more about how to build a lucrative speaker business, join me for my live virtual Masterclass, “The Art of The Big Talk: The Business of Speaking.” During our two days together, you’ll discover how influential speakers are confidently sharing their voices from major stages, creating a profitable career path with unmatched reach and impact. I’ll share the tools and strategies for how you can do it too. HERE is the link to register.
