OK, I know this is hard for a storyteller or any performer. You are going to read this and say that you already do this. Yes, I know, you are a marketing genius.
So, why are you not getting the gigs you want?
It may be because you TALK TOO MUCH!
I taught Professional Selling Skills in many venues all around the U.S. and even once in Canada. The hardest part of the training was to get sales people to shut up and wait for answers. In a situation where you are nervous your mouth goes into overdrive. Here is my simple advice as you are asking for business.
Ask simple questions: There are two kinds of questions, the closed ended question and the open ended question: Closed ended - "May I confirm the date for you?" It requires a simple answer. Too many times we use this type of question trying to get information. This is the question you ASK AND SHUT UP! Let the other person think and answer.
Open ended questions are to get information. "Tell me how my program fits your need." Open ended and looking for information. Again, ASK AND SHUT UP. Let them think and answer.
Ask for business: When I am getting to the "close" I try to say something like, "I have my calendar in front of me now. Would you like to look at dates?" This is a soft close. I am asking for the business by looking at their calendar. This is a simple closed ended question. THEN SHUT UP!!!
Answer objections: Often you might hear a question that can close you down. "I am not sure scary stories are appropriate for cardiac patients." Your reply is to clarify and keep the dialogue open. "I understand. Scary stories for cardiac patients may be an issue. I also have a lovely healing stories program that is encouraging, empowering and more appropriate. Does that fit your need better?" Again, ask and SHUT UP!
Side note: if you are in the mood, here is a little something I wrote a few years back to take you down to the hills: http://www.mountainstories.net/2008/12/sunrise.html
Stephen Hollen is an award winning storyteller, humorist and Mark Twain Impersonator living in Beavercreek, Ohio. He performs and tells stories in Ohio, Kentucky, Indiana, Tennessee, West Virginia, Michigan and throughout the USA.
So, why are you not getting the gigs you want?
I taught Professional Selling Skills in many venues all around the U.S. and even once in Canada. The hardest part of the training was to get sales people to shut up and wait for answers. In a situation where you are nervous your mouth goes into overdrive. Here is my simple advice as you are asking for business.
Ask simple questions: There are two kinds of questions, the closed ended question and the open ended question: Closed ended - "May I confirm the date for you?" It requires a simple answer. Too many times we use this type of question trying to get information. This is the question you ASK AND SHUT UP! Let the other person think and answer.
Open ended questions are to get information. "Tell me how my program fits your need." Open ended and looking for information. Again, ASK AND SHUT UP. Let them think and answer.
Ask for business: When I am getting to the "close" I try to say something like, "I have my calendar in front of me now. Would you like to look at dates?" This is a soft close. I am asking for the business by looking at their calendar. This is a simple closed ended question. THEN SHUT UP!!!
Answer objections: Often you might hear a question that can close you down. "I am not sure scary stories are appropriate for cardiac patients." Your reply is to clarify and keep the dialogue open. "I understand. Scary stories for cardiac patients may be an issue. I also have a lovely healing stories program that is encouraging, empowering and more appropriate. Does that fit your need better?" Again, ask and SHUT UP!
Side note: if you are in the mood, here is a little something I wrote a few years back to take you down to the hills: http://www.mountainstories.net/2008/12/sunrise.html
Stephen Hollen is an award winning storyteller, humorist and Mark Twain Impersonator living in Beavercreek, Ohio. He performs and tells stories in Ohio, Kentucky, Indiana, Tennessee, West Virginia, Michigan and throughout the USA.
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