If you had a failproof formula for making connections that would result in sales on a consistent basis, would you use it? If you could rely on a simple, repeatable process to take you through every type of presentation, would you use it?
I believe you would, and Trish Carr has that formula.
Making connections is critical to starting the relationships that will grow into profit for your business. In this, the final instalment of Trish Carr’s three-part series about content, presentations, quick tips and making connections, she is going to wrap up the last three parts of her Presentation Profitizer Formula for us.
If you missed parts one and two, you’ll want to go back and read them at Business the Bruce Springsteen Way and Raise Awareness with Quick Tips. Otherwise, you’ll miss the very important first parts of the formula.
If you’d rather view the entire Brand Builders TV episode, How to Turn your Mouth into Money (Part One) with Trish Carr, you may do so below. Or just keep on reading to close out this article series.
Let’s learn more about Trish Carr before we dive into the final points of that formula.
More about Trish Carr
Trish Carr, owner of Revolutionary Results, Inc. and known as The Results Revolutionary, is a 30-year veteran of the sales industry. She’s bringing what she’s learned, and the formulas she’s developed, to sales forces, business owners, sales managers, entrepreneurs and salespeople around the world.
Trish’s proven strategies increase productivity, profitability…and ultimately, the success of individuals and businesses. Her formulas are based in behavioral science and she’s sharing them through international speaking engagements, social media…and here, with Brand Builders TV.
Now let’s get on with the rest of that formula, in Trish’s own words.
Making Connections has Never Been so Simple
For steps #1 and #2, see Raise Awareness with Quick Tips.
3. Give the Solution
This could be as simple as saying, “Here’s an easy way to solve that,” or, “Here’s what you can do about that,” or, “Here’s how you can make that happen,” or, “Here’s how to avoid that problem.”
For me that might sound like, “Hey, it’s Trish Carr from Women’s Prosperity Network. A question I often get is, ‘How do you remember what it is you want to say while you’re onstage?’ This is especially important when you can’t use a PowerPoint to keep you on track or you can’t have anything in front of you. Here’s what you can do. Obviously, practice is a way for you to remember, but there’s another thing you can do that’s really simple. That is use a fill-in-the-blank handout. You hand this out, email it or put it up on a screen. This gives you the opportunity to actually hold your notes in your hand. They don’t know. They think you have the same fill-in-the-blank handout they have—but you’re actually looking at your notes, which are helping you remember what you want to say.”
So that’s step number three—share your solution. That’s something you know how to do.
4. Encourage People to Work with You
Encourage people to connect with you, because you want to be known before you’re needed.
It might be something like, “I have this tip available for you at speakingforfunandprofit.com. Be sure to go there and get your copy of the Presentation Profitizer Formula.”
Or, it might sound like, “Go to my website for more information,” or, “Like the Brand Builders TV Facebook page,” or, “Join the Women’s Prosperity Network Facebook group, which includes thousands of people you can connect with,” or, “Keep coming back every Tuesday for more.”
Whatever it is you want them to do in order to connect, make sure that’s listed in your comment or description related to your post.
5. Invite them to Comment
You’ll want to create traction on your social media page(s). A post with nobody watching doesn’t do much for you. So work to get people to connect with you, by commenting and giving their opinions (which everyone loves to do).
Ask them a specific question and request that they give their opinion in the comments. Ask something like, “When was the last time you had a situation like this and what did you do?” Or, “When was the last time you dealt with this, and what solution fixed the problem?” You can also simply say, “Give me your opinion in the comments below. I’d love to hear from you.”
And with every comment you get, make an individualized comment back. You’ve got to say, “Great idea,” “Thank you for the feedback,” or anything that fits the conversation. Give them something back. It can’t be just one, “Thanks everybody for the comments.” And be sure to tag the person in your response so they see it.
Using this Formula for Making Connections
I hope this has given you the formula you need for the confidence to go ahead and do this. It’s one thing to learn, it’s another thing to do it. They say knowledge is power, but applied knowledge is power.
When you take what you learn and put it into play, that’s when things will happen for you. I can tell you that when I was doing the Tuesday Tips for eighteen months in a row, I exponentially grew my database. I moved people to going to my website to get something for free. Every time, it was, “Come back next Tuesday,” “Go to my website,” or, “Be sure to connect with me below.” And then I managed those relationships. You’ve got to talk to the people. Take it offline. Send them a direct message. Say something like, “I’d love to get to know you more. Do you have some time to have a conversation?” It doesn’t matter if that conversation takes place on the phone or on Zoom. It needs to be an actual interaction. I’m so into conversation. In fact, my bestselling book is called It’s Just a Conversation, which is about what to say and how to say it in business.
Here’s the thing: everything is just a conversation. If you think about things in that context, it becomes easier and easier to do a quick tip.
The goal is a quick tip for about two or three minutes, keeping people’s attention. If you’re going to talk for 15-20 minutes, that’s great, but keep their attention and be sure to intersperse quick tips. You won’t be known before you’re needed if all you’re giving them is a full plate every time.
Attention spans are so short, and when people see something they can watch in two or three minutes, they will. They check to see how long the video is before they get too involved. If they see it’s 20 minutes long, they might think they can only watch it for a couple of minutes—until they know you.
After they know you, they’re going to eat up everything you have to say and they will invest 20 minutes in watching a video. But until then, two or three minutes is what they’re looking for.
Be known before you’re needed. Go to speakingforfunandprofit.com and get the Presentation Profitizer Formula, which will give you the entire formula for making presentations that make people say, “Oh my gosh, I have got to work with you!”
Making Connections has Never Been so Crucial
Trish has some great advice for us, right? I think we can all agree that in these strange times, making connections with people who can push our business forward is more important than ever.
For many of us, live speaking engagements have been slashed, people are feeling less likely to connect because they’ve been socially isolated, and overall, budgets have been cut.
But you know what? A Facebook Live broadcast costs nothing for you or your followers. It’s barely even a time investment—just three minutes. And, you can use Trish’s formula to forge the relationships that will keep you top-of-mind (and your followers ready to convert) when things are closer to normal.
I hope you have enjoyed this, another series from Brand Builders TV. We are working to bring you the most useful information from foremost thought leaders. If you would like to appear in a Brand Builders TV episode of your own, then join the Brand Builders Club. There, you will make connections with other entrepreneurs from around the globe. You’ll exchange ideas, share feedback and hold one another accountable for success.
Every day that passes is another day that you’re not making connections. Together we can change that!
What does Bruce Springsteen have to do with entrepreneurship, business and sales? What can this rock star teach us about connection, conversion formulas, branding and staying top-of-mind?
Hello and welcome to another exciting article series, brought to you by Brand Builders TV. In this particular series, Trish Carr is going to share the winning formula for quick-tip videos and live online broadcasts. Her simple, repeatable formula will help you to be seen as an expert whom people really want to work with.
In this first instalment, Trish is going to introduce us to the idea of how important it is to be known before we’re needed (and how we can do that with quick tips). And yes, she’s also going to enlightened us as to what Bruce Springsteen has to do with any of this.
Can’t wait? You’re not alone. Read on for article number one. Or, if you’re more of a digital learner, you may watch the full Brand Builders TV episode, How to Turn your Mouth into Money (Part One) with Trish Carr, here.
Let’s meet Trish, and then we’ll dive right in as she tells us all about her quick-tip formula in her own words.
Meet Trish Carr
Trish Carr is known as The Results Revolutionary and she’s working with individuals, entrepreneurs, business owners, salespeople and sales teams to help them achieve revolutionary results.
Trish has been working for more than 30 years, teaching people to implement sales strategies that work, incorporating behavioral science, creating simple formulas for success and establishing a reputation as a dynamic international speaker.
Trish’s company, Revolutionary Results, Inc. delivers coaching, consulting and training to increase productivity, profits and overall success.
We are thrilled to have her with us for this Brand Builders TV series, and without further ado, here’s Trish (in her own words).
The Purpose of Social Media for Business
Hello and welcome! My name is Trish Carr and I’m here because I have something really amazing I want to share with you.
The first thing I want to ask you is how are you tracking clients? How are you bringing people to you and your business? That’s the question.
Isn’t that what’s on the mind of every small business owner and entrepreneur?
One of my close friends and associates, Cheri Martin, is a social media expert. She says the whole point of social media is to be known before you are needed. How do you do that?
You do that by being in front of people, sharing information they want. You can do that on Facebook, Instagram, LinkedIn, YouTube…all the social media platforms.
I want to share with you a way to deliver a quick video tip so that it’s really easy for you, and simple to replicate.
Consistency is the most important thing. People need to see you. Certainly, they’re seeing you in blogs, on your social media pages, on your website…but it’s a matter of being consistent and consistently sharing what they want to know.
One of the quotes I use regularly is from the sixth wealthiest person of all time, Warren Buffett. He is the CEO of Berkshire Hathaway, an investment firm. He’s been around for a long time and he knows how to build wealth. He has said, “The number one way to become worth fifty percent more is to get really good at communication.” That’s what this is about.
Today, I want to focus on being on social media and communicating well there. To do that, you must consistently share tips that align with your expertise. For example, over the last eighteen months, I have been sharing Tuesday Tips with Trish. Every Tuesday, I go on Facebook Live and share a simple tip about sales communications, which is my area of expertise.
I now have eighteen months’ (approximately 81 weeks’) worth of tips. Not only am I connecting with my audience before they need me, I’m also creating a way to repurpose that information. The goal is to compile all those tips in a book.
Lessons I’ve Learned from Bruce Springsteen
Bruce Springsteen is one of my favorite artists. I am a fanatic. I have traveled all over to see him play and have been to many, many concerts.
One of the things I love about him is that he has taught me so much about business. You might think, How can you learn business from a rock-and-roll star? I watch what he does. He has had a 45+ year career, and has stayed relevant in all of those years. Every album he puts out goes gold immediately, and many go platinum. Anytime he books a live concert, it sells out in no time. And again, he’s been around for 45 years.
He, like you, delivers amazing content. I love the shows, the music, the movies. It’s just so good.
You’re already doing that. The thing is…how can you get it out to people?
Bruce also knows how to take the content and use it over and over and over again. It’s not just every concert—which, by the way, he changes up every time so each one feels like a new experience. It’s about taking those concepts and creating music from them. It’s taking his story and using that in concerts and creating new ways to put that out.
Let me give you an example. A few years ago, he wrote his autobiography. It stemmed from an essay he wrote about his experience playing the half-time show at the Super Bowl. Millions of people saw the show, and he wrote about what it was like to put the show together, what songs he would perform, what it was like to be there, what the energy of the crowd was like, etc. It was a simple essay, published in a few magazines and on his website.
Springsteen loved writing that essay so much that from that point he started to document things that were going on in his career and his life. And two years later, he had a book.
And I do as well. Eighteen months later, I have a book—simply from those weekly tips.
He released his autobiography in hardcover. Then he released it in paperback. He released an audiobook. After that, he created a Broadway show based on the book—at double the average ticket price of other Broadway shows.
That Broadway show went on for a few years. From it, he created singles of the songs he sang in the show and sold them on iTunes, Apple Music, Spotify, etc. He then created a full album of the music from the Broadway show.
It didn’t end there. Next came a Netflix special of his Broadway show.
So that was the book in three forms. The show, which resulted in singles, an album and a Netflix series.
This same process applies to your content. You have to start thinking about how you can put it out in different ways for people. The content you have is good and you can reuse it.
Many Thanks to Trish Carr and Bruce Springsteen
Thanks to Trish for this useful insight! If you’ve never thought of Bruce Springsteen as a business model, you’re not alone. But there are so many examples just like that everywhere you look—you just need to open your eyes to the possibility of finding inspiration in unexpected places.
That’s what Trish is really good at. When someone says to her, “I don’t know what to talk about in my live video,” she will open a vault of imagination that leads that person down a path to discovery. Before you know it, they can’t stop talking about their business. I’ve seen this happen with my own eyes, and I can attest. Trish Carr is the real deal.
This was just the beginning. It’s time to move onto instalment #2 in this groundbreaking series. Just head over to Raise Awareness with Quick Tips to continue on this journey. And then, on to A Formula for Making Connections, with Trish Carr.
If you’d like to rub elbows with Trish Carr and other inspirational entrepreneurs, then you must join the Brand Builders Club. In it, you will share your ideas, hear others’ ideas, give and get feedback, hear motivational stories, watch businesses grow (including yours) and be held accountable for doing what you say you will. Our Thinkubators will put your business in the hot seat, and you’ll get an outside view of what you’re doing right and what could use improvement. All this with no long-term commitment. The Lite Membership is simply a monthly fee that you can cancel at any time.
So what are you waiting for? Trish would say, “it’s just a conversation,” and there are some really good ones happening in the Brand Builders Club right now!
Anyone who’s building a business wants to know how to raise awareness about their brand and make more connections that sell, right? No one knows this better than Trish Carr. In this second instalment of her three-parts series, she is showing us how going live every week with three-minute quick tips can completely transform the way your business performs.
If you haven’t already read Business the Bruce Springsteen Way, with Trish Carr, do that first. Then come back here so she can introduce you to her Presentation Profitizer Formula and advice for quick tips.
If you’d like to view the entire Brand Builders TV episode (How to Turn your Mouth into Money (Part One) with Trish Carr) from which this article series is originated, you may do so below. Or, simply keep reading for part two.
Let’s learn more about Trish and then hear from her, in her own words.
Learn it, model it and get shit done! Let’s go!
Get to Know Trish Carr
Also known as The Results Revolutionary, Trish Carr owns Revolutionary Results, Inc. From there, she offers entrepreneurs, business owners, salespeople...training, coaching and consulting to increase profits and productivity.
For more than three decades, Trish has been showing her clients how to implement her sales strategies, which incorporate behavioral science in repeatable formulas. She speaks internationally, propagating these formulas for success around the world.
Now I’m going to hand it over to Trish.
The Power of Quick Tips
The easiest way to start being “known before you’re needed” is to get on live broadcasts (YouTube, Facebook, Instagram, etc.) and provide your followers with quick tips.
The best kind of tip is a quick tip. It grabs people’s attention and gives them information, in just a short window of time.
I love formulas because A+B always equals C. 1+1 always equals 2. I want to be able to plug and play my formula. I want to be able to plug in information like A) this is the tip I want to share, B) this is how I’m going to share it, and C) this is the outcome I want. Then, every time, I can guarantee that outcome.
And that’s why I’m so excited to share my five-step formula for quick tips with you.
Quick Tips are Warren-Buffett-Approved
Warren Buffett taught us than in order to increase our net worth by fifty percent, we just need to get really good at communication. I have a formula for presentations. It can be a presentation that’s one-on-one, on the phone or in-person. It can be in writing, on a landing page or in a blog, for instance. Maybe it’s from a stage, either virtual or in-person.
I want you to have this high-level formula to use for presentations and for quick tips.
Go to speakingforfunandprofit.com. There, you will see the Presentation Profitizer Formula. This is the formula you can use one-on-one, in writing and from the stage. That’s the way you plug and play so every time you want to influence people to buy from you, you’ll know what you’re doing. You’ll be comfortable in knowing you’ve put in the right things to give you the winning success you’re looking for.
Now let’s talk about the formula.
1. Introduce Yourself and Quickly Grab Attention
That would be something like, “Hello, this is Trish Carr from Women’s Prosperity Network. People often ask me…” Or, “A question I got yesterday is…” Maybe something like, “I received an email about…”, or, “One of my clients ran into this…”
I can already hear you asking, “What am I going to talk about?” That’s actually the easy part. If you think about what questions people ask you when you tell them what you do for a living, then you’ll have plenty to talk about.
After I introduce myself to people as, “I am a speaking expert, an influential communication expert with the goal of a sale,” they ask a number of questions. “How do I say the right thing?” “How do I make sure I don’t sound salesy, or come across as pushy?” “How can I avoid getting so nervous when I’m onstage?”
Those are some of the things I hear all the time.
So think about the problems people have around what you do. What problems do you solve for them? If you’re a health coach, you probably hear, “Wow, I’d love to fit into my skinny jeans.” Or, “I have so many pieces of clothing in my closet and I can’t wear any of them.” Maybe you’re an image consultant and people say, “I just don’t know how to put colors together.” Or, “How do you know what length skirt I should wear?” Maybe they ask, “Is pantyhose still a thing?”
So just consider the things people ask you. That’s what you’ll speak or write about.
If you can just come up with four of those questions every month, you’re ready to go with a weekly tip. And if you can think of four problems and four solutions for each problem, then you’ll have sixteen tips!
For every problem, there are four solutions. Think about that. It’s not as challenging as you think. It’s just a matter of remembering that you know the problem people have.
The other thing you can do is ask your mastermind groups, “What problems do you run into with this particular thing?” For me, it would be, “What problems do you have closing a deal?” Or, “What problems do you have bringing in new clients?” Perhaps, “What do you want to happen when you get up on a stage and speak?” Everybody’s going to say, “I want to convert clients,” and I can give them some tips on that.
So introduce yourself and then get to the point of what you’re going to talk about. For me, that might be something like, “Hi, I’m Trish Carr from Women’s Prosperity Network and I just got an email yesterday from a client, asking me how I remember what I’m going to say when doing a Facebook Live or when I’m on stage.”
2. Give their Problem/Challenge/Desire Some Context
For this, you might say something like, “This is especially important when you’re on the stage and you can’t use a PowerPoint, or when you’re using PowerPoint and it goes out on you. How do you remember what it is you want to say?”
For you, that context might be, “Especially now, during the situation we’re dealing with…” Things are so different for your clients and customers right now, so you’ll run into this more and more.
“This issue is especially important when dealing with…,” or, “….when this happens…”, or, “…when you’re feeling…”, or, “…when you’re having to…”
So just give them some context so they can understand that what you have to say applies to them.
The Formula for Quick Tips Doesn’t End There
Are you starting to get some ideas for how you can use quick tips to not only compile a body of work that you can market later, but to make the types of connections that will result in sales?
You’ve come this far. You can’t stop now. Head over to A Formula for Making Connections, with Trish Carr to get the final three parts of the formula.
This is a formula that Trish uses for all her presentations (one-on-one, over the phone, in writing, at speaking events) and you should too. It’s a no-fail formula that relies solely on consistency and your skill in delivering it. And the more you do it, the better it gets!
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