1 00:00:00,050 --> 00:00:01,970 Carol Cox: We're taking you behind the scenes to share 2 00:00:01,970 --> 00:00:04,100 with you how we recently designed and 3 00:00:04,100 --> 00:00:07,370 delivered a workshop for lead generation and 4 00:00:07,370 --> 00:00:08,420 the results we got. 5 00:00:08,450 --> 00:00:10,430 On this episode of the Speaking Your Brand 6 00:00:10,430 --> 00:00:16,190 podcast. More and more women are making an 7 00:00:16,190 --> 00:00:18,890 impact by starting businesses, running for 8 00:00:18,890 --> 00:00:21,800 office and speaking up for what matters. 9 00:00:21,830 --> 00:00:24,080 With my background as a TV political 10 00:00:24,080 --> 00:00:26,960 analyst, entrepreneur, and speaker, I 11 00:00:26,960 --> 00:00:29,360 interview and coach purpose driven women to 12 00:00:29,390 --> 00:00:31,850 shape their brands, grow their companies, 13 00:00:31,850 --> 00:00:34,520 and become recognized as influencers in 14 00:00:34,550 --> 00:00:37,880 their field. This is speaking your brand, 15 00:00:37,910 --> 00:00:40,400 your place to learn how to persuasively 16 00:00:40,400 --> 00:00:43,790 communicate your message to your audience. 17 00:00:44,270 --> 00:00:45,980 Hi and welcome to the Speaking Your Brand 18 00:00:46,010 --> 00:00:48,290 podcast. I'm your host, Carol Cox, joined 19 00:00:48,290 --> 00:00:50,090 today by our lead speaking coach, Diane 20 00:00:50,090 --> 00:00:51,470 Diaz. Hi, Diane. 21 00:00:51,500 --> 00:00:52,490 Diane Diaz: Hi, Carol. 22 00:00:52,550 --> 00:00:55,550 Carol Cox: Today we are talking about how you can design 23 00:00:55,550 --> 00:00:58,400 and deliver workshops that get you leads and 24 00:00:58,400 --> 00:01:01,060 clients. We're going to share with you how 25 00:01:01,060 --> 00:01:03,970 we recently created a 90 minute in-person 26 00:01:03,970 --> 00:01:06,130 workshop that we delivered here in Orlando, 27 00:01:06,130 --> 00:01:08,320 Florida, where we live at the end of August 28 00:01:08,320 --> 00:01:10,720 for a group of women professionals and 29 00:01:10,750 --> 00:01:13,720 entrepreneurs. And the entire idea behind us 30 00:01:13,720 --> 00:01:15,670 doing this in-person workshop was for 31 00:01:15,670 --> 00:01:18,070 visibility and exposure so that more people 32 00:01:18,070 --> 00:01:20,440 knew about speaking your brand and the work 33 00:01:20,440 --> 00:01:22,540 that we do. And because we knew we were 34 00:01:22,540 --> 00:01:24,250 doing this for visibility and for lead 35 00:01:24,250 --> 00:01:26,500 generation, there were very specific things 36 00:01:26,500 --> 00:01:28,900 that we did that we wanted to make sure that 37 00:01:28,900 --> 00:01:30,370 we got an ROI from it. 38 00:01:30,370 --> 00:01:33,040 And that's the same thing that we want for 39 00:01:33,040 --> 00:01:35,500 you. We know that you many of you, love 40 00:01:35,530 --> 00:01:36,670 delivering workshops. 41 00:01:36,670 --> 00:01:38,350 You're out there in your community or at 42 00:01:38,350 --> 00:01:40,420 conferences, giving presentations. 43 00:01:40,450 --> 00:01:42,310 And we also want to make sure that you're 44 00:01:42,310 --> 00:01:43,450 getting leads. 45 00:01:43,450 --> 00:01:46,120 But, Diane, how often do we hear from women 46 00:01:46,120 --> 00:01:48,400 we talk to, whether it's on console calls or 47 00:01:48,400 --> 00:01:50,950 clients and our thought leader academy? 48 00:01:50,950 --> 00:01:52,630 And what do they say to us? 49 00:01:52,660 --> 00:01:55,750 They don't want to sound salesy in their 50 00:01:55,750 --> 00:01:57,820 workshops and their presentations. 51 00:01:57,820 --> 00:01:59,610 And where do you think that's coming from? 52 00:01:59,640 --> 00:02:01,650 Diane Diaz: Well, that's coming from having sat through 53 00:02:01,680 --> 00:02:03,300 workshops and presentations where the person 54 00:02:03,300 --> 00:02:05,550 was salesy, because we've all been to those 55 00:02:05,550 --> 00:02:07,890 and it feels icky and gross and nobody, 56 00:02:07,920 --> 00:02:10,470 nobody wants to be sold to. 57 00:02:10,500 --> 00:02:13,170 Right. It feels weird and uncomfortable. 58 00:02:13,380 --> 00:02:15,990 Carol Cox: Exactly. And so we don't want you up there 59 00:02:15,990 --> 00:02:18,450 delivering an icky sales pitch either, 60 00:02:18,450 --> 00:02:19,890 because you're not going to enjoy that. 61 00:02:19,890 --> 00:02:21,330 And your audience is not going to join that. 62 00:02:21,360 --> 00:02:22,710 Enjoy that. And it's really not going to be 63 00:02:22,710 --> 00:02:24,210 productive for you anyways. 64 00:02:24,210 --> 00:02:27,060 But there are very specific things that you 65 00:02:27,060 --> 00:02:29,580 can do to make sure that you are getting an 66 00:02:29,580 --> 00:02:31,290 ROI from these workshops in your 67 00:02:31,290 --> 00:02:33,000 presentations that you're doing, because 68 00:02:33,000 --> 00:02:34,980 after all, if you're spending time and your 69 00:02:34,980 --> 00:02:36,930 energy and effort and your expertise to 70 00:02:36,930 --> 00:02:38,700 deliver them, we want to make sure that 71 00:02:38,700 --> 00:02:39,960 you're getting something back. 72 00:02:39,960 --> 00:02:42,660 So we're going to take you through how we 73 00:02:42,690 --> 00:02:44,940 decided on the topic for this workshop, 74 00:02:44,940 --> 00:02:47,340 considering who the audience was, how we 75 00:02:47,340 --> 00:02:50,370 then very specifically chose the offer that 76 00:02:50,370 --> 00:02:52,590 we were going to present to them based on 77 00:02:52,620 --> 00:02:55,560 who the audience was, how we created the 78 00:02:55,560 --> 00:02:58,480 content, designed the content, and how we 79 00:02:58,480 --> 00:03:00,460 made the workshop very interactive, as well 80 00:03:00,460 --> 00:03:03,010 as one very specific thing we did at the end 81 00:03:03,010 --> 00:03:04,900 of the workshop that most people don't think 82 00:03:04,900 --> 00:03:07,270 about doing, but it is a game changer for 83 00:03:07,270 --> 00:03:09,400 getting leads and clients from these 84 00:03:09,400 --> 00:03:11,230 workshops and presentations that you're 85 00:03:11,230 --> 00:03:13,120 doing. We're also going to share with you 86 00:03:13,120 --> 00:03:15,400 the mistake that we almost made. 87 00:03:15,400 --> 00:03:17,170 And it was such a dumb moment when we 88 00:03:17,170 --> 00:03:18,850 realized it. And we're going to share that 89 00:03:18,850 --> 00:03:20,290 with you because we don't want you to make 90 00:03:20,290 --> 00:03:21,730 that mistake either. 91 00:03:21,730 --> 00:03:23,980 If you would like to work with us to develop 92 00:03:23,980 --> 00:03:25,660 your thought leadership, create your 93 00:03:25,690 --> 00:03:28,360 signature talk, which you could also use as 94 00:03:28,360 --> 00:03:30,640 a workshop, as well as learn the business of 95 00:03:30,640 --> 00:03:32,950 speaking. We do all of those things with you 96 00:03:32,950 --> 00:03:34,300 in our Thought Leader Academy. 97 00:03:34,330 --> 00:03:36,520 We work with you closely, both one on one 98 00:03:36,520 --> 00:03:37,960 and in a small group. 99 00:03:37,960 --> 00:03:40,030 You can get all of the details and join us 100 00:03:40,030 --> 00:03:43,540 at speaking your brand.com/academy. 101 00:03:43,570 --> 00:03:45,940 All right Diane, so let's talk about this 102 00:03:45,940 --> 00:03:47,410 workshop that we delivered at the end of 103 00:03:47,410 --> 00:03:50,590 August. It was for a group called Athena 104 00:03:50,590 --> 00:03:53,440 NextGen, which is a program that I went 105 00:03:53,440 --> 00:03:55,180 through back in 2016. 106 00:03:55,210 --> 00:03:58,050 And every year they bring together 50 women 107 00:03:58,050 --> 00:04:01,110 professionals in the Orlando community, and 108 00:04:01,110 --> 00:04:03,120 it's an eight month long program, and we 109 00:04:03,120 --> 00:04:05,190 meet every single month in the program. 110 00:04:05,190 --> 00:04:06,990 And then they have different topics that 111 00:04:06,990 --> 00:04:09,150 they deliver. So it's great not only for 112 00:04:09,150 --> 00:04:10,800 leadership development, but also for 113 00:04:10,800 --> 00:04:12,720 networking within the community. 114 00:04:12,720 --> 00:04:14,850 So because I had gone through the program, I 115 00:04:14,850 --> 00:04:16,830 knew that the audience were really mostly 116 00:04:16,830 --> 00:04:17,910 professional women. 117 00:04:17,910 --> 00:04:21,090 So early to mid career, not so much 118 00:04:21,120 --> 00:04:23,490 entrepreneurs. So we primarily work with 119 00:04:23,490 --> 00:04:25,440 entrepreneurs. That has been most of our 120 00:04:25,440 --> 00:04:27,720 clientele, but these were women who worked 121 00:04:27,720 --> 00:04:30,240 for other companies. So we knew, number one, 122 00:04:30,270 --> 00:04:31,890 when we thought about the topic, that it was 123 00:04:31,890 --> 00:04:33,510 going to be about personal branding. 124 00:04:33,510 --> 00:04:34,710 So, Diane, can you tell us a little bit 125 00:04:34,710 --> 00:04:36,840 about kind of this idea of creating a 126 00:04:36,840 --> 00:04:38,730 standout personal brand and how we thought 127 00:04:38,730 --> 00:04:40,530 that it would be a great topic that would 128 00:04:40,530 --> 00:04:42,120 appeal to both professionals and 129 00:04:42,150 --> 00:04:43,290 entrepreneurs. 130 00:04:43,770 --> 00:04:46,110 Diane Diaz: Yeah. So obviously for entrepreneurs, you 131 00:04:46,110 --> 00:04:47,340 know, when you're building a business that's 132 00:04:47,340 --> 00:04:49,890 yours, you need to have a personal brand 133 00:04:49,890 --> 00:04:53,100 that stands out, distinctive, clear, you 134 00:04:53,100 --> 00:04:54,810 know, because it's so connected to your 135 00:04:54,810 --> 00:04:56,390 company, to your business brand. 136 00:04:56,420 --> 00:04:59,720 Now, for professional women who work for a 137 00:04:59,720 --> 00:05:01,490 company that they don't own. 138 00:05:01,520 --> 00:05:03,830 Having a personal brand still important. 139 00:05:03,830 --> 00:05:06,140 So we wanted to make sure that they those 140 00:05:06,140 --> 00:05:09,260 women understood that yes, you need to build 141 00:05:09,260 --> 00:05:10,550 you're building something with the company. 142 00:05:10,580 --> 00:05:12,050 You're out there promoting the company you 143 00:05:12,050 --> 00:05:14,240 work for, but you also have thought 144 00:05:14,270 --> 00:05:16,370 leadership. You also have a message. 145 00:05:16,370 --> 00:05:18,680 You also have a brand, and you should build 146 00:05:18,680 --> 00:05:20,840 that alongside what you're building with the 147 00:05:20,840 --> 00:05:23,060 company. Because at the end of the day, 148 00:05:23,060 --> 00:05:24,770 that's all that you own. 149 00:05:24,770 --> 00:05:26,810 So if you end up leaving a company that is 150 00:05:26,810 --> 00:05:29,270 yours, right. And so you should still have a 151 00:05:29,270 --> 00:05:32,570 presence and your voice should come through 152 00:05:32,600 --> 00:05:34,820 even in the work that you do at a company. 153 00:05:35,210 --> 00:05:36,830 Carol Cox: Exactly. Yeah, very well said. 154 00:05:36,830 --> 00:05:38,900 So there were about 50 women in attendance. 155 00:05:38,900 --> 00:05:41,450 That was the max and 50 women for the space 156 00:05:41,450 --> 00:05:43,340 that we were at that that could hold. 157 00:05:43,340 --> 00:05:44,930 So it was full house and it was a lot of 158 00:05:44,930 --> 00:05:47,360 fun. The first 30 minutes is women started 159 00:05:47,360 --> 00:05:49,010 arriving was their networking time. 160 00:05:49,010 --> 00:05:50,540 It was breakfast. So this was early in the 161 00:05:50,540 --> 00:05:52,090 morning from 8 a.m. 162 00:05:52,090 --> 00:05:54,470 to 10 a.m.. And so we designed a personal 163 00:05:54,520 --> 00:05:57,700 brand bingo card with the help of ChatGPT 164 00:05:57,700 --> 00:05:59,350 and Canva. And it was beautiful. 165 00:05:59,350 --> 00:06:01,090 So we printed that out on cardstock. 166 00:06:01,090 --> 00:06:03,010 And when the women arrived, they grabbed one 167 00:06:03,010 --> 00:06:04,480 of the bingo cards and it was a great 168 00:06:04,480 --> 00:06:07,120 icebreaker. They would go around and find 169 00:06:07,120 --> 00:06:09,040 other women there who met one of the 170 00:06:09,040 --> 00:06:11,650 criteria on the bingo card related to 171 00:06:11,680 --> 00:06:12,760 personal branding. 172 00:06:12,790 --> 00:06:14,680 Things like the person has been a panelist 173 00:06:14,680 --> 00:06:17,890 at a conference, or has a podcast, or has 174 00:06:17,890 --> 00:06:20,020 been featured in the media, has a LinkedIn 175 00:06:20,050 --> 00:06:21,730 active LinkedIn profile, things like that. 176 00:06:21,730 --> 00:06:24,010 So it was a great way to to break the ice 177 00:06:24,010 --> 00:06:26,140 and to get them talking to each other. 178 00:06:26,140 --> 00:06:27,610 Because I don't know about you, Diane, but 179 00:06:27,610 --> 00:06:30,280 as introverts, showing up at an event, 180 00:06:30,310 --> 00:06:31,810 especially during the quote unquote 181 00:06:31,840 --> 00:06:34,870 networking time is for me, the most nerve 182 00:06:34,870 --> 00:06:37,420 wracking because you want to talk to people, 183 00:06:37,420 --> 00:06:39,730 but you also kind of like you feel like, 184 00:06:39,730 --> 00:06:40,870 okay, what am I going to ask them? But 185 00:06:40,900 --> 00:06:43,300 having that bingo card, I love that as an 186 00:06:43,300 --> 00:06:44,170 attendee. 187 00:06:44,200 --> 00:06:45,490 Diane Diaz: Yeah, I agree it is. 188 00:06:45,520 --> 00:06:47,920 It's hard, I think, especially when you, you 189 00:06:47,920 --> 00:06:49,270 know, there might be women in the group, 190 00:06:49,270 --> 00:06:51,040 groups of women who all know each other, but 191 00:06:51,040 --> 00:06:53,770 then 1 or 2 people come who maybe don't know 192 00:06:53,780 --> 00:06:55,640 that many people or the person they know is 193 00:06:55,640 --> 00:06:58,430 not there, and they do feel a little bit 194 00:06:58,460 --> 00:07:00,530 kind of on the outside. 195 00:07:00,530 --> 00:07:02,750 So having that bingo card lets them feel 196 00:07:02,750 --> 00:07:04,700 more comfortable in, because now you have a 197 00:07:04,700 --> 00:07:06,410 reason to go up to somebody and ask them, 198 00:07:06,410 --> 00:07:07,940 hey, do you have a podcast? 199 00:07:07,940 --> 00:07:09,080 And then you just start talking? 200 00:07:09,080 --> 00:07:10,430 I love that idea. 201 00:07:10,640 --> 00:07:13,370 Carol Cox: And as the ones facilitating the workshops. 202 00:07:13,370 --> 00:07:15,200 So if you are the workshop facilitator, make 203 00:07:15,230 --> 00:07:17,300 sure you are also mingling with women when 204 00:07:17,300 --> 00:07:19,310 they arrive. Like obviously get there 205 00:07:19,310 --> 00:07:21,170 earlier to do all your setup, make sure 206 00:07:21,170 --> 00:07:22,970 everything is good to go so that whatever 207 00:07:23,000 --> 00:07:24,830 the start time is for the people arriving, 208 00:07:24,830 --> 00:07:27,140 you are ready to start interacting with them 209 00:07:27,140 --> 00:07:28,580 because you want to make sure they feel 210 00:07:28,580 --> 00:07:30,650 welcome, that they have a good experience. 211 00:07:30,650 --> 00:07:32,690 And if you see a woman by herself, you know 212 00:07:32,690 --> 00:07:34,040 that look where, you know, they're kind of 213 00:07:34,070 --> 00:07:35,360 looking around and they don't really know 214 00:07:35,360 --> 00:07:37,460 who to go up to you as a workshop 215 00:07:37,460 --> 00:07:39,860 facilitator or the speaker or the event 216 00:07:39,860 --> 00:07:41,720 organizer, go up to them and introduce 217 00:07:41,720 --> 00:07:43,730 yourself and get to know them a little bit. 218 00:07:43,730 --> 00:07:45,410 They will be so grateful. 219 00:07:45,440 --> 00:07:47,930 Diane Diaz: Oh yes, I've been that person, so we will be 220 00:07:47,930 --> 00:07:49,040 grateful. Yes. 221 00:07:49,610 --> 00:07:52,280 Carol Cox: So. So the topic was about creating a stand 222 00:07:52,310 --> 00:07:53,660 out standout personal brand. They had that 223 00:07:53,660 --> 00:07:55,610 30 minutes of networking with the bingo 224 00:07:55,610 --> 00:07:58,160 card, and then after that was the 90 minutes 225 00:07:58,160 --> 00:07:59,390 for the workshop. 226 00:07:59,390 --> 00:08:01,880 And we really wanted the women to understand 227 00:08:01,880 --> 00:08:04,460 not only why building a personal brand was 228 00:08:04,460 --> 00:08:06,620 important, especially if they work for a 229 00:08:06,620 --> 00:08:09,290 company, but also how to think about what 230 00:08:09,290 --> 00:08:12,020 makes them unique their mission, their 231 00:08:12,020 --> 00:08:13,790 values, the work that they do. 232 00:08:13,820 --> 00:08:15,770 Why the work that they do matters to them, 233 00:08:15,770 --> 00:08:18,200 and how they can kind of tie together all 234 00:08:18,200 --> 00:08:20,330 the different threads in their career. 235 00:08:20,330 --> 00:08:22,310 I feel like nowadays, so many of us, we 236 00:08:22,310 --> 00:08:24,470 don't just have one industry we've worked in 237 00:08:24,470 --> 00:08:26,810 or one type of career we've had. 238 00:08:26,810 --> 00:08:28,910 We've maybe majored in something in college 239 00:08:28,910 --> 00:08:30,830 and didn't end up doing that for our career. 240 00:08:30,830 --> 00:08:32,000 And we've had different jobs. 241 00:08:32,000 --> 00:08:33,890 And so a lot of times people don't know how 242 00:08:33,890 --> 00:08:35,150 to tie it all together. 243 00:08:35,180 --> 00:08:36,590 It feels really messy. 244 00:08:36,590 --> 00:08:38,540 So we wanted to help them understand how to 245 00:08:38,570 --> 00:08:39,680 connect all of that. 246 00:08:39,710 --> 00:08:41,660 We really wanted to make it fun and 247 00:08:41,660 --> 00:08:44,000 energetic, have different activities for 248 00:08:44,000 --> 00:08:45,080 them to do. 249 00:08:45,380 --> 00:08:48,350 And so here's the mistake that we almost 250 00:08:48,350 --> 00:08:50,810 made. We put together all these different 251 00:08:50,810 --> 00:08:52,770 content ideas. We have these different 252 00:08:52,770 --> 00:08:55,620 activities and our frameworks that we use on 253 00:08:55,620 --> 00:08:57,360 other workshops that we've given, like our 254 00:08:57,360 --> 00:08:59,580 brand voice canvas and our personal brand 255 00:08:59,580 --> 00:09:01,620 pillars, and thinking about the different 256 00:09:01,620 --> 00:09:03,150 spokes of your personal brand. 257 00:09:03,180 --> 00:09:04,950 So and then we had this really fun brand 258 00:09:04,950 --> 00:09:07,500 personality thing for them to figure out. 259 00:09:07,500 --> 00:09:09,090 So we had all these activities, and I 260 00:09:09,090 --> 00:09:10,830 remember I was going to work on the slide 261 00:09:10,830 --> 00:09:12,510 deck. This is a couple weeks beforehand. 262 00:09:12,540 --> 00:09:15,360 I was like, something feels really off. 263 00:09:15,390 --> 00:09:16,890 Like, these are great activities. 264 00:09:16,920 --> 00:09:18,840 Like our frameworks are great, but I don't 265 00:09:18,840 --> 00:09:20,610 know if something is just not gelling. 266 00:09:20,610 --> 00:09:22,290 It's not coherent. 267 00:09:22,290 --> 00:09:25,290 And then I realized, duh, because we hadn't 268 00:09:25,290 --> 00:09:28,170 put it into our signature talk framework. 269 00:09:28,470 --> 00:09:31,050 And that's why we teach the women our 270 00:09:31,050 --> 00:09:33,090 framework in the Thought Leader Academy when 271 00:09:33,090 --> 00:09:35,160 we're working with them on the VIP day, we 272 00:09:35,160 --> 00:09:37,230 do that work for them, but then they're also 273 00:09:37,230 --> 00:09:39,660 learning it because any presentation you do, 274 00:09:39,660 --> 00:09:42,840 any workshop that you design, this framework 275 00:09:42,840 --> 00:09:44,850 helps you to make sure you're taking the 276 00:09:44,850 --> 00:09:47,250 audience on a journey and not just giving 277 00:09:47,250 --> 00:09:49,470 them a whole bunch of activities back to 278 00:09:49,500 --> 00:09:52,430 back, where there's no bigger picture or 279 00:09:52,430 --> 00:09:54,020 connecting thread to it. 280 00:09:54,020 --> 00:09:56,450 And that's what we wanted to make sure that 281 00:09:56,450 --> 00:09:59,210 we avoided. And luckily we I figured that 282 00:09:59,210 --> 00:10:01,280 out as soon as I was working on that slide 283 00:10:01,280 --> 00:10:03,290 deck, because that's where as a workshop 284 00:10:03,290 --> 00:10:05,750 facilitator or a speaker, you get stuck in 285 00:10:05,780 --> 00:10:08,090 that expert trap that we talk about, which 286 00:10:08,090 --> 00:10:09,950 is just you're giving your audience a bunch 287 00:10:09,950 --> 00:10:12,290 of information and activities which in and 288 00:10:12,320 --> 00:10:13,880 of themselves are valuable. 289 00:10:13,880 --> 00:10:16,160 It's good content, it's good activities. 290 00:10:16,160 --> 00:10:17,990 But if there's not a bigger lesson about 291 00:10:17,990 --> 00:10:20,870 that transformation you want your audience 292 00:10:20,870 --> 00:10:22,880 to go through, by understanding this 293 00:10:22,910 --> 00:10:25,430 information, by doing these activities, 294 00:10:25,430 --> 00:10:26,900 they're just going to do a bunch of them and 295 00:10:26,900 --> 00:10:29,360 then walk away and not really know. 296 00:10:29,390 --> 00:10:30,980 Well, where did that all mean? 297 00:10:30,980 --> 00:10:32,210 What does that mean for me? 298 00:10:32,210 --> 00:10:33,500 So that's why we want to make sure that 299 00:10:33,500 --> 00:10:36,020 you're thinking about putting this through 300 00:10:36,020 --> 00:10:37,790 the signature Talk Canvas framework, and 301 00:10:37,790 --> 00:10:39,770 that we did a whole episode on this back a 302 00:10:39,770 --> 00:10:41,060 couple of years ago. And I'll put a link to 303 00:10:41,090 --> 00:10:43,490 the show notes. I'm walking you through the 304 00:10:43,490 --> 00:10:46,490 framework. So let's talk about thinking 305 00:10:46,490 --> 00:10:48,200 about how to kind of we had all these 306 00:10:48,230 --> 00:10:50,290 activities. And so what I ended up doing was 307 00:10:50,290 --> 00:10:53,290 putting them under three key lessons that we 308 00:10:53,290 --> 00:10:55,150 wanted the audience to take with them, and 309 00:10:55,150 --> 00:10:57,070 that's what we kind of put the activities 310 00:10:57,070 --> 00:10:59,680 underneath these three key lessons. 311 00:10:59,680 --> 00:11:01,660 So if you think about your own content, 312 00:11:01,690 --> 00:11:03,970 think about that through line of your topic. 313 00:11:03,970 --> 00:11:05,740 What are kind of the bigger picture or 314 00:11:05,740 --> 00:11:07,810 lessons that you want the audience to take? 315 00:11:07,840 --> 00:11:09,670 Put your content and activities underneath 316 00:11:09,670 --> 00:11:12,070 those, say three key lessons, and then make 317 00:11:12,100 --> 00:11:13,990 sure you're also having unique frameworks 318 00:11:13,990 --> 00:11:16,930 that you're having your audience work on, 319 00:11:16,960 --> 00:11:18,670 like some of the ones that we just mentioned 320 00:11:18,700 --> 00:11:20,620 that we have, because it's going to help you 321 00:11:20,620 --> 00:11:22,570 to set yourself apart so that you're not 322 00:11:22,570 --> 00:11:24,850 just doing the same kind of work that 323 00:11:24,850 --> 00:11:26,500 they've seen from other people. 324 00:11:26,500 --> 00:11:27,790 They're doing something different. 325 00:11:27,790 --> 00:11:30,610 So, Diane, I know that when the workshop we 326 00:11:30,610 --> 00:11:32,650 had them do the brand voice canvas and the 327 00:11:32,650 --> 00:11:34,960 personal brand pillars, which is something 328 00:11:34,960 --> 00:11:37,210 we created, is we invented it. 329 00:11:37,210 --> 00:11:39,760 And so I know you've done a lot of personal 330 00:11:39,760 --> 00:11:42,040 brand workshops, not not just you 331 00:11:42,040 --> 00:11:44,380 facilitating it, but attending it or learned 332 00:11:44,380 --> 00:11:45,820 a lot about personal branding over the 333 00:11:45,820 --> 00:11:48,250 years. So can you tell us a little bit about 334 00:11:48,280 --> 00:11:50,480 kind of why having your own unique 335 00:11:50,480 --> 00:11:52,490 frameworks when you're presenting content is 336 00:11:52,490 --> 00:11:55,190 so helpful to the audience, but also helpful 337 00:11:55,190 --> 00:11:57,860 for them to then want to work with you. 338 00:11:57,890 --> 00:12:00,680 Diane Diaz: Yeah. So I have attended many, many things 339 00:12:00,680 --> 00:12:03,320 about personal branding, and I can tell you 340 00:12:03,320 --> 00:12:05,510 from that experience that I don't really 341 00:12:05,510 --> 00:12:07,040 remember anything about any of those. 342 00:12:07,070 --> 00:12:10,760 And so one thing that I think the framework, 343 00:12:10,760 --> 00:12:12,230 having your unique framework and 344 00:12:12,230 --> 00:12:15,500 incorporating that into your workshop and 345 00:12:15,500 --> 00:12:17,360 using it with the attendees is that it's 346 00:12:17,360 --> 00:12:19,940 more memorable, it's more memorable for 347 00:12:19,940 --> 00:12:24,110 them, and it helps them to sort of 348 00:12:24,140 --> 00:12:25,880 encapsulate the information you're sharing 349 00:12:25,880 --> 00:12:28,130 with them into a little container that's 350 00:12:28,130 --> 00:12:30,530 easy to remember, easy to digest, easy to 351 00:12:30,560 --> 00:12:33,470 work with, and it makes it more enjoyable, 352 00:12:33,470 --> 00:12:35,300 frankly, right. When we put it in sort of 353 00:12:35,330 --> 00:12:36,680 that little framework like that. 354 00:12:36,680 --> 00:12:39,200 So definitely create frameworks that you can 355 00:12:39,200 --> 00:12:43,040 use. I think it also just threads everything 356 00:12:43,070 --> 00:12:44,720 together more effectively. 357 00:12:44,720 --> 00:12:47,000 So it's not just this content dump, because 358 00:12:47,000 --> 00:12:48,640 if someone just comes and tells you a bunch 359 00:12:48,640 --> 00:12:50,140 of stuff about personal branding. 360 00:12:50,170 --> 00:12:51,550 Okay, great. 361 00:12:51,550 --> 00:12:53,530 But now I can't take that and then go do 362 00:12:53,530 --> 00:12:54,520 anything with it, because I'm probably only 363 00:12:54,520 --> 00:12:56,080 going to remember a fraction of it. 364 00:12:56,080 --> 00:12:58,060 But if you give me a framework and now I've 365 00:12:58,060 --> 00:12:59,530 done an exercise and I've written some 366 00:12:59,530 --> 00:13:01,540 things down. Okay, now I'm thinking. 367 00:13:01,540 --> 00:13:02,860 I'm thinking about how all the pieces fall 368 00:13:02,890 --> 00:13:04,510 together. It's like a puzzle, right? 369 00:13:04,510 --> 00:13:06,910 So the framework is hugely helpful. 370 00:13:07,540 --> 00:13:08,680 Carol Cox: Yes, exactly. 371 00:13:08,680 --> 00:13:10,690 And then they're taking it away from like, 372 00:13:10,690 --> 00:13:12,190 literally taking it away from them. 373 00:13:12,190 --> 00:13:13,930 So now you're staying top of mind. 374 00:13:13,960 --> 00:13:16,660 So we created a workbook a little kind of 375 00:13:16,690 --> 00:13:17,980 worksheets for them that were stapled 376 00:13:18,010 --> 00:13:20,110 together. And if you're watching the video 377 00:13:20,110 --> 00:13:22,180 which you can see on the podcast episode 378 00:13:22,180 --> 00:13:23,500 page, you can see I'm holding up the 379 00:13:23,500 --> 00:13:25,990 workbook here. So it has kind of the title 380 00:13:25,990 --> 00:13:28,300 of the workshop. It has a QR code for them 381 00:13:28,300 --> 00:13:30,610 to take our speaker archetype quiz. 382 00:13:30,610 --> 00:13:32,710 You can have a QR code wherever you want to, 383 00:13:32,740 --> 00:13:34,480 has a page about us, and then it has the 384 00:13:34,480 --> 00:13:35,800 different worksheet pages. 385 00:13:35,800 --> 00:13:37,930 So for example we have like the brand voice 386 00:13:37,960 --> 00:13:38,980 canvas here. 387 00:13:38,980 --> 00:13:41,110 So again we're having them take a few 388 00:13:41,110 --> 00:13:42,340 minutes to fill this out. But now they're 389 00:13:42,340 --> 00:13:43,360 taking it with them. 390 00:13:43,480 --> 00:13:46,540 So they have all of this branded by speaking 391 00:13:46,560 --> 00:13:47,880 your brand that they're going to keep with 392 00:13:47,880 --> 00:13:49,920 them because it's valuable content for them. 393 00:13:49,950 --> 00:13:51,270 We also have here's the bingo card. 394 00:13:51,270 --> 00:13:52,530 If you come back to the video you can see 395 00:13:52,530 --> 00:13:54,030 that a lot of fun. So yeah. 396 00:13:54,030 --> 00:13:55,710 So having your own frameworks, which is one 397 00:13:55,710 --> 00:13:56,910 of the things we also do in the Thought 398 00:13:56,910 --> 00:13:59,310 Leader Academy during that VIP day that we 399 00:13:59,310 --> 00:14:01,650 do with you one on one is that we're mapping 400 00:14:01,650 --> 00:14:04,380 out your talk based on your content and your 401 00:14:04,380 --> 00:14:07,230 ideas, and we're also helping you to develop 402 00:14:07,230 --> 00:14:09,390 your own unique framework, your intellectual 403 00:14:09,390 --> 00:14:11,400 property, if you don't already have one. 404 00:14:11,400 --> 00:14:13,200 So that's a lot of fun as well. 405 00:14:13,230 --> 00:14:15,510 Diane Diaz: I also think that the framework sort of 406 00:14:15,540 --> 00:14:18,150 elevate the content, meaning like if you go 407 00:14:18,150 --> 00:14:20,070 to a talk about any topic and they just 408 00:14:20,070 --> 00:14:21,840 talk, talk, talk, talk, talk, even if they 409 00:14:21,840 --> 00:14:23,190 have stories and engagement and all that, 410 00:14:23,190 --> 00:14:25,440 that's great. But if you go somewhere and 411 00:14:25,440 --> 00:14:28,800 there's a framework, it feels like, oh, they 412 00:14:28,800 --> 00:14:30,840 put a lot of thought into this, right? 413 00:14:30,840 --> 00:14:32,160 It feels more elevated. 414 00:14:32,160 --> 00:14:35,610 So now you are seen as more of a thought 415 00:14:35,640 --> 00:14:37,950 leader, as more of a professional in the 416 00:14:37,950 --> 00:14:39,300 space that you're working in. 417 00:14:39,300 --> 00:14:42,660 So it's a great way to not only, like Carol 418 00:14:42,660 --> 00:14:45,480 said, brand, you know, your your company and 419 00:14:45,480 --> 00:14:47,870 the work that you do, but also you as the 420 00:14:47,870 --> 00:14:49,940 person up there who's the go to for this 421 00:14:49,940 --> 00:14:50,870 topic. 422 00:14:50,900 --> 00:14:52,940 Carol Cox: Excellent point. I completely agree because 423 00:14:52,940 --> 00:14:54,710 so often we see speakers and workshop 424 00:14:54,710 --> 00:14:57,710 facilitators who use other people's content 425 00:14:57,710 --> 00:14:59,720 in their workshop, and it's fine to have, 426 00:14:59,750 --> 00:15:01,880 you know, to take 1 or 2 things, obviously, 427 00:15:01,880 --> 00:15:03,440 give credit to whomever you're taking it 428 00:15:03,440 --> 00:15:06,140 from, but you really need to create your own 429 00:15:06,140 --> 00:15:08,180 stuff because that's what's going to help 430 00:15:08,180 --> 00:15:09,470 you stand out. And to your point, then the 431 00:15:09,470 --> 00:15:12,020 audience is like, oh, well, if she can 432 00:15:12,020 --> 00:15:13,640 create this incredible, these, this 433 00:15:13,670 --> 00:15:15,560 incredible framework, and she obviously has 434 00:15:15,560 --> 00:15:17,360 put a lot of time and energy into this, then 435 00:15:17,360 --> 00:15:18,770 clearly she knows what she's talking about 436 00:15:18,800 --> 00:15:20,720 and she would be a great person to work 437 00:15:20,720 --> 00:15:21,980 with. All right. 438 00:15:22,010 --> 00:15:24,260 So that's so frameworks are a must. 439 00:15:24,290 --> 00:15:26,660 The other thing and this is where you may be 440 00:15:26,660 --> 00:15:30,230 surprised with workshops personal stories. 441 00:15:30,230 --> 00:15:32,180 And you know we talk about storytelling a 442 00:15:32,180 --> 00:15:33,860 lot on this podcast. And you know, if you're 443 00:15:33,860 --> 00:15:37,100 doing a keynote or a TEDx talk, stories are 444 00:15:37,100 --> 00:15:38,840 front and center. And you may think, well, 445 00:15:38,840 --> 00:15:41,210 workshops. But workshops are about the work. 446 00:15:41,240 --> 00:15:42,350 They're about learning. 447 00:15:42,350 --> 00:15:43,700 They're about training. They're about the 448 00:15:43,700 --> 00:15:45,840 activities. I don't need personal stories. 449 00:15:46,110 --> 00:15:48,510 But yes, you do need personal stories 450 00:15:48,720 --> 00:15:51,390 because that's what people remember and 451 00:15:51,390 --> 00:15:53,370 that's how you connect with your audience. 452 00:15:53,370 --> 00:15:55,440 And we shared some personal stories in that 453 00:15:55,440 --> 00:15:58,770 workshop, and it also helps the women to 454 00:15:58,800 --> 00:16:01,020 open up. So, Diane, how did you feel? 455 00:16:01,050 --> 00:16:02,400 You know, after we shared some personal 456 00:16:02,400 --> 00:16:05,520 stories, what was the kind of the vibe in 457 00:16:05,520 --> 00:16:06,330 the room? 458 00:16:06,840 --> 00:16:09,330 Diane Diaz: I think they felt more connected to us. 459 00:16:09,330 --> 00:16:11,370 So here comes a group of 50 women, right? 460 00:16:11,370 --> 00:16:13,590 They all sit down at the tables and it's us 461 00:16:13,590 --> 00:16:15,090 standing at the front and them at the 462 00:16:15,090 --> 00:16:17,010 tables. Right. So you feel you feel a little 463 00:16:17,040 --> 00:16:18,660 bit disconnected at the start. 464 00:16:18,660 --> 00:16:21,630 And then we start talking and going through 465 00:16:21,630 --> 00:16:23,400 different exercises. But then the personal 466 00:16:23,400 --> 00:16:24,540 stories come in. 467 00:16:24,570 --> 00:16:28,770 Then they feel permission to open up about 468 00:16:28,770 --> 00:16:30,210 their personal stories, because we did at 469 00:16:30,210 --> 00:16:32,790 some point ask for audience members to 470 00:16:32,820 --> 00:16:35,250 share. Well, now we've shared, right? 471 00:16:35,280 --> 00:16:36,900 We've opened up, we've been vulnerable, 472 00:16:36,900 --> 00:16:39,990 we've shared, they're more willing to share, 473 00:16:39,990 --> 00:16:43,970 which is going to embed and solidify what 474 00:16:43,970 --> 00:16:45,950 they're learning even more, because now 475 00:16:45,950 --> 00:16:47,870 they're applying it to their own personal 476 00:16:47,870 --> 00:16:50,510 stories. And other women then in the 477 00:16:50,510 --> 00:16:52,040 audience get to hear that, and then that 478 00:16:52,040 --> 00:16:54,080 models it for them. And so it sort of 479 00:16:54,110 --> 00:16:56,300 becomes this. I mean, it sounds sort of 480 00:16:56,330 --> 00:16:57,890 silly, but it's like this kumbaya moment, 481 00:16:57,920 --> 00:16:59,930 right? It's like because we're all sort of 482 00:16:59,960 --> 00:17:01,640 in this together and we're all supporting 483 00:17:01,640 --> 00:17:04,190 one another. But that is what stories do. 484 00:17:04,220 --> 00:17:06,050 That's what personal stories do. 485 00:17:06,080 --> 00:17:08,840 Carol Cox: Yes. And you as the workshop facilitator or 486 00:17:08,840 --> 00:17:11,660 the speaker, you have to role model that 487 00:17:11,660 --> 00:17:13,730 vulnerability. You have to role model that 488 00:17:13,730 --> 00:17:15,740 storytelling. If you want the workshop 489 00:17:15,740 --> 00:17:17,750 attendees to do the same, because you can't 490 00:17:17,750 --> 00:17:18,830 expect them to do it. 491 00:17:18,860 --> 00:17:21,020 I mean, some will, but, but, but if you 492 00:17:21,020 --> 00:17:23,150 don't do it first, then there may be more 493 00:17:23,150 --> 00:17:24,710 reluctant to do so. 494 00:17:24,710 --> 00:17:27,080 So that's the kind of the first thing when 495 00:17:27,080 --> 00:17:29,540 you think about your workshop design is the 496 00:17:29,540 --> 00:17:31,220 content. So make sure that you have that 497 00:17:31,220 --> 00:17:33,290 clear through line based on your topic, 498 00:17:33,320 --> 00:17:35,540 maybe making sure you're wrapping your 499 00:17:35,540 --> 00:17:37,220 information in your content and your 500 00:17:37,220 --> 00:17:39,830 activities under like three key lessons or 501 00:17:39,860 --> 00:17:41,330 kind of the bigger picture. 502 00:17:41,450 --> 00:17:43,690 Have some of your own unique frameworks that 503 00:17:43,690 --> 00:17:45,430 you're presenting to the audience and having 504 00:17:45,430 --> 00:17:48,340 them work on, and make sure you are also 505 00:17:48,370 --> 00:17:50,920 telling a few personal stories along the 506 00:17:50,920 --> 00:17:52,660 way. So that's the content piece. 507 00:17:52,690 --> 00:17:55,120 The next piece is the facilitation. 508 00:17:55,150 --> 00:17:57,820 Now obviously you want to make it fun and 509 00:17:57,820 --> 00:17:59,440 energetic, you know, especially if they're 510 00:17:59,470 --> 00:18:02,230 there for 90 minutes or a half a day or a 511 00:18:02,230 --> 00:18:04,930 full day. So we varied the activity. 512 00:18:04,960 --> 00:18:06,490 Some of them, they would spend a few minutes 513 00:18:06,520 --> 00:18:08,620 working quietly by themselves and writing 514 00:18:08,620 --> 00:18:09,850 things down on the worksheet. 515 00:18:09,850 --> 00:18:11,770 Sometimes they would talk to the person next 516 00:18:11,770 --> 00:18:14,140 to them or to the entire all the women who 517 00:18:14,170 --> 00:18:15,820 were at their table. 518 00:18:15,820 --> 00:18:17,950 And then we also had a few of the women get 519 00:18:17,950 --> 00:18:20,530 up and share in front of the entire audience 520 00:18:20,530 --> 00:18:22,060 what they had worked on, say, for their 521 00:18:22,060 --> 00:18:24,550 brand voice, canvas or some of the goals 522 00:18:24,550 --> 00:18:26,380 that they had. So it's a good idea to vary 523 00:18:26,380 --> 00:18:27,430 the activities. 524 00:18:27,460 --> 00:18:30,160 The other thing that we like to do at our 525 00:18:30,160 --> 00:18:33,970 workshops, which which we are always 100% 526 00:18:33,970 --> 00:18:35,890 committed to, and sometimes it works and 527 00:18:35,890 --> 00:18:38,500 sometimes it doesn't, was a dance party. 528 00:18:38,500 --> 00:18:40,900 So about halfway through the 90 minutes, you 529 00:18:40,900 --> 00:18:43,320 know, we knew we wanted to kind of make sure 530 00:18:43,320 --> 00:18:44,760 to bring up the energy in the room. 531 00:18:44,790 --> 00:18:46,350 You know, we've been sitting for a while. 532 00:18:46,350 --> 00:18:48,420 We wanted the, you know, the women to get up 533 00:18:48,420 --> 00:18:49,440 and move around. 534 00:18:49,440 --> 00:18:50,820 And what happened? Diane? 535 00:18:51,630 --> 00:18:53,340 Diane Diaz: Uh, we were the only ones dancing. 536 00:18:53,370 --> 00:18:54,540 It was just. Just you and me. 537 00:18:54,570 --> 00:18:57,300 That's all. So it was really a show, not a 538 00:18:57,300 --> 00:18:57,990 party. 539 00:19:00,510 --> 00:19:01,920 Carol Cox: Oh, we tried so hard. 540 00:19:01,950 --> 00:19:04,440 Diane Diaz: We really did. I think part of it was, and 541 00:19:04,440 --> 00:19:07,590 this is maybe a good lesson, is consider the 542 00:19:07,590 --> 00:19:09,780 audience and where they're coming from and 543 00:19:09,780 --> 00:19:11,580 time of day and everything. So these women, 544 00:19:11,580 --> 00:19:14,280 professional women, most of whom were in 545 00:19:14,280 --> 00:19:16,740 professional dress with high heels, so maybe 546 00:19:16,740 --> 00:19:19,470 that factored in somehow into them not 547 00:19:19,470 --> 00:19:20,940 really wanting to get up and dance. 548 00:19:20,970 --> 00:19:22,320 Right. So who knows. 549 00:19:22,320 --> 00:19:24,810 But and every group has its own dynamic. 550 00:19:25,080 --> 00:19:26,550 Carol Cox: Yeah, absolutely. But we did our best. 551 00:19:26,550 --> 00:19:29,040 But regardless, at least we had some music. 552 00:19:29,070 --> 00:19:30,570 At least we danced along. 553 00:19:30,570 --> 00:19:32,970 And it was probably memorable to them to see 554 00:19:33,000 --> 00:19:34,230 us just moving around. Right? 555 00:19:34,260 --> 00:19:38,190 Diane Diaz: Yes. And I will say we did add in fun memes, 556 00:19:38,190 --> 00:19:39,930 and the one, the meme that we used for the 557 00:19:39,930 --> 00:19:42,790 dance party was Elaine from Seinfeld and her 558 00:19:42,790 --> 00:19:43,840 terrible dancing. 559 00:19:43,870 --> 00:19:45,220 It's something about thumbs. 560 00:19:45,220 --> 00:19:46,240 If you look it up, you'll know what I'm 561 00:19:46,240 --> 00:19:47,530 talking about or if you're a fan. 562 00:19:47,530 --> 00:19:50,320 And I think even though they didn't want to 563 00:19:50,350 --> 00:19:52,090 dance, that was funny. 564 00:19:52,090 --> 00:19:54,310 And they loved that because everybody 565 00:19:54,310 --> 00:19:55,780 identified with it. 566 00:19:56,110 --> 00:19:57,850 Carol Cox: Well, yes. And that's a great point about 567 00:19:57,850 --> 00:19:59,980 humor. That's the other thing with workshops 568 00:20:00,010 --> 00:20:01,900 and, well, any presentation that you do, 569 00:20:01,930 --> 00:20:05,500 keynote conference, presentation workshop is 570 00:20:05,500 --> 00:20:07,660 make sure that you have intentionally put 571 00:20:07,690 --> 00:20:10,360 humor in, whether it's funny video clips, 572 00:20:10,360 --> 00:20:13,060 funny memes, things like that, because you 573 00:20:13,060 --> 00:20:14,950 need to lighten the mood and you need to 574 00:20:14,950 --> 00:20:16,990 make sure that people are having a good time 575 00:20:16,990 --> 00:20:19,360 and laughing. And it's not just all serious 576 00:20:19,360 --> 00:20:20,740 work that you're doing. 577 00:20:20,770 --> 00:20:22,390 Diane Diaz: Especially if your dance party doesn't work, 578 00:20:22,420 --> 00:20:23,920 then. Yes, exactly. 579 00:20:25,390 --> 00:20:27,250 Carol Cox: All right. So that so that was number two. 580 00:20:27,280 --> 00:20:28,750 Facilitation. Make it fun. 581 00:20:28,750 --> 00:20:30,490 Make it energetic. Your audience is going to 582 00:20:30,490 --> 00:20:31,720 take the lead from you. 583 00:20:31,720 --> 00:20:33,790 And if you're not into the topic, if you're 584 00:20:33,790 --> 00:20:35,980 not passionate and enthusiastic about the 585 00:20:35,980 --> 00:20:38,560 topic, they're not going to be either. 586 00:20:38,560 --> 00:20:40,230 So make sure you're presenting on a topic 587 00:20:40,230 --> 00:20:43,050 that you really enjoy talking about. 588 00:20:43,050 --> 00:20:44,640 So that was number two facilitation. 589 00:20:44,640 --> 00:20:47,310 Number three now is the lead generation 590 00:20:47,310 --> 00:20:50,100 piece. So the first thing is to think about 591 00:20:50,100 --> 00:20:53,490 what type of offer makes the most sense for 592 00:20:53,490 --> 00:20:55,530 this particular audience that you're doing 593 00:20:55,530 --> 00:20:56,610 this workshop for. 594 00:20:56,610 --> 00:20:58,170 It could be your primary offer. 595 00:20:58,170 --> 00:21:00,120 So our signature program is our thought 596 00:21:00,150 --> 00:21:01,920 Leader Academy. That's where most of our 597 00:21:01,920 --> 00:21:04,590 clients go through when they work with us. 598 00:21:04,590 --> 00:21:07,170 But we knew for this particular audience who 599 00:21:07,200 --> 00:21:09,240 are mostly professional women, the Thought 600 00:21:09,270 --> 00:21:11,430 Leader Academy was probably not the next 601 00:21:11,430 --> 00:21:13,890 step for them. After having just gotten to 602 00:21:13,920 --> 00:21:15,510 know us for the first time. 603 00:21:15,510 --> 00:21:17,610 And they may not even necessarily be 604 00:21:17,610 --> 00:21:20,130 speakers, or maybe thinking about speaking 605 00:21:20,160 --> 00:21:22,740 like they're maybe on much earlier in the 606 00:21:22,740 --> 00:21:25,680 process. And it just so happened that six 607 00:21:25,680 --> 00:21:27,480 weeks from that date that we were doing 608 00:21:27,480 --> 00:21:30,060 this, this workshop, we were holding an 609 00:21:30,090 --> 00:21:33,120 in-person speaking workshop in Orlando. 610 00:21:33,120 --> 00:21:36,750 So very similar location it was all these 611 00:21:36,750 --> 00:21:37,890 women were obviously local. 612 00:21:37,890 --> 00:21:40,160 They lived in Orlando who were coming to this 613 00:21:40,190 --> 00:21:42,110 free workshop that we were doing here for 614 00:21:42,110 --> 00:21:43,190 the Athena next gem. 615 00:21:43,190 --> 00:21:45,620 So we figured this would be a good offer for 616 00:21:45,620 --> 00:21:47,630 them, because it would be a way for to get 617 00:21:47,630 --> 00:21:49,610 to to know us. It was a lower price point 618 00:21:49,610 --> 00:21:51,200 than the Thought Leader Academy and they 619 00:21:51,200 --> 00:21:53,570 were already local, so that's why we wanted 620 00:21:53,570 --> 00:21:55,910 to make sure that that was the offer that we 621 00:21:55,910 --> 00:21:57,650 made. We made to them. 622 00:21:57,650 --> 00:22:00,200 So the way that we did this is throughout 623 00:22:00,200 --> 00:22:01,580 the workshop content. 624 00:22:01,580 --> 00:22:04,250 We made sure that we planted sale seeds. 625 00:22:04,250 --> 00:22:06,740 So we had client success stories that we 626 00:22:06,740 --> 00:22:08,330 shared, some of the women that we worked 627 00:22:08,330 --> 00:22:10,610 with and what brought them to us and how 628 00:22:10,610 --> 00:22:11,870 they've been successful. 629 00:22:11,900 --> 00:22:13,370 And so that's a great way to do that. 630 00:22:13,370 --> 00:22:15,200 It doesn't come off as salesy at all. 631 00:22:15,200 --> 00:22:17,720 It really comes off as an inspirational and 632 00:22:17,720 --> 00:22:20,240 aspirational point that you're making. 633 00:22:20,240 --> 00:22:22,700 We would drop things in like in our Thought 634 00:22:22,700 --> 00:22:24,590 Leader Academy. We work with our clients to 635 00:22:24,590 --> 00:22:27,260 do X, Y, and Z. It's literally one sentence. 636 00:22:27,290 --> 00:22:29,270 It's not a sales pitch, but you're letting 637 00:22:29,270 --> 00:22:31,610 the audience know the type of work that you 638 00:22:31,610 --> 00:22:33,440 do and who you work with. 639 00:22:33,440 --> 00:22:36,110 And so we planted those sales seeds along 640 00:22:36,110 --> 00:22:38,410 the way. And then here's what we did at the 641 00:22:38,410 --> 00:22:41,110 very end. And I want you to do this at any. 642 00:22:41,140 --> 00:22:43,840 In-person workshop or in-person presentation 643 00:22:43,840 --> 00:22:45,400 that you do, which is to. 644 00:22:45,430 --> 00:22:46,780 Have a feedback form. 645 00:22:46,780 --> 00:22:48,310 And again, people looking at the video, you 646 00:22:48,310 --> 00:22:50,080 can see me. Holding up the feedback form. 647 00:22:50,080 --> 00:22:52,780 So the feedback form we attach to the the 648 00:22:52,780 --> 00:22:54,400 rest of the worksheet pages is staple. 649 00:22:54,430 --> 00:22:56,350 But then at the end we have them separated 650 00:22:56,350 --> 00:22:57,550 rip rip it off. 651 00:22:57,550 --> 00:22:59,740 And then they fill in their name their email 652 00:22:59,740 --> 00:23:01,990 address, what they what their number one 653 00:23:01,990 --> 00:23:05,170 takeaway was, what they what they most 654 00:23:05,170 --> 00:23:06,910 enjoyed about the workshop and then say like 655 00:23:06,940 --> 00:23:08,860 whatever their next step is or something 656 00:23:08,860 --> 00:23:11,410 like that. So we so that's great because now 657 00:23:11,410 --> 00:23:13,840 you're getting testimonials that you can use 658 00:23:13,840 --> 00:23:15,940 from that workshop or that presentation that 659 00:23:15,940 --> 00:23:17,680 you just gave. So that's the first part. 660 00:23:17,710 --> 00:23:19,300 But the second part of the feedback form, 661 00:23:19,300 --> 00:23:21,490 this is what makes it literally gold is at 662 00:23:21,490 --> 00:23:22,900 the bottom. There are checkboxes. 663 00:23:22,900 --> 00:23:26,050 And these checkboxes are things like I'd 664 00:23:26,050 --> 00:23:27,880 like to schedule a consultation call to 665 00:23:27,910 --> 00:23:29,350 learn about working with speaking your 666 00:23:29,350 --> 00:23:31,990 brand. Or I'd like to hire a referral 667 00:23:31,990 --> 00:23:34,360 referral Carol or Diane to speak at another 668 00:23:34,360 --> 00:23:35,980 event or organization. 669 00:23:35,980 --> 00:23:38,920 So now you're collecting leads right here. 670 00:23:39,100 --> 00:23:41,200 And then the third checkbox I always do the 671 00:23:41,200 --> 00:23:43,810 last checkbox is please send me the PDF 672 00:23:43,810 --> 00:23:45,880 version of the workbook or the slides and 673 00:23:45,880 --> 00:23:47,290 add me to your email list. So something 674 00:23:47,290 --> 00:23:49,630 that's free like some type of lead magnet or 675 00:23:49,630 --> 00:23:51,880 opt in because that way they are at least 676 00:23:51,880 --> 00:23:53,350 checking that one off, and then it gives 677 00:23:53,350 --> 00:23:55,180 them more incentive to fill out the form and 678 00:23:55,180 --> 00:23:56,920 turn it back in because they're at least 679 00:23:56,920 --> 00:23:57,970 checking that one off. 680 00:23:57,970 --> 00:24:00,190 But I'll and the feedback form, you'll 681 00:24:00,190 --> 00:24:03,280 generally get at least a 50% return rate of 682 00:24:03,280 --> 00:24:05,650 them, oftentimes a lot higher than that. 683 00:24:05,650 --> 00:24:07,450 And then you'll get the check boxes. 684 00:24:07,450 --> 00:24:11,320 Because the reason we have people do this is 685 00:24:11,320 --> 00:24:13,600 that a lot of times we'll hear, well, can't 686 00:24:13,600 --> 00:24:15,520 they just fill out the survey online like 687 00:24:15,550 --> 00:24:17,680 talk a dot is a well known one. 688 00:24:17,680 --> 00:24:19,660 And yes, you can still do that and collect 689 00:24:19,660 --> 00:24:20,950 stuff online for sure. 690 00:24:20,950 --> 00:24:24,070 Or I have the QR code on the worksheet or on 691 00:24:24,070 --> 00:24:26,290 my slide. Can't they just click the QR code 692 00:24:26,290 --> 00:24:27,670 and go to the website or whatever? 693 00:24:27,700 --> 00:24:30,220 Yes, they could, but here's what happens. 694 00:24:30,580 --> 00:24:33,160 They love the they love what they heard at 695 00:24:33,160 --> 00:24:36,070 the workshop or at the conference, and then 696 00:24:36,070 --> 00:24:39,400 they go back to the office, or they travel 697 00:24:39,430 --> 00:24:41,320 back from the conference, or they go back to 698 00:24:41,350 --> 00:24:42,730 their laptop. And what happens? 699 00:24:42,760 --> 00:24:43,360 Diane. 700 00:24:43,390 --> 00:24:45,580 Diane Diaz: Never hear from them again. 701 00:24:46,090 --> 00:24:48,160 Right. Because we all have good intentions 702 00:24:48,160 --> 00:24:49,960 and then we get busy, something else comes 703 00:24:49,960 --> 00:24:51,400 up and then we forget about it. 704 00:24:51,430 --> 00:24:53,860 Carol Cox: Exactly. So you want to make sure that you 705 00:24:53,860 --> 00:24:56,200 are in control of who your leads are, and 706 00:24:56,200 --> 00:24:57,820 then you can reach out to them. 707 00:24:57,820 --> 00:24:59,800 So that way, after you get all the feedback 708 00:24:59,800 --> 00:25:01,900 forms collected, then you go and you send 709 00:25:01,900 --> 00:25:03,610 them a nice thank you. If they wanted the 710 00:25:03,610 --> 00:25:05,320 opt in, you send that to them. 711 00:25:05,320 --> 00:25:06,670 And then if they wanted to schedule a 712 00:25:06,670 --> 00:25:08,350 console call, send them your account, your 713 00:25:08,350 --> 00:25:10,870 scheduling link or dates and so on. 714 00:25:10,870 --> 00:25:12,790 So now you can follow up with them. 715 00:25:12,790 --> 00:25:14,710 And so that and that they don't have to 716 00:25:14,740 --> 00:25:16,540 worry about doing it themselves. 717 00:25:16,540 --> 00:25:18,730 But now here's the other thing that we did 718 00:25:18,760 --> 00:25:20,860 is on the back of that feedback form, we 719 00:25:20,860 --> 00:25:23,860 also had a form where they could register 720 00:25:23,860 --> 00:25:25,660 for that in-person speaking workshop. 721 00:25:25,660 --> 00:25:27,940 We were doing six weeks from them and we 722 00:25:27,970 --> 00:25:31,240 gave them an extra discount, an incentive, a 723 00:25:31,240 --> 00:25:33,220 fast action bonus. 724 00:25:33,400 --> 00:25:36,630 So to speak, if they signed up that same 725 00:25:36,630 --> 00:25:40,710 day. So that same day they had to register 726 00:25:40,710 --> 00:25:42,300 for the In Speaking workshop. 727 00:25:42,390 --> 00:25:43,980 The the in-person speaking workshop, 728 00:25:43,980 --> 00:25:46,350 because, again, we knew they may have good 729 00:25:46,350 --> 00:25:47,550 intentions of wanting to go. 730 00:25:47,550 --> 00:25:49,200 And the same thing happens. They get back, 731 00:25:49,230 --> 00:25:51,300 they forget about it, they delay. 732 00:25:51,540 --> 00:25:54,570 I'm in such a big believer in taking action 733 00:25:54,570 --> 00:25:56,460 and making decisions quickly, because 734 00:25:56,460 --> 00:25:59,490 otherwise decisions just hang over your head 735 00:25:59,520 --> 00:26:01,620 and then you wonder, should I do it? 736 00:26:01,650 --> 00:26:02,700 Should I not do it? 737 00:26:02,700 --> 00:26:04,710 And honestly, I want to take that decision 738 00:26:04,710 --> 00:26:05,970 fatigue away from you. 739 00:26:06,060 --> 00:26:08,520 So the way I do that is by giving you this 740 00:26:08,520 --> 00:26:10,800 extra incentive for them to just go ahead 741 00:26:10,800 --> 00:26:12,180 and sign up that day, and it works. 742 00:26:12,180 --> 00:26:13,860 So we had two women from that workshop who 743 00:26:13,890 --> 00:26:15,900 signed up right away, a few of the other 744 00:26:15,900 --> 00:26:17,880 women. And this was the challenge with women 745 00:26:17,880 --> 00:26:20,010 who work for other companies, is that they 746 00:26:20,010 --> 00:26:23,280 needed to get approval from their supervisor 747 00:26:23,280 --> 00:26:25,530 or their supervisor or supervisor in order 748 00:26:25,530 --> 00:26:27,510 to have the company pay for it, which we 749 00:26:27,510 --> 00:26:29,370 hadn't really anticipated because we don't 750 00:26:29,370 --> 00:26:30,810 work with a lot of women like that. 751 00:26:30,810 --> 00:26:32,310 So that didn't quite work out. 752 00:26:32,310 --> 00:26:34,310 But that's okay, because maybe they can do a 753 00:26:34,310 --> 00:26:35,570 future workshop that we're. 754 00:26:35,600 --> 00:26:37,340 Offering. So that so that was great. 755 00:26:37,340 --> 00:26:40,850 And so we got so mission accomplished. 756 00:26:40,850 --> 00:26:42,800 We got. Clients from this. 757 00:26:42,830 --> 00:26:45,920 We also got leads for other organizations 758 00:26:45,920 --> 00:26:47,330 who wanted to do. 759 00:26:47,360 --> 00:26:49,400 Similar training than what we did. 760 00:26:49,400 --> 00:26:52,160 So now we have leads for paid trainings for 761 00:26:52,160 --> 00:26:54,020 other companies who were there. 762 00:26:54,170 --> 00:26:55,400 So yeah, go ahead. 763 00:26:55,550 --> 00:26:58,730 Diane Diaz: Carol, I love the the way we structured that. 764 00:26:58,730 --> 00:27:01,640 We do a workshop and then the offer is a 765 00:27:01,640 --> 00:27:05,210 workshop because they saw right what action 766 00:27:05,210 --> 00:27:08,210 and learnings and takeaways sort of blew 767 00:27:08,240 --> 00:27:11,330 them away from that workshop that we gave at 768 00:27:11,330 --> 00:27:14,990 Athena. And then now they're going to come 769 00:27:14,990 --> 00:27:17,570 to a paid workshop. So imagine what that's 770 00:27:17,570 --> 00:27:21,020 going to be like. Right? So we sort of it's 771 00:27:21,020 --> 00:27:24,260 sort of a no risk situation for them, right? 772 00:27:24,260 --> 00:27:26,720 Because we've already proven to them in 773 00:27:26,750 --> 00:27:28,790 their minds that we can deliver. 774 00:27:28,820 --> 00:27:30,830 Right. So then purchasing to come to a 775 00:27:30,830 --> 00:27:32,830 workshop feels like no risk. 776 00:27:33,310 --> 00:27:34,930 Carol Cox: That's. Yeah. Excellent point. 777 00:27:34,960 --> 00:27:37,120 Right. The offer was very much aligned with. 778 00:27:37,120 --> 00:27:39,730 Yes. Literally what they were experiencing 779 00:27:39,880 --> 00:27:41,200 that morning with us. 780 00:27:41,890 --> 00:27:43,870 And so here's some of the feedback that we 781 00:27:43,870 --> 00:27:45,760 got on those feedback forms as well as on 782 00:27:45,760 --> 00:27:47,650 LinkedIn posts that women shared afterwards. 783 00:27:47,650 --> 00:27:49,690 So one woman said today's workshop was 784 00:27:49,690 --> 00:27:51,970 phenomenal. I feel like I leveled up so much 785 00:27:51,970 --> 00:27:54,490 today. I can only imagine the magic that 786 00:27:54,490 --> 00:27:57,550 happens with a full day, you see, right? 787 00:27:57,580 --> 00:28:00,010 And she signed up for that full day with us. 788 00:28:00,040 --> 00:28:02,020 Another woman said it was an outstanding 789 00:28:02,020 --> 00:28:03,130 program, the work. 790 00:28:03,160 --> 00:28:04,600 This workshop was my first. 791 00:28:04,600 --> 00:28:05,950 Definitely not my last. 792 00:28:05,950 --> 00:28:08,020 Thank you for the inspiration and knowledge 793 00:28:08,020 --> 00:28:10,300 shared. I'm feeling energized and ready to 794 00:28:10,300 --> 00:28:12,910 become a thoughtful storyteller, right? 795 00:28:12,940 --> 00:28:14,710 Another woman said, I really loved the 796 00:28:14,710 --> 00:28:17,020 energy of your workshop because it didn't 797 00:28:17,020 --> 00:28:19,570 feel like a workshop, but more like an 798 00:28:19,570 --> 00:28:22,840 inspirational conversation. 799 00:28:22,870 --> 00:28:23,770 Nice. 800 00:28:23,770 --> 00:28:24,880 Diane Diaz: That's what we want. 801 00:28:25,060 --> 00:28:27,700 Carol Cox: That's what we love to hear. Because thinking 802 00:28:27,700 --> 00:28:30,970 about these overall takeaways for you, if 803 00:28:30,980 --> 00:28:33,290 you're doing any type of presentation, 804 00:28:33,290 --> 00:28:35,210 including workshops, focus on the 805 00:28:35,210 --> 00:28:37,730 transformation you want the audience to 806 00:28:37,730 --> 00:28:40,820 have, not just a bunch of information for 807 00:28:40,820 --> 00:28:42,500 them to try to consume and do something 808 00:28:42,500 --> 00:28:44,690 with. Think about that bigger transformation 809 00:28:44,690 --> 00:28:46,430 you want for them and then walk them through 810 00:28:46,430 --> 00:28:49,160 that. The energy comes from you as a 811 00:28:49,160 --> 00:28:51,650 facilitator. Try the funny video clips. 812 00:28:51,650 --> 00:28:52,850 Try the dance parties. 813 00:28:52,880 --> 00:28:54,740 Right. See what happens. So what happens is 814 00:28:54,740 --> 00:28:55,820 you're dancing by yourself. 815 00:28:55,820 --> 00:28:57,170 Oh, well, I mean right. 816 00:28:57,590 --> 00:28:58,820 Diane Diaz: At least that's fun still. 817 00:28:58,850 --> 00:29:00,440 Carol Cox: Yeah, right. At least you're getting your 818 00:29:00,440 --> 00:29:03,170 energy up. Yes. Share your own personal 819 00:29:03,170 --> 00:29:05,600 stories. Even in workshops, they still make 820 00:29:05,600 --> 00:29:07,700 a big difference. And of course, incorporate 821 00:29:07,700 --> 00:29:10,910 fun and humor with what you are doing. 822 00:29:10,910 --> 00:29:12,860 So it was a great experience. 823 00:29:12,860 --> 00:29:15,050 Diane, thank you so much for co-facilitating 824 00:29:15,050 --> 00:29:16,580 that with me. And I'm looking forward to 825 00:29:16,610 --> 00:29:18,350 doing many more of those. 826 00:29:18,380 --> 00:29:19,550 Diane Diaz: Yes. That was so fun. 827 00:29:19,550 --> 00:29:21,290 I love a group of women like that because 828 00:29:22,130 --> 00:29:25,010 the energy in the room was amazing. 829 00:29:25,130 --> 00:29:27,410 Carol Cox: It was, and we still hear from them of how 830 00:29:27,410 --> 00:29:29,540 much they enjoyed it. So if you would like 831 00:29:29,540 --> 00:29:31,510 to discover your speaker archetype. 832 00:29:31,510 --> 00:29:33,430 One of our speaker archetypes is called the 833 00:29:33,430 --> 00:29:35,290 Fabulous Facilitator. 834 00:29:35,290 --> 00:29:37,510 We know you are out there who love doing 835 00:29:37,510 --> 00:29:39,040 workshops more so than you like. 836 00:29:39,070 --> 00:29:40,780 Say, speaking on a stage you're really not 837 00:29:40,780 --> 00:29:43,180 too keen, maybe on doing a keynote type of 838 00:29:43,180 --> 00:29:44,830 talk, but you really love doing workshops, 839 00:29:44,830 --> 00:29:47,140 which is great. Take our speaker archetype 840 00:29:47,140 --> 00:29:49,150 quiz because you're going to get 841 00:29:49,150 --> 00:29:51,670 recommendations for how to amplify what 842 00:29:51,670 --> 00:29:54,400 you're already great at, but then also how 843 00:29:54,400 --> 00:29:56,800 you can add to it to do some things that 844 00:29:56,800 --> 00:29:59,110 maybe you're not already doing so that you 845 00:29:59,110 --> 00:30:01,180 can wow your audience even more. 846 00:30:01,210 --> 00:30:03,070 That's an entirely free quiz. 847 00:30:03,130 --> 00:30:04,690 Ten multiple choice questions. 848 00:30:04,690 --> 00:30:07,030 Just take a few minutes to to get it, and 849 00:30:07,030 --> 00:30:08,650 then you'll get your results right away. 850 00:30:08,650 --> 00:30:10,750 You can take that quiz as speaking your 851 00:30:10,750 --> 00:30:13,870 brand.com/quiz again that's speaking your 852 00:30:13,870 --> 00:30:17,470 brand.com/quiz Diane, thank you so much for 853 00:30:17,470 --> 00:30:18,640 joining us today. 854 00:30:18,640 --> 00:30:19,870 Diane Diaz: Thank you Carol. 855 00:30:19,870 --> 00:30:21,100 Carol Cox: Until next time. 856 00:30:21,100 --> 00:30:22,360 Thanks for listening.