If you read Part 1 of this article, you learned why it’s so vital to pitch your speech (not yourself!) on a client theme call. Now, let’s look at the exact conversational steps you can take to generate excitement and close the deal.

You’re on your client theme call, and everything is going really well…

… you’ve learned about their audience,

… you’ve confirmed your speech is a good fit…

…, and it’s finally time to get them excited and make your pitch.

I’m sure you’ve been at this exact moment in a conversation at one point or another. It’s the point when all the nice chit-chat is over, and it’s time to get down to business.

But, with this call, you’re not trying to make a hard sell right over the phone.  Instead, you’re making a gentle transition into a pitch for a specific speech with just one goal in mind… get them so excited they can’t wait to book you!

Here, we’ll walk through the specific steps you’ll want to take during these important last 5 to 10 minutes of your phone call.

And it all starts with a magical transition phrase I never leave out…

Step #1: Use the Magic Phrase

“Given what I’ve heard today…”

Yes, it’s a simple phrase, but it works like gangbusters.  It’s the perfect way to subtly signal to your client that you will take a break from listening and start telling them what you (and your speech) can offer their audience.

This transition helps give them the impression you are listening closely, connecting the dots between the audience’s challenges and your speech, and making an in-the-moment decision on which of your speeches would be the perfect fit for their event.

Don’t forget that you’ll need to research the event, choose a speech that fits their audience, and decide on negotiation tactics based on their expected budget BEFORE you even start a client theme call.
7 Steps for a Client Theme Call (But Ask These 5 Questions First!)
A Client Theme Call only works if you’re well prepared and follow this basic process…

When you use this phase, you can usually go right into pitching the speech title and subtitle.  It might sound something like this…

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