Turning Likability Into Leads

How to Use Public Speaking To Generate Demand

Arel advocates for speaking as a tool to garner clients. Traveling, speaking, and helping people for 14 years

For Arel, the most crucial driving goal is to “Find the intersection of success and fulfillment”.

When you're a keynote speaker, you conduct a transaction, 1 hour of talking for ~$1,000.

He advocates speaking as a demand gen tool, even if you aren't being paid; you can still develop business relationships.

He emphasizes that this engagement is NOT A SALES PITCH!

However, a presentation to a room can present a shift in perspective where your service is the solution to a problem.

Credibility building is definitely a crucial element in lead generation and public speaking can establish rapport with an audience.

If I could lead my audience to see one thing differently, what would it be? What is the perspective shift? Getting the audience thinking - Naturally curious about who you are and what you do.

Eg. Don Miller - Storybrand giving free information and stories

Rather than trying to structure out a talk from scratch, Arel likes to ask people questions to get them to their ‘flow state’

Have to ASK THE RIGHT QUESTIONS and the ANSWER WILL BE THE UNFORCED STORY/IDEA.

You must start with some knowledge base or direction (where do you spend most of your time/what gets you excited).

All Aboard the Content Elevator

Arel's favorite thought experiment is known as the "content elevator" wherein he helps clients boil down to the most critical lessons.

Imagine an elevator where the numbers/floors represent specific moments in time. At some point, you learned the strategies/processes you use now, SO ‘you press the button to go back to the moment you started on the journey’.

For example, you started the journey at 25, Press 25, the doors open, and you are standing in front of your 25 y/o self. You only have a few seconds before the doors close.

“Hey, I know you’re about to start this new journey; it’s me from the future. I need to tell you (1 thing that will have the greatest impact)”

1 thing we wish we would’ve known, or what to be avoided

WHAT JUMPS OUT AT YOU IMMEDIATELY (which is likely exactly what you needed to hear consistent theme appears

What do I get most excited about?

What do I get angry at with the way other people work? What are they not getting?

Likability is Crucial

One of the main pieces that Arel stresses is having customers who buy into your philosophy.

Once you have that substance, ideas that are important, you can bring up case studies that demonstrate results through buying in

HUMAN EXPERIENCE IS 100% THE SAME NO MATTER WHERE YOU GO

Tap into the human experience, regardless of the audience

WE ALL HAVE EMOTIONS

Teenagers, marketers, CEOs

Do you know what it feels like to want to go after a goal but are restricted by the environment?

Do you know what it’s like to be alone in a crowded room?
Have you ever felt insecure?

Creating Memorable Narratives

People remember stories, not data. For Arel, the most memorable talks connect with your emotions (underlying themes).

Stories are what persist over time. Aesop’s fables have stood the test of time. If you can create an intriguing story, people tell it when you’re not there.