Entrepreneurial Insights Archives

Why One Speech Should Become Three: A Specialization Strategy

by Sharí | Dec 5, 2025 | B2B Lead Generation, Communication Skills, Influence, & Message Strategy, Entrepreneurial Insights, Event & Conference Marketing, Featured, Influential Communication, Presence-Forward Marketing & Sales, Thought Leadership

[FROM THE ELEVATED i NEWSLETTER]

“Perfection is achieved, not when there is nothing more to add, but when there is nothing left to take away.” — Antoine de Saint-Exupéry

“A wealth of information creates a poverty of attention.” — Herbert A. Simon

The Problem: One Talk, Too Much Information

Perhaps one of the most common mistakes I spot when working with a new client is that they try to fit a course’s worth of information into a single speech.

Chances are, your signature speech might actually have three speeches’ worth of content.

Realizing that is good news for two reasons:

This could unlock why past speeches fell short of bringing in more leads (even though it felt like a solid speech).
Looking ahead to 2026, you can deconstruct your current speech and have THREE speeches to offer events

If you feel like there’s something paradoxical about having a value-packedspeech that doesn't result in new leads or clients, you'd be 100% correct.

Logic would tell us that the more we put into a speech, the more compelled audiences will be to work with you.

But, alas.

We humans aren’t known for our rational decisions and behaviors.

In marketing, this phenomenon is often referred to as The Paradox of Choice.

Distilled: when you present people with too many options (or too much information), they will choose status quo—making no decision and taking no action.

How Cognitive Overload Kills Your Lead Generation

Common side effects of a should-be-3-speeches speech:

The audience experiences cognitive overload
They feel a need to process the information or “do some homework” before they’re "ready" to work with you
They are confused about what you actually do and provide (even though they learned things)
They’re exhausted
They checked out
They learned some new perspectives and “nice reminders” but they didn’t understand precisely how to apply it in their life/business.

When it comes to speaking, the more that's added, the less that sticks.

So, rather than trying to talk faster, there’s a better solution.

Specialize Into Three Focused Talks

Specialize the speech.

What you think is one signature talk could be 3-5 strong, specific talks.

And now is a excellent time to specialize your speech because (thanks to AI) people can find solid, overview-style answers to plenty of questions and problems.

Which means, today’s audiences are expecting (practically demanding) that speakers dive deep into topics.

We’re talkin’ nuanced.

We’re talkin’ niched.

We’re talkin’ “tell me perspectives and insights a robot can’t.”

The win isn’t “cover everything.” It’s to go deep on one thing that matters.

Here’s another great reason to split your speech....

When you talk to meeting planners, you can offer 3 strong options instead of just one. It moves the conversation from “if” to “which.”

And who knows, they might want to book you for multiple engagements.

Giving you more stage time with your ideal audiences.

Questions to Identify Your Talk Suite

Is your talk trying to do too much?

Ask yourself:

Can I state the one outcome in a single sentence without “and/also”?
Are there 3 distinct audiences who’d need different examples, context, stories, jargon, or metrics?
Do I have more than 2 frameworks in my speech?
Have you ever not gotten through all your slides?

If you can say yes to any of these, then you might have a suite, not a single.

Real-World Examples of Speech Specialization

We specialized Ben’s speeches into three audience types: individuals (professional development), organizations (cultural shifts), and men- or women-focused groups.
Eric shifted from broad marketing overviews to narrow marketing topics.
Elisabeth’s speech had a six-part framework. It was difficult to cover all six in shorter speeches, so we grouped them into three categories. That way she could drill deep into certain ones and lightly cover others. Plus, each category can be its own specialized speech.

Found this helpful?

Feel free to forward this to a colleague who also appreciates insights into maximizing ROI from speaking opportunities.

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What I Actually Read: 33 Books on Speaking, Business & Presence

by Sharí | Dec 4, 2025 | Communication Skills, Influence, & Message Strategy, Entrepreneurial Insights, Influential Communication

[FROM THE ELEVATED i NEWSLETTER]

"The reading of all good books is like a conversation with the finest minds of past centuries." — Descartes

"I have never let my schooling interfere with my education." — Mark Twain

Thank you to everyone who responded to my last issue. At the end of the featured article, I asked subscribers if you’d be interested in my book recommendations list and I was pleased by the enthusiastic responses!

Below are 33 books that have shaped my life and my profession. I’ve put them into 7 categories so you can skip to the sections that interest you most.

We start off with books that help you in the craft of writing, then move into improving overall communication skills, then wrap up with some business memoirs and philosophies on a well-lived life.

If you have a favorite book that’s not listed, reply to this email and let me know! I’d love to add some goodies to my reading list. 🤓

A Writer’s Mindset, Also Helpful in Business

The War of Art by Steven Pressfield
My most re-read book. Pressfield teaches us that resistance is a force that shows up whenever you're about to level-up, whether it’s in creative pursuits, business growth, or any adventure worth taking. This book reframes resistance from an enemy to a compass—a signal saying you're on the right track. Just push through.

Bird by Bird by Anne Lamott
Embrace the shitty first draft, break big projects into short assignments, and focus on the frame in front of you. The lessons apply far beyond writing.

The Artist's Way by Julia Cameron
Morning Pages, unlike journaling where you recount the day, is where you dump the head junk, gain clarity. It’s also a great mental health practice. Helps you act with intention—from decision-making to content creation to difficult conversations.

Big Magic by Elizabeth Gilbert
Fear will always be part of any creative or business journey. Gilbert's gift is teaching you to let fear come along for the ride without letting it steer.

Master Your Message

On Writing Well by William Zinsser
A must for anyone who considers themselves a writer. The writing in this book—both his and the examples he shares—always inspire. Clear writing is clear thinking. Zinsser offers the best practical guide on how to improve your writing.

Made to Stick by Chip & Dan Heath
This book breaks down the anatomy of memorable messages and gives you a framework to make sure your core idea is what people remember.

Storyworthy by Matthew Dicks
If you want to get into the nitty gritty of excellent storytelling, this is your book. Dicks teaches you how to find stories and craft them so they land.

On Public Speaking & Presenting (from Harvard Business Review)
A collection of essays on the craft of presenting. The best entry is the first one—How to Give a Killer Presentation by Chris Anderson, founder of TEDTalks.

The Referable Speaker by Michael Port
Written for those who want to be professional speakers, Port teaches you how to position yourself and show up in ways that make people advocate for you—the strategic difference between a one-time speaking gig and a reliable pipeline of opportunities. Plenty of insights into the business of speaking.

Building a StoryBrand by Donald Miller
Always make your audience the hero. This book teaches you to position your clients as the protagonist and yourself as the guide on their journey. This mindset will serve you in clarifying your speeches, funnels, sales calls, and web copy.

Sense & Style by Steven Pinker
If you really want to nerd out on writing, check this one out. Pinker’s motivation for this book came from having to read countless academic papers that were bloated with jargon and poor sentence construction. Sins also found in business works.

Influential Communication

How to Win Friends and Influence People by Dale Carnegie
A timeless classic, and with good reason. The communication foundation that every one should have.

Never Split the Difference by Chris Voss
Voss (a former FBI negotiator) teaches emotional intelligence in high-stakes conversations—directly applicable whether you're closing a client or navigating a speaking engagement.

The Coaching Habit by Michael Bungay Stanier
This book teaches you the discipline of curiosity—how to coach your clients, your team, and the room toward their own breakthroughs.

Pitch Anything by Oren Klaff
Grab attention, frame the narrative, and close when it counts.

Secrets of Power Negotiating by Roger Dawson
A punchier version of Voss’s negotiation book, but still tactical, practical, and street-tested. Dawson gives you the moves and counter-moves that shift leverage in your favor.

Nonviolent Communication by Marshall Rosenberg
The title is a bit of a misfire, but the content is pure gold. Communication grounded in empathy and honesty. This book teaches you how to express what you need and hear what others actually need—foundational for authentic presence, genuine connection, and collaboratively finding solutions.

The Power of Moments by Chip & Dan Heath
This book teaches you how to design experiences and engineering memorable moments.

Leadership, Entrepreneurship, & Business

The Daily Drucker by Peter Drucker
Drucker is the original systems thinker. These daily excerpts distill decades of management wisdom into bite-sized clarity. Essential for leaders who want to think strategically about their business, not just react to it.

It Doesn't Have to Be Crazy at Work by Jason Fried & David Heinemeier Hansson
Burnout is not a badge of honor. Fried and Hansson show how to build a sustainable, profitable business without sacrificing your sanity or your team's. A rebellion against hustle culture.

How to Get Rich by Felix Dennis
Dennis cuts through the romantic mythology of entrepreneurship. His advice pulls no punches and is grounded in decades of building real wealth.

Creativity, Inc. by Ed Catmull
How do you build an organization where creativity thrives? Catmull's story of Pixar is a masterclass in culture, systems, and the discipline required to do great work consistently.

Shoe Dog by Phil Knight
Knight's memoir of building Nike is a study in persistence, vision, and the unglamorous grind of building something real. A reminder that every business, no matter how iconic, started with someone willing to stay the course.

Personal Performance

Atomic Habits by James Clear
It’s been on everyone's “Top 10” productivity/habits list for a decade for a reason.

Procrastination by Jane B. Burka, PhD and Lenora M. Yuen, PhD
Provides insights into the psychology behind procrastination. Helps you get to root causes instead of only combating symptoms.

The Gap & the Gain by Dan Sullivan & Benjamin Hardy
For those measuring themselves against an impossible standard. Sullivan and Hardy teach you to measure progress instead—the shift from "I'm still not where I want to be" to "look at how far I've come." Essential mindset staying resilient in a growth journey.

Mindset & Philosophy

Meditations by Marcus Aurelius
A journal written by an emperor who’s trying to keep his head on straight among political pressures and the weight of the world on his shoulders. Ancient wisdom about what you can control and what you can't.

The Happiness Hypothesis by Jonathan Haidt
Haidt synthesizes ancient wisdom and modern psychology to produce a practical theory on happiness.

Man's Search for Meaning by Viktor Frankl
Psychologist Viktor Frankl survived the unthinkable as a prisoner at Auschwitz. This book teaches you that your ability to choose your response—to your circumstances, your audience, your fear—is the most powerful thing you own.

The Choice by Edith Eva Eger
Lesser known than Frankl's work, this book comes from another Holocaust survivor and psychologist, but a very different reading experience. Eger shares her personal story from her time inside a concentration camp and the trauma’s residual effects in the decades that followed. Beautiful insights on the choices within your control.

Mindset by Carol Dweck
Your beliefs about ability shape your reality. Dweck's fixed vs. growth mindset framework is foundational.

The Subtle Art of Not Giving a F*CK by Mark Manson
My favorite takeaway: problems are inevitable, so choose problems you enjoy solving. Manson's counterculture approach to self-help is refreshing. (Honestly, I snubbed my nose at the one and didn’t read it for years. As Julia Roberts said in Pretty Woman, “Big mistake. Huge.”)

Honorable Mention

Tiny Beautiful Things by Cheryl Strayed
Wisdom delivered with compassion and no bullshit. Strayed's collection from her advice column is funny, heartbreaking, and beautifully written.

How One Founder Landed Speaking Gigs with McKinsey, Cisco, and Zillow in 3 Just Weeks

by Sharí | Jun 20, 2025 | B2B Lead Generation, Entrepreneurial Insights, Presence-Forward Marketing & Sales, Thought Leadership

Most entrepreneurs wait until they “feel ready” to pursue speaking opportunities. Until they have the perfect talk title, a speaker reel, or a big enough audience.

Ming Cheng didn’t wait.

Instead, she acted. And within three weeks, she booked speaking gigs with McKinsey, Cisco, and Zillow, and turned some of those talks into clients.

No reel. No massive following. No fancy tools.

Just strategy and speed.

In April, I delivered a program on "Speak Once, Convert for Months." One of the attendees was Ming, founder of a sustainable office supplies company. Three weeks later, we crossed paths in person at Startup Grind Austin. Ming came up to me after the event and shared how much she loved my approach to presence-forward marketing, especially the idea of turning real-life interactions into business opportunities.

But that wasn’t the best part of our conversation.

She then told me how she took what she learned, implemented it, and crushed it. In just three short weeks, Ming had booked speaking opportunities with McKinsey, Cisco, and Zillow.

Naturally, I invited her to share the full story (and her strategy).

Here are the highlights from my conversation with Ming.

Contacting ERG Leads

As a former ERG lead herself, Ming knew that ERG leads are a great way to gain access into her target market—large companies with office buildings to manage.

If you're not familiar, ERG stands for Employee Resource Group. There are internal communities within companies, often organized around shared interests like sustainability, DEI, or professional development. An ERG lead is the employee who helps coordinate events and initiatives for that group.

Ming wisely pointed out that ERG leaders often struggle to find engaging speakers and event ideas. When she was in that role, she would’ve loved for someone to offer a helpful, ready-to-go program—so that’s exactly what she now offers.

In her outreach, she:

Offers to speak for free (because landing a client is worth more than a speaking fee)
Chooses a topic aligned with the ERG’s values
Adds a raffle prize to boost event attendance

It’s a playbook that’s working exceptionally well for her.

Cold Outreach

Ming naturally reached out to her network first. When that dried up, she did cold outreach. Bravely and strategically.

ERG lead isn’t usually a job title, and it’s rarely listed in someone’s bio. But Ming cracked the code by using LinkedIn search terms like "Green Team Lead." Even when the results weren’t obvious, she read profiles, posts, and comments to piece together who was likely the right contact.

Then she used a chrome extension Apollo (new to me!) to find their emails and sent short pitches. The whole process took her about 30 minutes per contact—and she did it all without using Sales Navigator!

The result? Ming booked a speaking gig with the McKinsey, one of the largest and most well-known consulting firms.

Even crazier, the speech was 48 hours later! It was a 15-minute speech and McKinsey is already a client for her sustainable office supplies service.

(So now you see what I mean when I say Ming crushed it!)

With that boost of confidence, Ming has gone on and used this playbook to spark conversations with Bain, Zillow, Pinterest, Microsoft, Waymo, Cisco (who she's already delivered another speech for), Reddit, and Atlassian.

Networking

Ming isn’t relying solely on cold outreach—she’s networking like a champ. She regularly attends Austin-based events, and many of those have opened doors with large companies as well.

The One Regret

Ming's one regret is that she didn't record the McKinsey speech. She nailed the talk and the audience was highly engaged, but she has no footage to show for it. Moving forward, she's going to prioritize recording future talks so that she can repurpose them for content and outreach.

No Need for a Speaker Reel

Let me underline this point: Ming did all of this without a speaker reel.

I hear from a lot of entrepreneurs who think they need one before they can start speaking. But of all the speaking engagements Ming has landed, only one person asked for a sample recording.

She didn’t have a flashy sizzle reel—just a Zoom recording from years ago and a slide deck. And that was enough to get booked.

So yes, it’s helpful to have a talk recording in your back pocket—but it doesn’t need to be high-production. A webinar, recorded speech, or podcast interview can absolutely do the job.

Follow-Up Strategy

After each talk, Ming follows up. She doesn’t just say thanks and hope for the best—she stays proactive and starts sales conversations.

She researches the company, identifies the person she wants to meet (like a facilities or office manager), and asks the event host:“Would you be willing to connect me?”

Then she gives them a short list of 3–5 names. And… they say yes.

She's building relationships and her speeches are the catalyst.

Speaking Success Doesn’t Require Fancy Tools. Just Follow-Through

If you've been waiting until you have the perfect reel or the perfect pitch, let Ming be your proof: you can start now.

What she’s doing isn’t flashy. It’s focused.

Her system works because she’s aligned her message with her audience, shows up consistently, and takes proactive steps to turn her speeches into sales conversations.

If you’ve been wondering whether speaking can really lead to high-profile clients: yes, it can.

If you’ve been telling yourself you need to wait until everything’s polished: no, you don’t.

What you do need is a message that opens doors, a plan that gets you in the room, and a follow-up strategy that turns those rooms into revenue.

And if you'd like help creating that strategy, you know where to find me.

Sharí Alexander helps B2B entrepreneurs and executives turn speaking engagements into more clients, without turning their talk into a sales pitch. Her clients routinely turn presentations into pipeline: about 30% of attendees raise a hand afterward—roughly 6× the industry benchmark.

This article was originally published in the Presence-Forward Marketing Newsletter.

People Over Platforms: 9 Brand-Building Strategies Beyond Social Media for Relationship-Driven Professionals

by Sharí | Jul 25, 2023 | B2B Lead Generation, Entrepreneurial Insights, Event & Conference Marketing, Presence-Forward Marketing & Sales, Thought Leadership

These days, branding and marketing are typically associated with the continuous cycle of content creation on social media. But you don't have to confine your branding and creativity to the borders of your Instagram grid or LinkedIn feed. More and more B2B brands are exploring alternative strategies to connect with their target market that don't require staying on the social media treadmill.

It's no secret that A.I. is expediting the commoditization of content. As a result, the value on live interactions has skyrocketed. Professionals who excel in relationship-building are experiencing a renaissance. Live events - both in-person and online - are regaining momentum and providing brands with opportunities for direct audience engagement with speaking and networking opportunities.

Here's a curated list of powerful strategies for building brand awareness and lasting connections that transcend the hamster wheel of posting on social media platforms.

Below are 9 presence-forward marketing suggestions along with:

why you should consider each
types of people and brands that are best suited for the strategy
estimated monthly time and monetary investment
plus behind-the-scenes traps and tips associated with the strategy

#1 Attending Events & Referral Marketing

Why You Should Consider It:

Attending industry events are a time-tested way for creating meaningful connections and receiving referrals.

By being a part of industry events, you position yourself as a proactive player in your field, earning you and your brand credibility and trust. By being a skilled networker, you tap into the power of word-of-mouth brand awareness, which is often more impactful than direct advertising.

Best Suited for People & Brands That:

Are keen on actively participating in industry activities,
Have a knack for socializing and creating connections,
Reside in or near a densely populated city, an industry-saturated town, or have the budget to travel
Know how to leverage their Contact Relationship Management (CRM) tools
Believe in the influence of strong peer recommendations

Monthly Time Investment:

Medium to high. Yes, planning for and attending events does take time, but for those skilled in this area, the investment often yields significant returns.

**Monetary Investment*:**

Medium to high. Attending events can incur ticket costs, travel, and accommodation expenses. However, don’t overlook the power of attending local industry events and association chapters. Registration fees often range vary from free to just $50.

* you can find a comprehensive breakdown of event expenses in this presence-forward marketing article

Behind-the-Scenes Traps & Tips:

Just like any form of marketing, targeting matters. Make sure you are strategic in choosing which ones to attend. Prioritize those with high relevance to your industry and clientele. Attend events of your peers and events where your clientele congregate.
Offer value. Be patient. Assuming you’re selling high-ticket, high-end services, your sales cycle is likely going to take longer than people who are selling a $97 product. It doesn’t matter if your building brand awareness online or in person, your clients need a little more time to learn about you, get to know you, and trust your expertise before they buy your services. So be careful of believing that online strategies are the hare and in person strategies are the tortoise. When it comes to B2B sales, I’d argue that skilled practitioners of interpersonal communication can still outpace the empty promises of many online strategies.
Scaling anything requires delegation. In my experience, most industry experts are familiar with ways they can delegate their online efforts. From buying templates, to hiring a V.A., to collaborating with a Message Strategy Consultant.
Woefully and also understandable, things get a mirky when it comes to delegating their rainmaking skills. While hiring and training a sales staff is certainly possible - and even necessary - for certain businesses, plenty of entrepreneurs and executives either don’t have the capacity to bring on sales associates or simply don’t want to because that’s the part of their work that they enjoy. In which case, the trick here is to learn how to hand over and/or automate certain steps in the sales process, without giving up the whole enchilada.

#2 Public Speaking

Why You Should Consider It:

I’m biased. Public speaking is how I kicked-off my 15+ year career in communication coaching and consulting. Public speaking is a skill that few people have and most people fear. AI is here to stay, but we are a long ways away from the bots being able to replicate the power and connection that comes from speaking in front of a roomful of fellow human beings. And few things catapult you as a valuable authority figure as quickly as standing on well-chosen stage.

Best Suited for People & Brands That:

Have charisma (NOTE: charisma can look a lot of different ways. Leaning into your strengths and quirks is key.)
Offer content that is actionable, valuable, and inspirational
Know how to leverage the opportunity to attract ideal clients for follow-up conversations
(Optional) Enjoy travel. For some, a lot of traveling isn’t necessary.

Monthly Time Investment:

Medium. Just like any worthwhile marketing strategy, there’s some “heavy lifting” on the front end in order to create replaceable processes and results. Speech strategies and preparations aren’t confined to your time on stage. Successful strategies integrate comprehensive pre-, during, and post- event processes.

Monetary Investment:

Low to Medium. While certainly can start speaking with practically no upfront cost, many professionals will invest in designers for their presentation decks, speech coaches to refine their skills, or printing costs for audience activities and leave-behind materials.

Behind-the-Scenes Traps & Tips:

There are different approaches and strategies between building a paid professional speaking business and utilizing speeches as a sales branch to sell your services. You don’t have to become a “pro” to build your brand with speeches.
Be careful to not over teach in your speech. I know it’s counter-intuitive, but overwhelming your audience with information leads to…well…overwhelm. And overwhelm leads to analysis paralisis, which means, they won’t put your content into action and get the wins you intend to speech to fasciliate. A lead generating speech needs to be inspirational, aspirational, and offer specific, actionable advice.

#3 Event Sponsorship

Why You Should Consider It:

Event sponsorships offer powerful channels for connecting with potential clients. Aligning your brand with the event’s theme or cause and can be a meaningful way to showcase your values and commitment to your industry or community.

Best Suited for People & Brands That:

Have the resources to sponsor events
Know how to leverage a multi-touch, multi-channel approach for connecting with audience members
Aren’t afraid to catch audience members’ attention with novel approaches that are outside the box of industry standards
Are willing to negotiate custom exposure opportunities with meeting planners
Can leverage speeches included in their sponsorships

Monthly Time Investment:

Medium. If you decide to just cut a check and slap your logo on some materials, then the time investment is very low. But if you’re taking a more active approach with your sponsorship, then it’ll be a bit of a sprint once or a few times a year.

Monetary Investment:

Medium to High. While there are plenty of high-ticket sponsorships, many clients are surprised at the affordability of some sponsorship opportunities. And knowing how to negotiate a “right fit” sponsorship deal can lead to significant visibility with a relevant events to increase your ROI.

Behind-the-Scenes Traps & Tips:

Choose your sponsorship opportunities wisely. Ensure the event aligns with your brand’s values, audience, and goals.
Be active in your sponsorship. Logo exposure won’t do much. Remember, your sponsorship can offer you touch points with your audience before, during, and after the event.
Be novel. Be playful. Events are an experience, even an escape, for your audiences. Offer something they’ll remember.

#4 Workshops or Webinars

Why You Should Consider It:

In person and virtual workshops provide an immersive and interactive way to share your skills, showcase your brand's capabilities, and directly connect with actively interested prospects. You can offer free or paid workshops, and you can also collaborate with sponsors for your workshops.

I know several consultants who have built multi-million dollar consulting practices who started out by consistently offering no-cost, in-person workshops with only 3-5 attendees in the beginning.

Two of my clients have had great success collaborating with local gyms and medi-spas by offering workshops to their members.

Best Suited for People & Brands That:

Are educators at heart and passionate about their topic
Enjoy facilitating interaction
Can resolve specific challenges their target market faces in order to move them into the next stages of their decision making and buying process
Know how to market their workshop to their current contacts, through collaborations, local media and sites, or, yes, online marketing (organic and/or paid)

Monthly Time Investment:

Medium to High. Organizing, promoting, and executing workshops can be quite time-consuming, but the reward lies in the direct engagement and relationship-building with your audience. Though, virtual workshops often require less heavy lifting.

Monetary Investment:

Low, Medium, and High. Virtual workshops cost practically nothing. Live workshops can be done on a dime all the way to baller status. Most people start out by testing the waters with minimal investment.

Behind-the-Scenes Traps & Tips:

Workshops have a lot of moving pieces - from promotion to execution. Be prepared and plan ahead.
In my experience, experts who are passionate about their topics do best with this strategy.
Provide specific, tangible results. Don’t treat this like a multi-hour commercial for your services. That will backfire.
As always, have a plan for the backend.
For in person events, make sure you have a limited liability insurance package that covers your event.

#5 Community Gatherings and/or Client Appreciation Events

Why You Should Consider It:

Workshops are designed with the intention to provide education. Community gatherings and client appreciation events are designed to provide experiences and connection. Community gathering can provide your target audience with a hands-on experience of your products or, if applicable, services. On the other hand, client appreciation events provide a valuable opportunity for your clients to grow their network and foster future opportunities

Best Suited for People & Brands That:

Enjoy throwing parties and are a good host
Can create meaningful and memorable experiences
Are detail oriented
Enjoy collaborating with vendors who compliment your products
Are skilled a facilitating conversations and creating connections

Monthly Time Investment:

High. Planning, promoting, and hosting events require significant time commitments.

Monetary Investment:

Medium to High. Costs typically include venue hire, refreshments, promotional materials, and possibly travel and accommodation. If you’re willing to put in the time and effort, collaborating with sponsors can offset some to all of your upfront costs.

Behind-the-Scenes Traps & Tips:

Most of the Traps and Tips mentioned for workshops also apply here. I would just add that a big part of your job for community gatherings is to facilitate networking and interactions among attendees. Don’t just say, “Now, network, everyone!” Offer creative structure and activities for your event. Ensure the event is truly about experience and appreciation, not pure self-promotion. Providing a genuine, enjoyable, and memorable experience should be the primary goal.

#6 Networking Calls & Customer Relationship Management (CRM)

Why You Should Consider It:

And oldie but a goodie, maintaining contact with your network holds immense potential for business-building. Support your efforts with a solid Customer Relationship Management (CRM) system to help you maintain and deepen relationships. These personalized touchpoints can strengthen connections and plant seeds for strong referrals and exciting opportunities.

Best Suited for People & Brands That:

Value personalized interaction
Interested in others just as much as they are interesting
Know when to offer value and go for the ask
Can be authentic and share successes without being a douche about it
Have a CRM and behind-the-scenes processes that fit their communication and work style

Monthly Time Investment:

Medium. Regular, meaningful networking calls require time, but a few conversations each week can sow seeds that lead to a wealth of opportunities.

Monetary Investment:

Low to Medium. While a good CRM system can involve some cost, the networking calls themselves require only your time.

Behind-the-Scenes Traps & Tips:

Networking calls should be more about listening and less about selling.
Use these calls to understand your contact's needs, offer help where possible, and strengthen the relationship.
While listening and connecting are critical in this process, you have to “talk yourself up” at some point. Make sure they also know what you’re up to, what you accomplish, and - when the time is right - how they might be able to help you.
CRM. Seriously. Success to this strategy means that your network will grow. You can’t keep it all in your head. Let technology help you here.
Outsource the steps you don’t need to be a part of, like scheduling your calls and handling your follow up emails.

#7 Thoughtful Gifts

Why You Should Consider It:

Thoughtful gifts can leave a lasting impression on your clients or partners. Check out books like Never Lose a Customer Again and Giftology for ways to be successful in this practice.

Best Suited for People & Brands That:

Have gift giving as one of their “love languages”
Know how to add a personal touch
Can creatively connect certain products to their brand’s message

Monthly Time Investment:

Low to Medium. The time spent will depend on how personalized and unique you want the gifts to be.

Monetary Investment:

Medium. Gifts don’t have to break the bank in order to make an impact.

Behind-the-Scenes Traps & Tips:

Maintain notes in you CRM with client interests and gift ideas
Have a monthly or quarterly budget for client and/or promotional gifting
Something with your logo on it (likely) doesn’t count as a gift. That’s marketing material. You can still give a gift and tie it to your brand without putting a logo on it and “making it about you.”
Curate your list of favorite gift sites and vendors so that your executive assistant can gift on your behalf.

#8 Direct Messaging

Why You Should Consider It:

Direct messaging (DM) allows for personal, one-on-one communication just without the need to schedule formal calls or meetings.

Best Suited for People & Brands That:

Value personalized communication
Enjoy the on-the-go style of DMs
Are committed to prompt replies
Can turn a DM conversation into a sale or a sales call

Monthly Time Investment:

Low, Medium, or High. Depending on how much you lean into this method, regular, meaningful conversations through DMs can take time. Parts of it can be outsourced or handed off to an executive assistant. You can smoothly weave in a DM approach with your networking call approach.

Monetary Investment:

None to Low. Other than the time investment, DMs do not generally require any financial expenditure unless automated systems or personnel are put in place to manage them.

Behind-the-Scenes Traps & Tips:

Some personalities do well with the whack-a-mole rhythms of DMs. For everyone else, I’d recommend having a set daily or weekly process for sparking and replying to DM conversations.
Add DM contacts to your CRM.
Pay attention to repeating patterns in your conversations. This will clue you into responses that you can template-tize and when you can loop in an executive assistant or sales associate.
Authenticity matters. Even if you’re using templates, all good sales practices - like being interested and listening - still apply.

#9 Virtual Roundtables & Open Office Hours

Why You Should Consider It:

Live sessions and virtual open office hours provide a unique platform for real-time engagement with your audience. This strategy allows you to answer questions, provide valuable insights, and engage in authentic conversations that enhance your brand's credibility and approachability.

Best Suited for People & Brands That:

Are comfortable with spontaneous Q&A
Enjoy fascilitating and guiding conversation
Have some tech savvy
Listen to the challenges of attendees - and create solutions for them
Enjoy building virtual communities

Monthly Time Investment:

Medium. Live sessions and open office hours can either require consistent time commitment or be one-off promotions. Beyond normal promotions, your preparation time is minimal due to the free-flowing format.

Monetary Investment:

None to Low. Costs are limited to reliable internet and a quality (or good-enough) camera and microphone.

Behind-the-Scenes Traps & Tips:

This can be a great space for market research, sparking ideas for content or product enhancements.
Because of it's extemporaneous format, the bar isn't set as high as other outlets - like prepared speeches. You can use these as a testing ground for newer material.
Don't over think it. Just dive. Because the format and technology are reletively new, you can create something unique to you, your skills, and your brand.

Conclusion

I want to emphasize this: the art of relationship-building isn't a one-size-fits-all proposition. It's about being authentic, genuine, and offering value where it's most needed. This list of strategies is by no means exhaustive, but it's a good starting point to help you navigate and prioritize your marketing efforts.

Remember, the magic really happens when you play to your strengths and adapt these strategies to your unique style and business goals. Maybe your brand thrives in event sponsorships or shines in the casual context of DM conversations. Or perhaps it's workshops and client appreciation events that really resonate with your audience. Wherever your sweet spot lies, dive in, experiment, and continually refine your approach.

Building meaningful relationships takes time and consistency, but the rewards — a strong, vibrant network, increased visibility, and robust business growth — are well worth the investment.

To all the relationship-driven professionals out there, here's to nurturing those connections and growing your brands in ways that feel good and bring real value to clients. Here's to your success!

Sharí Alexander

Founder - Elevated í

Executive Communication Coaching
& Message Strategy Services

When your words mean business
Contact - LinkedIn

Growing Your Business with Communication Coaching

by Sharí | Apr 19, 2023 | Entrepreneurial Insights, Influential Communication, Thought Leadership

You've heard it said that communication is at the heart of any successful relationship. And while the sentiment usually refers to romantic relationships, it's true for professional ones, too—be it with clients, colleagues, stakeholders, or team members.

That's why professionals, irrespective of their field or industry, can greatly benefit from communication coaching.

Good communication skills can have a direct impact on your performance, the rapport with your colleagues, and even your career and business growth trajectory. Conversely, lacking communication skills can become an invisible tether that's holding you back.

Professionals who are a driving force in their business have distinct communication challenges and aspirations when it comes to improving their communication skills. They need more than eliminating the occasional "um" from their presentations; the stakes are much higher.

Why Consider Communication Coaching

One essential tool to make any vision a reality is effective communication. It's about articulating your ideas, perspectives, and insights in a way that's not only clear but also intrigues and resonates with listeners.

Then, there's that pesky problem of being too close to your own message and situation. Communication is inherently nuanced. Having an outside perspective will help you see new angles and possibilities.

And each new level in your business and career comes with higher level demands for communications. More strategy, more relationship-building, more sales skills, more emotional intelligence, more mentorship. Communication skills can mold a brand, a culture, along with client and employee retention.

What It's Like Working with a Communication Coach & Message Strategist

Each communication coaching and message strategy session is tailored to the client's needs, addressing their specific strengths and areas that need improvement. Still, there are some general themes you can anticipate.

Start with the End in Mind: Your goals will be front and center. What do you want to achieve? How will you measure your progress?

Zooming Out and Zooming In: Professionals constantly shift between the bigger picture and the finer details. A coach will guide you to communicate effectively at both these levels.

Acknowledging Personal Strengths and Weaknesses: It's crucial to recognize and harness your strengths while understanding and navigating any hurdles.

What You Might Focus on with a Communication Coach & Strategist

Marketing: Your personal brand is integral. The key to any marketing effort is making sure that your message is aligned with you and your gifts, then pairing it with your goals.
Sales: Whether selling services to clients or selling ideas to stakeholders, selling requires rapport building, clarity, and narrative that can guide conversations.
Networking/Relationship-Building: Building a robust professional network is invaluable. As they say, your network is your net worth. Efficient networking not only broadens your horizons but also leads to exciting (and sometimes unexpected) opportunities.
Feedback Mechanisms: How you receive and incorporate feedback is essential to leadership and business growth.
Customer Experience: By working with a coach, you can ensure that your communication strategy is tailored to your customer's needs and preferences, resulting in a positive customer experience that drives customer loyalty.
Scaling Your Message: You can't be everywhere all the time, and that's why knowing how to scale your message (communicating effectively across multiple types of channels and media) is critical.
Leadership: Whether you're leading a team or part of one, leadership can be the most intricate of skills. Understanding team dynamics, delegating, resolving conflict, and motivating others are just the beginning.

A Communication Specialty You Might Consider: Thought Leadership

Each communication coach brings their distinct strengths. My expertise lies in incorporating thought leadership—a strategy that educates a target audience and sets the stage for brand and business growth. This approach includes:

Speeches: Presentations and speeches are pivotal for showcasing your expertise, building credibility, and creating valuable connections.
Event Sponsorships: Sponsoring events can also be fantastic exposure for your brand. Unfortunately, most professionals don't know how to get the most from their sponsorship opportunities.
Online Content: Understanding the vast digital space can be daunting. With the right strategy, you can make your presence felt, contributing meaningful content.
Intellectual Property: Intellectual property can set you apart. A coach well-versed in this area can help you create products and programs that serve your customers well and integrate into your top-of-funnel sales and marketing processes.

Remember, alignment is key. Your message and tactics must align with you, your strengths, and your goals. Trying to force yourself into a mold that doesn't feel right will only backfire. At higher-levels, cookie-cutter approaches become drastically ineffective.

If you believe my expertise aligns with your needs, please reach out using our communication coaching interest form. For any further questions, feel free to connect through the contact form. I'm here to help!

Idea Management for Subject Matter Experts and Fast Thinkers

by Sharí | Apr 14, 2023 | Entrepreneurial Insights, Featured, Influential Communication, Thought Leadership

For the thought leadership-inclined, having enough ideas is never a problem. Having too many ideas is the frustration, especially when those ideas swirl without turning into actual actions.

Subject matter experts may face this issue more than others since they constantly think of ways to serve and educate their target audience. But, if ideas only end up as a pile of post-it notes, neither the audience nor the business are well-served.

Leaders are pretty familiar with time and project management principles, but few have explored the fundamentals of idea management – the process of capturing, prioritizing, and iterating on ideas before they turn into actual projects and tasks.

Thankfully, technology is making idea management easier than ever before. The key is to use tools that match your communication style and can easily integrate into your preferred project management system.

Before we discuss tools and processes, let’s start with the first step in any idea management journey – finding your sandbox.

Pick Your Sandbox

A sandbox is a space where you can play with your ideas. It is a tool that makes it easy for you to brainstorm and explore ideas without the expectation of perfection. Having a sandbox gives you permission to freely explore ideas, which can be edited and iterated upon later.

Sandboxes come in many forms because everyone comes up with their ideas differently. Here 3 sandboxes you might consider:

Sandbox #1: Voice Memos

If you often find yourself having great ideas while on the go, then voice memos might be a great choice for you. And thanks to numerous AI tools, having a voice memo process is easier than ever.

Step 1: Pick your voice memo tool. Popular options include Otter, Telegram, Apple’s native Voice Memos, or Android’s Voice Recorder apps.

Step 2: Record your ideas. Talking out your ideas may be more natural for you than typing them out. Since your phone or smartwatch is on your person practically all day, every day, you can capture an idea in a voice memo without hardly missing a beat.

Step 3: Transcribe your audio. Use whichever AI transcription tool you like. I tend to use Telegram or Descript. Afterward, you can put both the audio and transcription in your project management system.

Sandbox #2: Morning Pages

Morning Pages is the practice of typing or writing down your thoughts stream of consciousness style.

When people struggle with writer’s block or feel stuck staring at a blank page, it’s usually because they haven’t given themselves permission to play or get messy with their ideas. Morning Pages is the act of giving yourself that permission.

Step 1: Pick a topic and type out whatever comes to mind. Structure and grammar are thrown out the window; just let your mind wander.

Step 2: Highlight the gems. Select and highlight the most valuable ideas as they appear. Then, just keep typing.

Step 3: Copy/Paste your highlights into your task management system. Grab the highlighted gems and put them into your to-do list.

Sandbox #3: Whiteboarding

This one is for those of you who think visually. In the past, whiteboards (or mind maps) were pretty much limited to analog options – sketches on paper, post-its on the wall, or actual whiteboards with dry erase markers. But thankfully, those days are behind us and digital whiteboards are just about everywhere.

Some of my favorite tools – like Canva and ClickUp – have added whiteboard functions. And Apple’s Freeform is a solid option as well.

Using whiteboards are particularly helpful when you want to play with the structure of an idea or figure out a workflow.

Step 1: Sketch out your ideas. Start with your central idea and branch out from there into related subtopics, examples, or stories. Move and rearrange the ideas until it “clicks” for you.

Step 2: Export or link your whiteboard into your project management system.

Prioritize & Manage Your Best Ideas

Let’s be honest, not all of your ideas are going to be great. That's why you need an easy way to sort through ideas and decide which ones to pursue.

If you don’t prioritize your ideas, your list becomes confusing and overwhelming. Prioritizing helps you quickly assess which ideas deserve your time and energy, and which ones can wait.

How to prioritize ideas:

Urgent – This indicates that an idea that has deadline associated with it. These are ideas that need to be done soon. I don’t use the “urgent” priority too much when working on thought leadership or content creation ideas, but I will use it if the idea is for an upcoming conference or calendar event.

High – High priority ideas are ones that align with company goals and speak directly to the problems and goals our ideal clients. These should take priority because they support your business objectives.

Normal – These are for good ideas, but ones that don’t quite yet hit the mark for one of the above criteria. They’re worth working on, but not until the urgent and high priority ones are taken care of.

Low – These are seedling ideas that lack clarity but have potential. They’re worth revisiting later, but not right now.

Idea Management Is Key for Thought Leadership

Managing your ideas is just as important as managing your time and your projects. Without a clear process for sorting through your ideas, you may find yourself overwhelmed and unproductive. By using these prioritization and idea iteration processes, you can focus on your best ideas that will make the biggest impact for your brand.

Tools and Workflows for Thought Leaders: How to Be Productive and Creative

by Sharí | Jul 14, 2022 | B2B Lead Generation, Entrepreneurial Insights, Thought Leadership

As a business owner, I'm always on the lookout for ways to improve my processes. Anything that can help me be more productive and creative, then the happier my team, my clients, and I are. Below are tools and workflows that I have found to be particularly helpful in leverage my time, delegate tasks, and foster creativity.

Morning Pages

I've written about this practice extensively - sharing why I keep up with Morning Pages and how I leverage Morning Pages for my work. Writing my Morning Pages every day helps me clear my mind, focus on my priorities, and generate new ideas. Over the years, I've switched from writing by hand to typing my Morning Pages in Google Docs, and now I keep them in Notion.

Notion

Speaking of Notion, this is another tool I've grown to love. Notion is incredibly versatile and can be used for a variety of purposes. For me, it serves as my company wiki, my editorial calendar, and our family's recipe cookbook (just to name a few ways I use it). I find that Notion is particularly helpful for big-picture thinking and brainstorming. In addition to housing our SOPs, I also use notion as a creative space for product development. Many people also use Notion as their project management tool, but for me, I find ClickUp more suited for those needs.

ClickUp

Ah, ClickUp. This, like Notion, has been a gamechanger in my business! ClickUp is my project management software and my CRM. I use it to track projects, tasks, client work, sales pipeline, and contacts. ClickUp is incredibly powerful and customizable. It's been essential for keeping track of all the moving parts in my business.

Telegram is a tool I use both personally and professionally. I love using it to stay in touch with friends and also for communicating with clients. Clients can easily talk through their questions and ideas in a voice message, and then get my answers and feedback. Hearing each other's tone in messages enhances the coaching experience tremendously compared to emails back and forth.

I also use Telegram when I'm on the go to record messages when I get hit with flashes of inspiration. Those recordings then get added to ClickUp and turned into tasks.

Canva

Next up is Canva. What a beautifully helpful, user-friendly tool. Now, some design purists might snub at Canva and I get it. There are certainly other professional-grade options out there. And there are plenty of situations in which those should be used. But Canva provides so much agility for me and my team.

We use canva for presentation slides, case studies, digital and print ads, lead magnets, and more. Their new AI functions - like image creation - are pretty handy as well.

I also use Canva as my mind mapping tool for larger projects.

Honorable Mentions - Personal Productivity

Under the umbrella of personal productivity, these apps also get used daily.

Spotify for podcasts, LoFi and binural beats for deep work. Freeletics for work workouts so I don't have to spend mental energy on what my workout for the day should be. Down Dog is my daily dose of peace with yoga, meditation, and breathwork.

Whether you, too, are an entrepreneur or just looking for ways to be more creative and productive, I recommend you give these tools a whirl!

Embracing Resistance: A New Approach to Marketing for Entrepreneurs

by Sharí | Mar 16, 2022 | B2B Lead Generation, Entrepreneurial Insights, Event & Conference Marketing, Featured, Influential Communication, Presence-Forward Marketing & Sales, Thought Leadership

As entrepreneurs, we all experience some resistance when it comes to marketing and promoting our services. With so many marketing outlets and strategies being touted as the "must-do," it's overwhelming and difficult to know which ones are the right fit for our business models. And typically, resistance to a particular marketing activity stems from it not aligning well with our communication style, creative process, or preferred way to connect with our target audience.

But instead of trying to push through these resistances, entrepreneurs have another option: to embrace resistances as creative constraints and accept them as potential strengths and differentiators.

As a communication coach and message strategist, I’m very familiar with the resistances entrepreneurs feel when they want to expand their brand to a wider audience. Everyone starts off with a handful of “shoulds” for their message: I should be posting on social media more often, starting a podcast or recording videos, creating more products, writing, etc.

Being blinded by shoulds can prevent any entrepreneur from seeing alternative message strategy options that would better align with personal preferences and professional goals. And so, I encourage them to take a step back and think about what they enjoy and what feels authentic to them.

For example, most entrepreneurs believe they should step-up their online game. And while that certainly could be in the mix of things, many forget to consider how attending or sponsoring conferences can be a lead machine. How hosting client gatherings can quantum leap your referrals. And how implementing simple structures to a sales processes can quickly ramp up growth.

The truth is, there’s no one-size-fits all solution when it comes to marketing and promotions. What works for one entrepreneur and business model may not work for another. What works for one entrepreneur and business model may not work for another. By understanding our own resistances and preferences, we can find communication outlets that feel authentic and enjoyable. When we enjoy our outreach efforts, we're more likely to stay consistent and reap the long-term benefits.

So, the next time you feel resistance to a marketing activity, don't try to push through it. Embrace it and reframe it as a potential strength. With this mindset, you can find communication outlets that work for you and ultimately help you achieve your goals.

Discovering Your Inner Voice: The Benefits of a Pocket Dimension

by Sharí | Feb 2, 2022 | Entrepreneurial Insights, Featured, Influential Communication

Every day, I reach for my phone, open Telegram, and record a voice message that gets sent into a Pocket Dimension. But before I can explain what the Pocket Dimension is, please allow me to take you back to 2012 in West Hollywood at a rooftop yoga workshop where I met Sabrina.

The event was sponsored by Lululemon and had everything you want from a Hollywood adjacent gathering. Beautiful views of the city. A yoga instructor that was both edgy and chill. A shavasana accompanied by a professional didgeridoo player. And, of course, socializing with free cocktails afterwards.

Sabrina and I hit it off right away. We both were originally from Oklahoma, building our coaching practices, and she liked my Darth Vader t-shirt. We became friends and would occasionally help each other brainstorm solutions to business challenges.

Six years later, she’s now the person I talk to on basically a daily basis as we hop into our Pocket Dimension, where we hold each other accountable to our goals, confess our challenges, and celebrate our wins.

What started as a simple accountability-buddy process, became a safe place for simply processing out loud. Our voice messages and texts, while still focus on our daily tasks, also became a space where we could hear ourselves think. Literally.

And so, a Pocket Dimension is simply a place where you can slow down and think out loud. And when you continue the practice, you’ll likely experience the following:

Hear Yourself Think, Hear Your Intuition

Sometimes, all you need is just a moment to hear yourself think. External processing in a Pocket Dimension helps you get out of your head and hear your intuition. Talking out your thoughts helps you tune into what your gut has been trying to tell you all along.

Pattern Recognition

Consistently popping into the Pocket Dimension helps you notice underlying patterns - both good and bad. Once you've avoided the same type of task enough times, you start considering ways to delegate it. Once you've struggled to get results from a team member enough times, you consider new approaches on how to connect and communicate with them. Once you've put a "game-changing" project on the back burner enough times, you get curious about what the real resistance is.

One of the best parts about the Pocket Dimension is that it reveals what you truly enjoy doing and what you're really good at (and should probably be doing more of). The Pocket Dimension helps you see what should be delegated and where you should be putting more of your time and energy. Seeing patterns means you can either break them, change them, or even duplicate them when they're serving you!

Word Choice Awareness

Noticing your language patterns helps you be a more mindful communicator. Your words matter. When your past word choices haven't gotten the results you're looking for, the Pocket Dimension helps you ask:

Is there a different way to describe this?

What reframe could make this more enticing/fun/positive/etc?

Am I describing this in a way that serves me? My audience? My team?

The Pocket Dimension is a place where you can be messy with your words so that your words can be used with more intention when you're back in the "real" world. It's a safe space to explore your thoughts, feelings, and ideas without fear of judgment or interruption. I’m grateful to have Sabrina as my Pocket Dimension buddy.

If you have a friend or colleague who could also benefit from a little accountability, try using an app like Telegram for consistent check-ins. The practice might help you both in more ways than one.

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