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Grow Your Network through Summit Speaking with Steph Wharton
Episode 3615th March 2022 • Virtual Summit Success • Jenn
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Making connections is one of my favorite things about speaking in summits! You get the opportunity to connect not only with the host, but also the other speakers and the attendees. It can sometimes be hard to figure out how to make the right connections, though, so I invited Steph to share her strategies for making connections at summits and you're getting a sneak peek of her Sell With a Summit: Speaker Edition session today. Those connections can go a long way in your business, so let's get started!

Get Steph's resource for making connections at summits

Want to learn more about booking more summit speaking engagements and making more money from them? Get access to the rest of Steph's session - and more! - so you can up your summit speaking success at https://sellwithasummit.com/speakeredition/

Learn more about Steph at https://stephwharton.com

Mentioned in this episode:

Summit Speaker Strategy Audio Training

If you want to learn more about summit speaking strategies and how you can use it to grow your business, jump over to virtualsummitspeaking.com. I put together a free audio training that you can take on the go in your regular podcast player!

Speaker Audio Training

Transcripts

Jenn:

Welcome to Virtual Summit Success.

Jenn:

I'm Jenn, founder of Virtual Summit Search, and you're in the right place

Jenn:

if you want to make the most of your virtual summit experience, whether

Jenn:

you're a host or virtual summit speaker.

Jenn:

Let's get going with your next step to virtual summit success.

Jenn:

Making connections is one of my favorite things about speaking in summits!

Jenn:

You get the opportunity to connect not only with the host, but also the

Jenn:

other speakers and the attendees.

Jenn:

It can sometimes be hard to figure out how to make the right connections,

Jenn:

though, so I invited Steph onto Sell With a Summit: Speaker Edition to share

Jenn:

her strategies for making connections at summits and you're getting a

Jenn:

sneak peek of her session today.

Jenn:

Those connections can go a long way in your business, so let's get started!

Steph Wharton:

Hey there.

Steph Wharton:

My name is Steph Wharton and I'm really excited to be talking to y'all today

Steph Wharton:

about how to gain massive exposure into untapped audiences - that's people

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that you currently have no connections with - all by making connections,

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yes, inside of summits and honestly, inside of your business in general.

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But I know a lot of us haven't met each other before.

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Maybe we have, maybe you've seen me on Instagram.

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Maybe you've seen me speak inside of a different summit, but for

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those of you that obviously were like, who on earth are you?

Steph Wharton:

Don't worry.

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I'm about to do a little bit of an introduction so we can get to know

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each other a little bit better.

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But before I do so, I want to share something with you that in all honesty,

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I feel like you're probably really familiar with all of that, and that is

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the entire concept around vanity metrics.

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You've probably seen it in context with Instagram, right?

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Having so many followers, having 10K followers, having the swipe up feature

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because of all those followers, right?

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But as much as you are familiar with that, you've probably also heard

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the common and popular concepts that numbers don't actually matter,

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that follower count doesn't matter.

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So I'm here to show you exactly why I believe that followers, vanity metrics,

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and all that stuff doesn't actually matter and how you can still gain massive

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exposure into those untapped audiences and - queue - make more sales regardless

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of the size of your current community!

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So regardless of your followers, regardless of your email list, those

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vanity metrics, honestly don't matter.

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So this is all thanks to visibility because through visibility, you can

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actually go ahead and make really meaningful connections and utilize a

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signature visibility framework that I am absolutely obsessed with that can help

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you do things such as making $22,000 from a single podcast interview or attracting

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over 1500 people into, let's say your challenges, your workshops, things that

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you're putting on for free - or maybe even paid - and even get to invited to

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speak inside of masterminds and get paid for it because yes, you can actually get

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paid to guest speak by multi-six figure entrepreneurs with massive audiences.

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I'm talking about like 20,000, 40,000 plus.

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What would that feel like having that much exposure into people who could be dream

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clients who have no idea who you are yet?

Steph Wharton:

But it's all possible through my signature visibility framework.

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Whether it's a summit, whether it's a podcast or some other visibility

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strategy, you can actually go ahead and monetize that exposure.

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And it all starts - you guessed it - with the connections

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that you make starting today.

Steph Wharton:

So let's go ahead and get that introduction out of the way.

Steph Wharton:

I am Steph, the freaking queen of leadership and visibility.

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And like you can probably guess, I'm here to share with you the exact methods

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that allowed me to build a successful coaching business, where the connections

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that I make actually lead to being invited to speak on summits, to get

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interviewed in podcasts, and collaborate with other leaders in the online space

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in ways that are going to bring in new clients into your business on autopilot.

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So other than the business side, when I'm not coaching clients on all things

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business, you can find me with a big glass of red wine watching Spanish

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shows on Netflix and making paella.

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It comes out delicious.

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I know I'm a little bit biased, but that's my schtick.

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And let's be honest, I'm daydreaming of one day living on a Spanish Villa.

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So go ahead and follow me because one day I'm making that dream a reality.

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Okay, let's dive in.

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That is enough of an introduction.

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Making connections inside summits as -yes - a speaker, because I know a lot of you

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inside of this summit are either looking to speak on multiple summits and gain

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more exposure and just be able to attract and connect with a lot more people.

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And some of you may have already been an expert on top of like, a panel or a

Steph Wharton:

summit, whether virtual, maybe even a live conference, but you're looking for

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different ways in which you can enhance that experience to leverage that and

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see more results, essentially, inside of your own business - whether that's more

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followers, more money, again, just more exposure, build up that authority, that

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leadership as the go-to expert in the online space - whatever you're looking for

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as part of a transformation - connections, visibility, speaking, being that authority

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- is something that can help get you there.

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So let's talk about that a little bit, right?

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Like that authority, because when you're a speaker, you automatically

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are positioning yourself as a leader.

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Don't you think so?

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You're showing up, you're speaking on a virtual stage on your area of expertise.

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You're essentially sharing a lot of value or perhaps some interesting like insight

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or perspective that you might have.

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That's different than what people may have already been exposed to, so

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you're showing up and you're sharing all of this with the masses, which

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thousands and thousands of people who are there to specifically listen to you

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speak, to specifically learn on that topic that you are so well-versed in.

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And sometimes those people that are attending those summits are even

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paying, if let's say they've upgraded for the VIP summit experience, so

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they're paying to be in your energy to be inspired by you, to be mentored by

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you, to learn something and take that away into their own business or life,

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depending on the industry that you're in.

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So with all that leadership, why let it end with the summit, right?

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Why not leverage it; leverage that leadership and

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visibility to open more doors?

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What I'm talking about is creating genuine relationships - keyword:

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genuine - with folks during a summit and within your business

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overall, to create new opportunities for you, such as collaborations,

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new leads and - yes - sales.

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Now, when it comes to making these connections, or honestly, when it comes

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to speaking on a summit overall, some of the common mistakes that I keep seeing

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speakers make time and time again - and this is from past experiences, as I've

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been a speaker inside of multiple summits by now - is that a lot of people tend

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to submit the material as a speaker, they promote for the summit - let's say

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for that week, two weeks, depending on what the standard requirement is or how

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much they want to do - and then they move on without creating any connections

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with other speakers or the attendees.

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So it's kind of like in, out, done.

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Now, another mistake I tend to see is positioning yourself as that authority,

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that expert, that leader, whatever you want to call it; I know a lot of

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people have different preferences on how you communicate that leadership.

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Regardless, you position yourself as such and what you miss the mark in, I'll

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say specificall,y is not necessarily that if people see the real you.

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So it's all teach, teach, teach, teach, here's your value, goodbye.

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There's a lot of missed opportunities there.

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And finally is viewing other speakers or leaders in your industry as competition.

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We're going to go ahead and touch a little bit on that and how you can

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leverage those communities and people so that everybody can succeed, right?

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We all get results and it's not about, "oh, they're succeeding.

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They're doing this either better or earlier or faster than me," right?

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We're abolishing that altogether.

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So I want to show you a little bit of the summit timeline.

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In my experience, what I've seen is very common.

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You go through the motions.

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Like I said, one of the common mistakes is creating and submitting the material

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you see at the very top, right?

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You submit that, you promote the summit to your community

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on Instagram, your emails, etc.

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And then, if you're aware of this, and this is something that you do inside

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of your business, you plug a lead magnet, which to be perfectly honest

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is a great way to utilize visibility through a summit in order to capture

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those leads and then continue to build relationships, continue to connect

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with people on a more personal way, and maybe even go ahead and promote and sell

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within an email sequence after the fact.

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Now, the problem - why this is one of those things that some people do, the

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lead magnets, some people don't, but it's still kind of like missing the mark - is

think about it:

on any given summit you might have anywhere between like 10, 30,

think about it:

maybe even 40 speakers who are sharing on their own area of expertise, right?

think about it:

So as an attendee, you are now signing up to all these lead magnets.

think about it:

You're learning from all these amazing experts, but then once, either that

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presentation is over or the summit itself is over, you are now flooded

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with hundreds of emails, being like, "Hey, thank you so much for attending!

think about it:

Hey, it was so nice to meet you.

think about it:

Hey, this is my other freebie.

think about it:

Hey, do this.

think about it:

Hey, buy from me," right?

think about it:

So although those are very well-intended and they are very successful - those

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funnels do convert very well - the problem is it's a lot of noise.

think about it:

So for the attendees to be able to properly remember you, properly care

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about you as a speaker and then go through your funnels, it's a little bit hard.

think about it:

You're one in about a hundred emails, flooding their inbox,

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and that's just the summit alone.

think about it:

Imagine all the other things they've subscribed to.

think about it:

So when we look at the bottom side of this timeline there, these are

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all the things that you can do in terms of building really meaningful

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connections with people in order to be remembered more, in order to get people

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to actually click on your emails or to just connect with you in general,

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even if you don't have a lead magnet, and even if you don't have a funnel.

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So in that case, we are looking at connecting with summit hosts - the

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person that actually put this amazing summit together - then connecting

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with summit speakers - all the other leaders that yes, could be competition,

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or we could get over our ego and say, these could be amazing, let's say

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business besties or collaborators, or just people to inspire us, right?

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And finally connect with the attendees.

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Now, regardless of whether it's the host, the speakers, or the attendees,

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you can continue to build and nurture those relationships both during the

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summit and outside, in order to build relationships that are more substantial

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as opposed to surface level relationships.

think about it:

So the importance of connections is that they can actually help you

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generate sales directly and indirectly.

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And I find that the indirect version of making money through

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connections, through summits, etc.

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is almost the most powerful one and the one that gets missed the most because

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people don't always connect the dots.

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And that's where my visibility framework comes in.

think about it:

It is a freaking gold mine because it shows you the potential when you

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start to let go of expectations.

think about it:

So let's start from the beginning when we're looking at building genuine

think about it:

connections with attendees, because we talked about being that like very

think about it:

strong and impactful leader, right?

think about it:

You're there to share a lot of value.

think about it:

People are there to listen to you for whether it's 10 minutes, half an

think about it:

hour, or even a full hour, depending on the type of summit, right?

think about it:

But that leadership goes beyond just being well-versed in any specific topic.

think about it:

Being a leader is actually so much more about sharing common values, about being

think about it:

vulnerable with people and connecting on a much deeper and more personal level.

think about it:

That's what's going to make the difference because it's about letting

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folks see the real and unfiltered you so it's a personal brand versus

think about it:

just a company or a number or just somebody else that is teaching on XYZ.

think about it:

So now that difference when people see that real you and they feel

think about it:

a little bit more connected, they're going to be resonating with

think about it:

what you have to share, period.

think about it:

Whether it's with you as an individual, with what you have to say with you as a

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business owner, as an expert, and that's what's going to make them to start paying.

think about it:

The attention and that attention is what's going to end up manifesting into followers

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on social media, into subscribers, on your email marketing platforms.

think about it:

These are all people that consume your personal content, your free value-based

think about it:

content, and eventually, yup, they're going to be consuming your marketing and

think about it:

your sales content, which is all going to lead into actual conversions money

think about it:

in your pocket because that relationship is the foundation to having people even

think about it:

hear about your offers in the first place, at least to hear about them in

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a way where they're actually paying attention, as opposed to just like

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scrolling by, which is super awkward.

think about it:

So before we move forward, I do want to make a point right here - very

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important note - not to get stuck with focusing on connecting with

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folks as a way to find and convert.

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We've got to let go of that because when we're setting so much pressure

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on ourselves to make money, first of all, it's a little bit inauthentic

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and like, it's not where genuine relationships are built from, but you

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also end up missing out on the best connections and opportunities because

think about it:

you're always focused on the sale.

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So it's almost like a return on investment, whether it's monetary

think about it:

investment, time investment - aka time spent on a summit - the return

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can only come as money, as sales.

think about it:

No, no, no, no, no, no.

think about it:

There's a million things that can happen positively to your business

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when you let go of that sale.

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massive exposure and indirect ROI.

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This is where I thrive.

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So we talked about letting go of results, such as conversions, because that can open

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up a lot of more creative opportunities for an ROI, such as my absolute

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favorite thing ever and the weirdest thing is it's highly underrated, right?

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And this is the opportunity to collaborate with people such as other speakers and

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even the summit hosts in order to then get a cool ROI, get more exposure, etc.

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And the reason I mentioned specifically collaborating with other speakers that

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you're speaking alongside and the host is because all these people, they're

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folks that are likely going to have a very similar target audience to you,

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which gives you the option to now mutually gain exposure into untapped

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audiences full of dream clients.

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Because if you're collaborating together, you're both promoting the exact same

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thing to each of your audiences.

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So now you will gain access to their audience and they'll gain access to yours.

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It is magically as beautiful - magically; we'll make up that

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word, right - it is beautiful.

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And it has a lot of potential for really great success, impact, and sales.

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In summary as a speaker, you have a great opportunity to connect with your host,

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your fellow speakers, and the attendees in order to build genuine relationships.

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Again, I will reiterate this: genuine relationships.

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If it feels like you're forcing it, it's probably not meant to be.

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You can still connect, but again, don't force it.

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Don't try and make something happen that's not meant to happen, because at that

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point, you're always going to be trying to work so hard to come up with something

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to say and at that point, it sounds like you're forcing the sale, right?

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You're focusing too much on the end results, the conversion, as opposed to

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just letting things organically happen.

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So these relationships that you're genuinely building, the connections are

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going to, in turn, open up visibility opportunities for yourself through

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collaborations that are going to increase your reach exponentially.

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You go from having like, a couple thousand followers to all of a

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sudden speaking in front of people of 6,000 - like, that's pretty freaking

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impactful - that increase your reach and impact and, in turn, increase sales.

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I'm done.

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That is pretty much all.

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I came here to stay.

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I really hope you've taken something away from it.

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Feel free to let me know.

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I do want to give you a little goodie right at the end so that you

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can start making connections today.

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We did a little bit of an exercise between you and me.

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I hope you tagged me on Instagram, but I do want you to start practicing how

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to connect with other people so that it becomes second nature, it becomes habit.

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And then whether today or in a different summit, or when you speak in a summit,

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you're able to use this in a way that can bring a lot of cool opportunities

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and results into your business.

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So I'm giving you today a guide and checklist to help you start making

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connections as an attendee inside the summit, and maybe even start to

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book your first collaboration so you can start gaining visibility even

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without speaking inside of a summit.

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Plus - because that's why we're here - there's going to be bonus steps for when

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you're a speaker at a summit yourself.

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It's really cool.

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Let me know your thoughts.

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I really hope you start to implement all these different things that

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we've talked about today because they have a lot of potential.

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It's my favorite way of - whether it's just building relationships,

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making friends and all that stuff - it's my favorite way of

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growing my business and making money.

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Honestly, really cool.

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There's not much more I can say about it not today.

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So if you haven't already, here you can see where you can find me.

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I've dropped Instagram, my website, and of course my podcast, the

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Fiercely Visible CEO Podcast.

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So I hope to talk to you soon.

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Feel free to reach out if you're not too shy and I hope you

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enjoy the rest of the summit.

Jenn:

Steph has so much more wisdom to share, and we didn't have

Jenn:

time to dive into it all today.

Jenn:

In her session, though, she talked about how to connect with attendees,

Jenn:

what to show up for at summits, choosing the right CTA - call to action

Jenn:

- post-summit connections, and simple connection methods for collaborations.

Jenn:

Don't miss her full session at sellwithasummit.com/speakeredition.

Jenn:

Thanks for listening to Virtual Summit Success.

Jenn:

Don't forget to leave a review and let others know your biggest

Jenn:

takeaways from this episode.

Jenn:

Every review helps others find us, and the more successful virtual

Jenn:

summits there are, the more tips we'll have to share with you.

Jenn:

For show notes, links, and other resources, go to virtualsummitsuccess.live