Authors & Speakers Network Blog with Larry James

Friday, November 12, 2010

More “Back-of-the-Room Sales!

Filed under: Author Articles,Product Sales — Larry James @ 10:26 am

An extension of the speaker’s ability to reinforce their message is through the written word and audio/video learning systems. If I meet any resistance from a meeting planner about offering my books at the back of the room, I offer (in writing) a guarantee. Here is one key paragraph from the signed form I send:

“You have my personal promise that if I spend more than two minutes mentioning the books and audio learning systems that I have available, I will decline acceptance of the balance of my speaking fee from your organization! You have my word on it!”

My two minutes begin when, after my presentation, the meeting planner (the timer) asks me to return to the lectern to “tell a little bit about Larry’s books.” I make this offering carefully, tastefully and briefly. It’s a very fine-tuned, 1-1/2 minute product presentation with book props. So far, I’ve never had to turn down my fee.

There is an understanding that during my presentation I may mention or refer to one of my books if it supports the point I am making (absolutely no long, drawn-out commercial) however the guarantee is for after the meeting planner calls me back to the lectern.

Note: The following two words are often misspoken by meeting planners and speakers.

Lectern – Desk for a standing reader (or speaker). Something you stand behind when you speak.

Podium – A raised platform (as for a speaker). Something you stand on when you speak. Often called a riser.

The lectern is often on the podium.

“Larry, your back-of-the-room policy is perfect. What makes it especially work is that you have tactfully and gracefully involved the client. Further, if a speaker does their job properly and with purpose, then audience members usually want their products – so the way you’ve chosen how to handle this is great!” ~ Nancy Vogl, Speaker, Author, Songwriter


Authors & Speakers Network Blog

Copyright © 2010 – Larry James. Larry James is a professional speaker and the author of three relationship books, “How to Really Love the One You’re With: Affirmative Guidelines for a Healthy Love Relationship,” “LoveNotes for Lovers: Words That Make Music for Two Hearts Dancing” and “Red Hot LoveNotes for Lovers.” His newest book is “Ten Commitments of Networking.” Larry James also offers “Author & Speaker” coaching. Contact:, P.O. Box 12695, Scottsdale, AZ 85267-2695. – More than 110 articles especially for Authors & Speakers at:

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