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Too Much Hype

I just received the nicest compliment.

I gave a speech to a group recently, and afterwards a man came up to me and told me how much he had enjoyed the presentation and that I wasn’t like so many of the other people he sees. He said, “You’re a real person…authentic. You want people to walk away from today with things they can use.”

Now, you might be saying to yourself, “Well yeah, that’s the speaker’s job, isn’t it, to inform and inspire?”

And, of course, you’d be right. What exactly is special about being authentic and genuinely striving to give people all the value they can handle in the time you have together?

Apparently what’s so special is that so few people do it!

And then he crystallized it.

“Most of the speakers we get are marketing machines.”

I think you know what he’s saying. Their focus isn’t on giving value as much as it is on giving just enough value to entice listeners to sign up for the paid program the presenters are offering. Now, there’s nothing wrong with this per se, but I don’t like it. It’s not me, and I wouldn’t recommend it for those of you looking to build a business through speaking.

Does that mean I’m not fervently hoping that audience members will do business with me as a result of my speaking to them and spending time with them. Heck no. That’s what I want too, because that’s what I do. I’m a coach and a trainer.

So sure, when I go out and speak, I want people to schedule a complimentary session in the hope we’ll be a good match and they’ll wind up either coaching with me or signing up for one of our programs. The difference is I don’t tease folks. I don’t give them a little taste of what I offer and then promise them the moon if they’ll just sign up for my program.

“Make up to $200,000 a year after doing my program.” And if that doesn’t get people excited enough, you just raise the number to $300,000!

And I won’t tell you how much a program costs and then cut the price three times during my pitch to make it look as if you’re getting a bargain while throwing in a bonus that you just can’t resist.

Can’t you just hear Billy Mays right now? “But wait, there’s more!”

Instead, I hit the folks who come to hear me with a fire hose of information and insights … as much as I can give in a short time. My hope is that they get what I’m all about and want to know more … and work with me to help them get what they want.

I want to make a living doing this AND I want to serve people to the maximum amount possible in the process.

And isn’t that what you want too, to be able to use your skills, knowledge and talents to help other people achieve the results they’re looking for and be well compensated for it? That’s what most people want.

So, how would you feel … or how do you feel if you’ve tried it … delivering the marketing-machine pitch? How many of you could do that or would want to?

Most people don’t want to have anything to do with it. They think it’s creepy. And that’s okay, because you don’t have to.

You can just give of yourself in abundant amounts secure in the knowledge that what goes around comes around. It’ll come back to you.

Look, I know how to market my products and services the other way. I’ve been trained how to do it. I know the method. I know the formula and the mechanics.

And I can’t do it. It isn’t me. And it doesn’t have to be you.

It’s effective, no doubt, or people wouldn’t use it. It gets them clients and makes them money, but to me it seems manipulative.

Maybe I’m old fashioned, but I believe that substance is better than hype and genuine is a whole lot better than crafty. How about you?

Best Wishes,


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Meet Denise: Denise Hedges is a Business Development Coach and Speaker Coach for small business owners who want to be more comfortable, confident, and successful with their sales and marketing efforts. She specializes in helping them use speaking as a way to dramatically improve their results!