4/10/2026
Editors: Rebecca Morgan & Ken Braly
See “About SpeakerNet News” at the end for information on how to submit tips and use this newsletter. Remember, your “dues” for this free ezine are submitting two tips a quarter. Send your best tips to editor@SpeakerNetNews.com.
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SNN Webcast Info
Save the date:
- Tue., Apr. 21 — “Podcast Your Way to the Stage: Turning Episodes into Engagements” with Neil Mody — Details below; registration available soon.
Miscellaneous Tips
Hidden buyers are deciding your fate — Vickie Sullivan
It happens to all of us: Our advocates have heavily promoted us for a potential project. Buying signals are everywhere, and you’re positioned as the perfect fit. Then suddenly, the deal goes cold. Your calls aren’t returned. No one knows what happened or why. Often, this comes down to something we never saw coming: hidden buyers.
This LinkedIn article offers a behind-the-scenes look at what really happened.
First, what are hidden buyers? These are folks who aren’t on the front lines but still have veto power. They don’t engage with our content, don’t talk to us, and yet can kill the deal at the last minute. Research shows these hidden buyers have almost the same level of influence as the stakeholders we work so hard to cultivate.
And here’s the kicker: They don’t evaluate needs or ROI. Their priorities are broader: trust and risk. Hidden buyers care about whether your brand is credible, reliable, and respected by their peers. They’re also more likely to reject brands they don’t know or that aren’t widely known. That’s where deals quietly fall apart.
This is why brand building is no longer a “nice to have.” For hidden buyers, brand awareness is table stakes. Everyone in the buying group — not just the folks who download your content — has to believe two things:
- You’re legit.
- You’re respected in your field, especially by their peers.
If you’re invisible, you’re done. The group won’t reach consensus, and the deal will stall out. According to the research cited in the LinkedIn post, as many as 40 to 60% of B2B deals collapse simply because the buying group couldn’t agree.
This is yet another example of why you shouldn’t evaluate branding investments by how many people reach out. Hidden buyers aren’t calling you. But they are deciding whether you make it to the finish line.
Your prominence creates credibility and legitimacy — both of which are tipping points when decisions are being made. Being known and respected makes you the safe bet. And for hidden buyers, that’s what wins.
Stop selling what you do — start selling what changes — Mitch Krayton
Most speakers struggle to get booked — not because they aren’t good, but because they’re saying the wrong thing. They lead with what they do instead of what makes people say yes.
Nobody wakes up thinking, “You know what I need today? A speaker.”
Here’s the shift: Stop telling people what you do. Start telling them what you change. They’re thinking: “I need a solution.” “I need clarity.” “I need results.” Give them that. Here’s the simplest way to do it: Fill in the blanks:
“I help [audience]...go from [their problem]...to [a valuable result].”
Not your topic; not your process. Their desired outcome.
Instead of “I speak on leadership,” try this instead: “I help overwhelmed leaders turn chaos into clarity — so their teams actually perform.”
Remember, people don’t buy information. They buy outcomes.
Before your next talk, introduction, or conversation, ask yourself: “What will be different in someone’s life after they hear me speak?” If you can’t answer that, neither can anyone else.
Don’t be the speaker who says the most. Be the speaker who makes the clearest actionable promise. Deliver a transformation that people can feel. Be the speaker who gets remembered — and gets paid to come back.
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Get inspired and learn expert tips to greatly improve your slides in the “Scintillating Slides: Create Visuals as Fabulous as You Are” webshop with Rebecca Morgan, CSP, CMC, CVP, VMP. Register for half price before 5/13, and special 2-for-1 deal! |
Travel Tips
When you want to carry fewer bags — Rebecca Morgan
If you’re tired of juggling too many items when traveling — especially internationally — there are two garments that will help.
- For women: The TuckTop is a nice-looking knit top with 9 hidden compartments for your wallet, phone, glasses, pen, keys, ear buds, currency, passport, etc. Has a wallet-sized zippered pocket. Comes in several styles and colors. It makes carrying a purse unnecessary and is great for international travel, keeping your passport handy and safe.
- ScotteVest: Men’s and women’s multiple hidden-pocket clothing — up to 19 pockets inside and out. Comes in vests, jackets, hoodies, windbreakers, and dresses in various colors. Some garments fold up into a small bag. Great for when you want everything close by and safe. Also great if you want to do carry-on only and can’t quite fit everything into your personal and carry-on bag.
Topic of the Month (TOTM) — Your Input Wanted
Our TOTM is from Makana Risser Chai: When you’ve had a hiccup (e.g., tech glitch, fire alarm, power outage) during your presentation, how have you handled it — or wish you had?
Send your brief, pithy responses *that are different from those previously mentioned* to editor@SpeakerNetNews.com. Please put “Topic of the Month” or “TOTM” in the subject line.
SpeakerNet News Webcast Info
Tuesday, April 21
Podcast Your Way to the Stage:
Turning Episodes into Engagements (webcast)
with Neil Mody
You’ve been a guest on many podcasts. Or you’ve hosted your own for a while. But they haven’t yielded many — if any — speaking engagements. Is there a way to change this?
You betcha!
If you’re a host, you want to know the best way to not only expand your subscribers and listeners, but how to leverage your podcast into engagements.
As a guest, you’d love examples of effective ways to get on more shows and seed your speaking availability into the conversation naturally, without sounding like an infomercial.
No matter if you’re a host or guest, you’ll get ideas on how to leverage and repurpose all the content you’re producing from your podcasts to help you get more exposure, which can result in more speaking opportunities.
You will learn how to:
- use the best ways to grow your own podcast, and insert your speaking services into your commentary
- guest on more shows so more people know about your offerings
- leverage all the content that podcasting gives you
Note: Everyone who registers for the live webcast session or orders the recording will get a link to the recorded video of the online webcast, as well as the audio MP3 for convenient re-listening.
Date: Tuesday, April 21
Time: 7:00 pm Eastern, 6 pm Central, 5 pm Mountain, 4 pm Pacific
Length: 60 minutes
Cost: $49 (webcast)
Special Limited-Time Offer:
If you would like more ideas to future-proof your speaking business, we’re suggesting the recordings of several earlier programs to complement this program:
- “From Video to Podcast to Money in the Bank: Rev Up Your Revenue by Repurposing” with Gina Carr
- “Secrets to Making Money as a Podcast Guest” with Lou Diamond
With your order of this live or recorded session, at checkout you will be offered these recordings.
About SpeakerNet News and the Editors/Publishers
- Publishers — Rebecca L. Morgan, CSP, CMC, CVP, VMP, and Ken Braly
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