A hot market does not guarantee hot bookings. In this coaching session, John works with tech and emerging-tech speaker Cortney Harding to diagnose the real reasons her calendar is not matching her credibility. They unpack why prestige signals and “busy content” do not automatically create demand, how to position around an expensive problem, and why simplifying outreach beats “post and pray” when you want reliable bookings.

You will also hear a strong warning for speakers who chase whatever topic is trending. It looks strategic until you realise you are rebuilding your positioning every six months and still not becoming the obvious choice.

1. Why high-demand topics can still leave you with a cold inbox
2. The difference between credibility signals and buyer demand
3. How to turn a framework into a clear “we need this” message
4. Why your prospecting should start with a simple response-getting question
5. What to prioritise if you feel permanently stuck in launch mode
6. Why social media is often a nice-to-have, not the main lever for bookings
7. How to reframe sales as relationships so it stops feeling grim

Professional speakers who want more paid bookings, clearer positioning, and a simpler plan that does not rely on going viral.

00:00 Hot market, cold inbox

00:52 Why chasing hot topics is a terrible long-term strategy

01:35 What this coaching session will help you fix

01:57 Cortney’s goal: speaking as real revenue, not “biz dev”

03:05 Fee goals and gig targets

04:05 The “last mile” problem: credibility without a flywheel

05:00 The crowded hot-topic trap and the pivot to differentiation

07:00 The key diagnostic: what expensive problem do you solve?

07:30 Tech last, problem first: Cortney’s framework

09:05 Why this matters: wasted spend, weak ROI, failed projects

10:05 Sharpening the one-sentence positioning

12:55 Why the “how” matters less than the “what” at first

13:20 Content output vs conversion, and the danger of mimicry

14:10 Permanently in launch mode and “throwing Italy at the wall”

16:00 What is actually driving bookings right now?

16:25 Strategic pitching and why it is not converting

17:05 Simplifying outreach to one question that gets responses

18:00 Why conferences rarely pay non-celebrity speakers

19:05 The CRM follow-up game: not one-and-done

21:55 The numbers game and finding a different hunting niche

23:35 Calling people who respond: become a voice, not an email

24:55 Targeting the right company bracket and event reality

26:20 Book orders as a fee lever

27:15 The Power Hour strategy: prospecting over busywork

28:05 Do prestige names matter? Less than you think

29:05 Big idea vs problem solving and what buyers actually purchase

30:20 The Brene Brown example and becoming known for one thing

32:40 Networking and feedback loops to improve the “buzz”

37:05 Social media as a slower, less reliable path to bookings

38:05 The relief of simplification: one hour a day

39:10 Hope is not a business strategy

40:05 Sales is relationships

41:05 Spotify rating, free coaching application, and the audit quiz

42:00 Closing line

Mastering Virtual Presentations: Tips and Techniques

SUMMARY:

Virtual presentations are not going away. Job interviews, client meetings, and hybrid work all mean your first impression is increasingly happening through a webcam. In this episode, Jelmer Smits argues most organisations are still presenting like it’s 2020, stuck in survival mode with poor setups, flat delivery, and zero audience care. The result is not professionalism. It is the awkward middle ground where competence and warmth both collapse.

We unpack a simple charisma lens, competence plus warmth, and why virtual delivery often drains both. Jelmer explains why “Zoom fatigue” is frequently a boredom problem, not a platform problem, and how speakers can create energy and engagement without becoming an over-caffeinated game show host. The key is variation and audience comfort: helping people feel safe, heard, and understood, especially when they are joining from home and juggling distractions.

You will hear practical fixes that go beyond “be more engaging.” Jelmer shares how micro breaks reset attention, why you should ask more questions (including chat prompts, polls, and rhetorical questions), and how to baseline participation early so the session becomes interactive by default. We also talk about slide mistakes, including the difference between presentation slides and handout slides, and why “less slides, more face” usually wins online.

We get into the details most speakers ignore, camera angle, lighting, sound, and background choices, including why messy real backgrounds and glitchy fake ones both damage trust. Jelmer also makes the case for practising with feedback rather than alone, plus the underrated skill that saves you when tech fails: improv. Not “be funny” improv, but the ability to shift attention, buy time, and keep the session moving when something breaks.

Finally, Jelmer shares what he is building next, including a potential world championship for online presenting and a practice-based learning platform designed to give speakers real rehearsal time, not passive “course consumption.”

Links mentioned: Jelmer’s work at completepresenter.com, his LinkedIn and his offer of a virtual presenting cheat sheet for listeners and workbook. If you can't open the links, just message me (details below)

CHAPTERS:

00:00 The Evolution of Virtual Presentations

01:15 Engagement Strategies for Online Meetings

03:39 The Importance of First Impressions

06:31 Creating a Fun and Engaging Environment

09:08 Recognising Audience Comfort and Engagement

11:44 Practical Tips for Effective Online Presentations

14:46 The Role of Interaction in Presentations

17:22 Avoiding Common Presentation Pitfalls

20:18 The Impact of Visuals and Backgrounds

23:58 The Impact of Virtual Backgrounds

26:53 Engaging Your Audience in Webinars

29:17 The Importance of Energy in Presentations

34:37 The Role of Practice and Improvisation

42:03 Innovations in Online Public Speaking

48:16 Closing thoughts

Are you a speaker who's having some challenges in your business? Get coached for free on the show: https://forms.gle/vkEcZJSqfFPnENNN7

Visit

Most leaders avoid conflict. Not because they are weak, but because they want to be liked, respected and seen as reasonable.

In this episode of The Professional Speaking Show, John Ball and leadership expert Julie Holunga unpack how conflict aversion quietly erodes authority, credibility and influence — especially for leaders and professional speakers who rely on trust and presence to lead.

Julie introduces the idea of “lazy leadership” and explains why avoiding hard conversations feels easier in the moment, but costs leaders status, clarity and effectiveness over time. The conversation explores how language, tone and timing shape authority, and how leaders can address tension without becoming aggressive, performative or fake.

This episode is for leaders and professional speakers who want to lead with clarity, credibility and confidence — not just keep the peace.

Find out more about Julie's work at JulieHolunga.com or connect with her on LinkedIn

CHAPTERS

00:00 Lazy Leadership: A New Perspective

02:24 Empowering Women in Conflict Resolution

05:28 The Importance of Language and Tone

08:02 Navigating Male-Dominated Environments

10:48 Constructive Conflict: A Path Forward

13:43 The Spectrum of Conflict Engagement

16:19 Authenticity in Communication

19:07 The Three C's of Conflict Competence

21:54 Building Trust Through Effective Communication

24:48 Practical Applications in Everyday Life

42:11 Closing Thoughts

Key Takeaways

Credibility in leadership is crucial for effective communication.

Lazy leadership occurs when leaders avoid difficult conversations.

Effort and preparation are necessary for addressing conflict.

Language and tone significantly impact conflict resolution.

Women often face challenges in asserting themselves in male-dominated environments.

Constructive conflict can lead to better outcomes and relationships.

Clarity, choice, and communication are key components of conflict competence.

The Titanium Rule emphasises speaking to others as they need to be spoken to.

Authenticity in communication fosters trust and collaboration.

Being deliberate in our interactions can lead to more positive outcomes.

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

Stand Out on LinkedIn: Strategies for Speakers and Coaches

SUMMARY

In this episode of the Professional Speaking Show, host John Ball engages with LinkedIn expert Michelle J Raymond to discuss the evolving landscape of LinkedIn and how speakers and coaches can navigate its complexities. They explore the challenges posed by AI-generated content, engagement pods, and the pressure to conform to viral trends, emphasising the importance of authenticity and genuine engagement. Michelle shares her insights on how to stand out in a crowded space by building real relationships and creating meaningful content that resonates with audiences. The conversation also touches on the necessity of maintaining an updated LinkedIn profile and the strategic use of various content formats to enhance visibility and engagement.

Connect with Michelle and sign up for her LinkedIn Newsletter here: https://www.linkedin.com/in/michellejraymond/ and check out Michelle's podcast here: https://podcasts.apple.com/us/podcast/social-media-for-b2b-growth-linkedin-strategy-for-b2b/id1603908569

TAKEAWAYS

LinkedIn is becoming noisier and harder to trust, but authenticity can help you stand out.

Building real relationships is more valuable than chasing viral trends.

Your LinkedIn profile should be treated like your homepage; keep it updated and engaging.

Engagement pods may provide short-term visibility but can undermine long-term credibility.

Consistency in posting and genuine interaction are key to leveraging LinkedIn effectively.

CHAPTERS

00:00 Introduction to LinkedIn Expertise

02:16 Current State of LinkedIn

05:29 Authenticity vs. Automation

09:40 The Impact of AI on Content

11:40 Standing Out in a Homogenised Space

15:37 The Importance of Building Relationships

19:04 The Temptation of Quick Fixes

24:25 Integrity in Online Presence

26:24 Building a Community on LinkedIn

27:29 The Challenge of Engagement Pods

29:39 Navigating LinkedIn's Algorithm Changes

31:12 The Importance of Reciprocity on LinkedIn

34:31 Strategic Commenting for Engagement

36:54 Creating Effective Content on LinkedIn

44:46 Maximising Your LinkedIn Profile

52:30 Final thoughts

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

Secrets of Personal Branding

SUMMARY

In this episode of Present Influence, John is joined by branding expert and bestselling author Mark Schaefer to explore what it truly means to become known in a noisy, copy-and-paste marketing world.

They explore why most personal brands fail, how guru-led thinking is killing originality, and why authority is built through relevance, consistency, and usefulness rather than visibility or hype.

Mark shares practical insights from his books Known and Audacious, including how speakers and experts can clarify what they want to be known for, choose the right content strategy, and avoid the trap of chasing platforms instead of building trust.

This conversation is essential listening for speakers, coaches, and consultants who want to build real credibility, stand out without selling out, and turn visibility into lasting influence.

Find out more about Mark and his books at https://businessesgrow.com/

CHAPTERS

00:00 Introduction to Mark Schaefer

02:44 Contrarian Views in Marketing

06:02 The Importance of Personal Branding

08:51 The Role of Speaking in Business

11:49 Advice for Aspiring Speakers

15:00 Finding Your Unique Voice

17:59 Leveraging Social Media for Branding

20:51 Creating Content that Resonates

23:53 Opportunities in the Speaking Industry

26:39 Navigating AI in Marketing

29:59 The Need vs. Nice to Have in Speaking

33:01 Personal Experiences and Lessons Learned

35:52 Conclusion and Resources

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

Welcome to Professional Speaking, the podcast for keynote speakers, subject matter experts, and coaches who are ready to stop being "well-kept secrets" and start building a scalable, high-impact career.

Most speaking advice is either too "soft" (focusing only on stage presence) or too "sleazy" (focusing on aggressive, outdated sales tactics). We believe there is a third way: The Path of Professional Influence.

Each week, we dive deep into the three pillars of a sustainable speaking career:

1. Master the Stage: Advanced communication, storytelling, and delivery techniques that ensure you leave a lasting legacy.
2. Book More Gigs: Strategic marketing, high-ticket sales frameworks, and the business systems required to fill your calendar without losing your soul.
3. Grow Your Impact with Integrity: How to increase your reach and revenue while staying true to your values and ethical standards.

Whether you are looking to pivot from breakout sessions to the mainstage, increase your keynote fees, or build a business that scales beyond your time on the lectern, this show provides the tactical roadmap to get you there.

Stop "giving talks" and start building a brand that commands attention.

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

SUMMARY

Many speakers, coaches, and consultants say they hate sales. In reality, what they hate is manipulative, impersonal, high-pressure selling that feels out of alignment with who they are.

In this episode of Present Influence, sales expert Katie Nelson dismantles the myth that selling high-ticket offers has to feel sleazy. We explore why sales is fundamentally human, not transactional, and why relationship, curiosity, and courage matter far more than funnels, scripts, or AI shortcuts.

We cover how speakers and coaches can sell premium services ethically, why relying solely on referrals is risky, how fear and rejection really work in sales, and why the founder must stay involved in selling longer than they think. Katie also challenges the overuse of “sales mindset” rhetoric and explains why action, not affirmation, is what actually builds confidence and cash flow.

If you sell your expertise, your voice, or your presence and want a sales process that feels honest, effective, and sustainable, this episode will change how you think about selling.

Find Katie on LinkedIn https://www.linkedin.com/in/thesalescatalyst/ or go to SalesUprising.com

Here's the link for Katie's video series Feed The Fire: https://youtu.be/WfYrsNgSRoA?si=PaL5n0tRByqnJiOY

Takeaways

Sales is not a personality flaw; it's a human process.

Embracing sales leads to quicker business success.

Referrals should be seen as gifts, not strategies.

Sales is about people before it's about systems.

Mindset is important, but action is crucial in sales.

You can't outsource your courage as a business owner.

Sales is a service in both directions.

Understanding your target audience is key to sales success.

Fear and rejection are part of the sales journey; learn to overcome them.

Building relationships is essential for effective sales.

CHAPTERS

00:00 The Human Element in Sales

06:57 Reframing Sales: From Fear to Service

10:47 Sales as a Reflection of Humanity

17:27 Building Resilience in Sales

21:20 The Evolution of Sales Models

26:48 Simplifying Sales Funnels for Success

32:25 Sales Strategies for Speakers

35:17 The Power of Referrals in Business

40:04 Mindset vs. Action in Sales

43:54 Embracing Sales as a Business Owner

44:45 The Importance of Referrals and Stability in Sales

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

SUMMARY

In this conversation, John Ball discusses the importance of treating speaking as a business rather than just a performance. He emphasises that many speakers struggle not due to a lack of skill but because they fail to position themselves effectively in the market. The discussion highlights the need for speakers to shift from hoping for opportunities to actively creating strategies that lead to sustainable careers. By focusing on serving specific audiences and building trust, speakers can enhance their impact and success in the industry.

You can connect with me using the links below.

CHAPTERS

00:00 The Business of Speaking

02:05 Shifting Mindsets for Success

04:05 Building Trust Over Attention

06:39 Close

Visit presentinfluence.com/quiz to take the Speaker Radiance Quiz and discover your Charisma Quotient.

For speaking enquiries or to connect with me, you can email john@presentinfluence.com or find me on LinkedIn

You can find all our clips, episodes and more on the Present Influence YouTube channel: https://www.youtube.com/@PresentInfluence

Thanks for listening, and please give the show a 5* review if you enjoyed it.

Mentioned in this episode:

The Strategic Speaking Business Audit

Take this quick quiz to find out where and why your speaking business is leaking opportunities.