By now, it’s old news. Experts know that speaking at conferences and conventions builds a platform of credibility, visibility and “brandability.” The assumption: that giving a great speech to the right audience will automatically ensure a steady stream of clients. The reality: getting applause and getting clients are very different things. Getting applause doesn’t mean that you’ll get clients. There’s a difference between an attendee thinking "Oh, what a nice speech" and "We have to GOT to bring them into our organization!"

The above distinction begs a few key questions: Why do so many great speeches not generate more clients? Is speaking just for “brand-building? Is it impossible to get clients without “pitching from the podium”?

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