The $3 Babyccino & The Lesson Every Speaker Needs to Learn

The other morning, I took my kids to a café before school. You know the drill: school bags, sibling squabbles, and the promise of a babyccino to make it all smoother.

When the babyccino arrived—foam, a sprinkle of chocolate powder, maybe a marshmallow if the stars aligned—I glanced at the bill.

$3.

For a glorified cup of warm air.

Now, don’t get me wrong. I was happy to pay it. The convenience, the ambience, the five minutes of peace? Priceless. But still… the value didn’t quite match the price.

Because babyccinos were never meant to be a standalone product. They were meant to be a value add—a sweet little extra that came with your coffee, making the experience better for everyone.

And it got me thinking: this is the exact mistake too many business owners and speakers make.

The “Babyccino” Principle of Value

In business—and in speaking—we sometimes forget the power of those babyccino moments:

✨ The unexpected value.
✨ The generous extra.
✨ The small gesture that leaves a big impression.

Instead, we rush into the sale.
We lead with the offer, the price, the program—without giving people a reason to care.

The result? Your audience feels like they’ve been charged $3 for a cup of foam.

How This Applies to Your Talk

Here’s the truth: your talk is your babyccino.

When you craft a talk that’s story-rich, emotionally resonant, and generously packed with value, your audience experiences your magic without feeling “sold to.”

It becomes a taster that leaves them thinking: If this is what the free sample feels like, imagine what the full experience could be.

Because value first, ask later. That’s how you earn trust. That’s how you make people lean in.

The Marshmallow Moment

When you give generously—through a powerful story, a juicy insight, or a free resource—the law of reciprocity kicks in. People want to give back. They remember how you made them feel. They start to trust you.

And then? The right people will want more.

So here’s my reminder: don’t just serve foam and hope people will pay for it. Give them the marshmallow moment—the part they didn’t expect, but are so glad they got.

That’s how your talk becomes unforgettable.