Category: Selling

Let Viewers Get to Know You Online

The next important item to add to your home page is an introduction video. This video is where viewers can personally connect to you as the expert. It should be no more than two minutes in length, as it’s hard to keep your viewers’ attention for much longer than that. Your video should welcome viewers to your site and showcase your personality. Relax, be yourself, and have fun with it. Start out by offering a benefit statement about your business; next, offer a couple of tips, ask them to look around your site, and to sign up for your free offer. Your main goal should be to make a personal connection and then give away a free gift so that →

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‘Brand-Storming’ Your Way to the Top

Developing your USP (Unique Selling Proposition) requires some very focused brainstorming and creativity – this is what I call “Brand-Storming.” Pay attention to how other companies use their USPs to their advantage. This process requires careful analysis of your unique message and your most ideal clients. When you analyze in detail what you have to offer, not just your products or services, you can learn a great deal about how to distinguish yourself from the competition. You must develop a statement that clearly defines what your brand promise is all about, and what makes your message clearly stand out. Now that may sound easy, but it can be a very challenging message to define. The reason why is because you →

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Judging a book by its cover

They say that people judge a book by its cover; they also judge a book by its subtitle, chapter title and overall layout. Most people will look at the front cover, back cover and chapter titles before deciding if they want to buy the book or not. That’s why it’s so important to create titles that jump off the page and make the viewer want to buy your book. Once you have completed your brainstorming session it should motivate you to start writing, because you’ll see the whole concept of your book. Start chunking the book down even more. Make notes, do research and write down ideas for each chapter until you’ve created a rough draft for the book. Authors →

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Show Me the Money $$$$$

Typically the price point offer(s) that you present at your own event will be higher than what you will offer at someone else’s event. The reason for this is because you already have warm prospects that know and trust YOU. They are more likely to invest in your higher-end programs, especially if your event runs for three days. Keep in mind this is NOT the place to sell your $20 book at the back of the room! You don’t need a huge audience to be successful at events. By offering high-end programs, you don’t have to sell a lot of people to make a lot of money. You also don’t need to sell a huge percentage of the room to →

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How to Host Your Own Income-Generating Event

I suggest you begin with a one-day seminar and eventually work your way up to a three-day retreat, conference, summit or workshop once your list and following grows. One of the hardest things to do in the event business is to fill seats. And not only fill the seats, but put the right people in those seats. Hosting your own event is one of the best ways to make a name for yourself in the expert business. When you host your own event, you take on all the risk, but you also get to keep all the rewards that go along with it. This also means keeping ALL of your own sales! Hosting your own events is like prospecting on →

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Learning Speaking Lessons the Hard Way

Okay, now I’m going to dish out the ugly side of the event business so that you can get an idea of what to watch out for and hopefully avoid. Here are a few bad experiences I’ve had with hosts that went terribly wrong. I won’t mention these hosts by name, but I will mention them by experience.    First there was “The Hostage Holder.” This host held the speakers captive for the entire weekend by not telling them when they would be going on stage to speak. He did this just to keep the speakers available for the full event. Now, usually I’ll stay for the majority of an event anyway, but I don’t want to be forced to stay. →

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Generate Cash Flow FAST with VIP Days! 

All speak to sell programs take skill and time to set up. Yet you may also need a program that can generate quick cash without much skill or effort in advance. The answer to this is to offer VIP days. You can begin right away to develop big paydays (even without a list). VIP days don’t require a lot of lead time or marketing systems. They can be conducted either live in person or virtually, by phone. VIP days automatically increase your value. Your clients will pay more for personal intensives and also pay more for speed. In addition, clients get better results when they get into action quickly. VIP days actually require less time and less work and most →

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How to Offer a Virtual VIP Day with Your Clients

Virtual VIP intensive business breakthrough days are a favorite way to offer personalized mentoring with my clients. The VIP intensive days not only save me time when it comes to travel, they save my clients time and money as well, and they are a great way to gain immediate results. Virtual VIP intensive days are personalized one-on-one business coaching days done via telephone or Skype. Virtual days focus on uncovering an action plan for your client that will give them fast turnaround results. For example, my programs focus on helping clients set up their coaching or consulting programs, developing a product, planning an event, setting up a marketing plan, growing their business, etc. Virtual days allow clients to achieve immediate →

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What to Charge for a Client VIP Day?

Your first level price point could be anywhere from $997 to $9,997 for virtual VIP days and higher for on-site programs. Face-to-face VIP days can range anywhere from $4,997 to $25,000 per day for highly paid experts. Normally these are full-day programs done at your location. If the client requests that you to be at their location, your fees are higher, plus your client pays all travel related expenses. Now, you may be thinking: My clients won’t pay that, or, I have no list to get started. No worries! All you need to do to set up your VIP days is a breakdown of what your program will offer. Build value around offering more of your personal time. For example, →

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No one likes a pushy salesperson

Okay, so you may still be thinking: I don’t like to sell, so maybe I’ll skip this part and just work on building a paid professional speaking business where people pay me to speak and I won’t have to sell. Well, I respect your position on this; I was there myself, for a long time. But to become a highly paid expert this is one skill you must be open to, otherwise your income will be limited. The fear or discomfort some people have around selling is actually very expensive; this fear or discomfort can actually rob you of massive leverage that creates massive sales. So, before you dismiss the opportunity or think that selling to an audience is not →

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