'How to Charge What You're Worth and Get It!'
Guest Expert: Kendall SummerHawk
Additional resources for this seminar:
Handout -- (PDF, 48K)
The Program:
Do you dread hearing, "So what do you charge?" Are you hungry to (finally) raise your fees but don't because you:
- Are anxious about the reaction you'll get from current clients (and don't want to risk offending them)?
- Keep comparing your fees to everyone else's (worrying that if you charge more than they do no one will hire you)?
- Charge far less than you KNOW you're worth (it's hard not to discount your fee when you really like someone and want to help them out)?
- Feel embarrassed or uncomfortable talking about what you charge (truth is, you'd work for free if you could afford to!)?
- Keep telling yourself you need to wait until you get more experience first (even though your clients rave about you!)?
- Don't have boatloads of clients right now so you think maybe it's best to wait (letting that voice of self-doubt creep in and take control)?
You're not shy about what a great job you do for your clients. Nor are you hesitant to confidently steer a client in the right direction, give them your best, and see their lives or businesses change because of how much you help them.
So why is it that when you hear, "So what do you charge?" your confidence seems to melt like butter left out in the hot desert sun? Something is missing from how most business owners decide what to charge, and Kendall has figured out just what it is.
Most speakers, trainers, and consultants want to charge more, they just don't know how and they're afraid to upset the apple cart by trying something new. So there you have it — the struggle between two competing desires, with you and your success caught in the middle.
You will learn:
- How to instantly increase your earnings 20, 30, or 40 percent (or more)
- How to let clients create their own "return on investment" reasons for hiring you (so you can avoid justifying your fee)
- How to stop guessing and confidently charge more using a proven system
- What you MUST do to break through your current income level (hint: it has nothing to do with raising your fees)
- How to powerfully present the nitty-gritty of your services so your benefits sell themselves
- How to nip self-doubt in the bud and banish "low pricing self-esteem" once and for all!
More about our guest expert:
Dubbed the "Horse Whisperer" for business, Kendall SummerHawk is a Professional Certified Coach, author of the book Brilliance Unbridled, an avid horsewoman, and a leading small business expert.
She is an expert at helping entrepreneurs move away from "dollars-for-hours" work and turn their brand into multiple streams of income. For free articles and Kendall's free audio mini-workshop titled, "7 Quick and Simple Tips to Brand, Package and Price Your Services for More Money, Time and Freedom in Your Business," visit her Web site.
www.KendallSummerHawk.com
'How to Get a Million Dollars Worth
of Free Television Coverage'
Guest Expert: Dian Thomas
The Program:
You know television appearances can skyrocket your career, spawn mega-book sales, increase demand for your services, and raise your fees. Your message can reach millions -- without paying expensive advertising rates! But you also know if you don't do well it can, at best, do nothing for your career, and at worst, prevent you from getting future television bookings. So how can you do it right? Dian will share the secrets of getting on and using television to your advantage.
You will learn:
- What it takes to be booked, capture free publicity and win television exposure
- How to invent an innovative news hook
- The best place to start your on-air experience
- How to deliver a successful interview
- How to drive your segment so you get sales
- Tactics for gaining additional media opportunities including how to leverage your television experience to national shows
More about our guest expert:
With over 25 years of public relations experience, Dian Thomas has more than 5,000 television and radio appearances. She was a regular on NBC's Today Show for 8 years, ABC's Home Show for 6 years and appeared on The Tonight Show and Good Morning America, in addition to many others. She has helped introduce products for Procter and Gamble, Kraft Food, Ocean Spray and the Beef Industry.
She is the author of 11 books, including the New York Times bestseller, Roughing It Easy. She has been entertaining and helping people across the nation for over 25 years. Her unique ideas for outdoor cooking, crafts and fun family activities have earned her the title, "First Lady of Creativity."
Being a successful media veteran, she knows how to capture free publicity and turn it into effective exposure and increased product sales. Today she will tell you about proven techniques and personal creativity that will help you secure bookings on TV.
www.dianthomas.com
'Increase Your Income by Using Direct Mail
to Sell Your Products and Services'
Guest Expert: Stephen Tweed, CSP
The Program:
Perhaps you've had good results with an e-marketing campaign. But you want to reach people in a less-temporary manner or reach people for whom you don't have email addresses. It's time to consider using a high-payoff method: snail-mail direct marketing. When you learn the nuances of this proven process, you'll get much better results than an email-only campaign for many products/services.
Over the past two years, Stephen has shifted his business from being a "consultant who speaks," to being CEO of a company with seven different specific revenue streams. In order to promote their growing revenue streams, Stephen and his son, Jason, launched an agressive electronic marketing program using their Web site and electronic newsletters. Yet they recognized they were missing a great opportunity in their 3500-member mailing list. They went back to using direct mail and doubled their teleseminar registrations. They also use direct mail to sell speaking engagements, public seminars, and consulting engagements.
Don't miss this opportunity to increase your income. Join Stephen and Jason Tweed for this interactive discussion of how to use direct mail in coordination with other marketing techniques to grow your business and raise your revenue.
You will learn:
- Defining your highest-payoff target markets
- Building your best prospect database
- Renting mailing lists: when and when not to
- Designing your direct mail campaign for maximum payoff
- Writing, designing, printing and mailing your direct mail piece in the most time- and cost-effective manner.
- Measuring the results of your marketing efforts to determine the best method
Additional resources for this seminar:
Handout -- (PDF, 135K)
More about our guest expert:
Stephen Tweed, CSP, 2002-2003 NSA President has some experience that will help you make more money. In 2004, he'll generate more than $100,000 in net revenue just from teleseminars. He's also getting speaking engagements from his telesminar clients.
Stephen Tweed has been a full-time speaker, author and consultant for more than 20 years. Over that time he has continued to sharpen his focus, both on the market segments he serves, and on the expertise he has developed as a healthcare strategist. He has started three companies and profitably sold two of them. He is the author of three books, including Strategic Focus: A Gameplan for Developing Competitive Advantage.
Today, Stephen and his wife, Elizabeth Jeffries, CSP, CPAE have a highly successful speaking business that is focused on three segments of the healthcare industry. They have narrowed their list of topics to position themselves as experts who speak professionally. More importantly, they have built a balanced lifestyle that enables them to work less, play more, spend more time together, spend more time with family, serve their church, and give themselves away as volunteers in their community.
www.tweedjeffries.com
'Master Back-of-the-Room Sales
Without Annoying Your Audience'
Guest Expert: Craig Valentine
The Program:
You've seen lots of speakers do it badly. They irritate their audiences and their clients. Sure they make some money, but they've alienated many who wouldn't buy anything and certainly won't recommend them.
So how do you sell BOR well—so they're not only lining up in droves to throw their credit cards at you, but also willing to sing your praises to the client and others?
Imagine seeing a crowd of excited audience members at your product table with expressions that say, "I can't wait to get my hands on this product." Then watch as they purchase bundles of your products.
Few know how to soft sell yet make hard cash. Craig is one of those rare speakers who knows how to embed the value of his products throughout his talk so people clamor to buy. And he does it without alienating folks.
Learn his secrets so you can not only serve more people by providing tools to enhance your presentation, but can make good money from those sales.
Even if you're giving a free speech, you'll walk away with fistfuls of sales. And guess what? Product sales feed your speaking engagements which then feed your product sales!
You will learn how to:
- plant seeds about the results of your offerings throughout your talk
- understand the right formula to entice your audience
- use the "Speaker's Cycle of Wealth" to sell more products and get more speeches
More about our guest expert:
Craig Valentine, MBA, an award-winning speaker and trainer, has spoken in 16 countries and 46 of the United States. A former Mid-Atlantic 3-time Salesperson of the Year for Glencoe/McGraw-Hill, Craig now helps salespeople experience better selling through storytelling and he helps managers and leaders get remarkable results through communications and change. He is the creator of the "Mastering Back-of-the-Room Sales" home-study course for speakers, and author of the groundbreaking book World-Class Speaking. His 52SpeakingTips.com site continues to help thousands of speakers present with impact and persuade with ease.
www.craigvalentine.com
'Uncommon Business Practices That Will
Make You Re-Think, Re-Position and Re-Tool
Your Business and Possibly Bring
You Gobs of Cash in the Process'
Guest Expert: Phillip Van Hooser, MBA, CSP, CPAE
The Program:
Can you challenge the conventional wisdom and thrive? You bet! Phillip Van Hooser did.
Listen as he explains why:
- taking any speech for any fee on your topic will serve to raise your fees
- negotiating fees can be a good thing
- bigger (as in staff, offices and inventory) is not always better
- creating products could be a really lousy idea
- hiring a speech coach could hurt your performance, not help it
- paying big bucks for product development is just plain crazy
- letting clients go can get you more income
- refusing referral fees can result in even more business
- working with speakers bureaus might stunt your professional growth
- missing family birthdays, dance recitals and ballgames may draw you closer to loved ones
Maybe you don't consider yourself a contrarian, but you occasionally find that some common "wisdom" touted by speaking, training and consulting self-proclaimed "gurus" just doesn't fit your personal business model. Maybe you want to grow your business, serve your clients better, get more repeat and referral business and sell more products, but you're just not sure how to make it all happen. Maybe you want to rethink and retool your business practices, but you're fearful of sacrificing where you are to get where you could be. If any of these statements ring true with you, our guest for this session will help you see a different perspective that might help you generate more passion, profits and personal satisfaction from your work.
Phillip Van Hooser has learned to challenge conventional wisdom while creating business practices that work for him, his clients, and his family. Hear the thinking that has resulted in his creating a thriving business, a solid bottom line and healthy family relationships.
More about our guest expert:
Since 1988, Phillip Van Hooser MBA, CSP, CPAE has spoken, written and consulted on leadership and customer service issues worldwide. From his experience as a manager for FORTUNE 500 heavy manufacturing and consumer products companies, he knows the leadership methods that inspire employees to improve their performance and productivity.
Phil is also a successful business author whose expertise has been published in numerous trade journals and publications including Investors Business Daily. In his best-selling book, Willie's Way: 6 Secrets for Wooing, Wowing and Winning Customers and Their Loyalty, he uses his encounter with one very special cabdriver to illustrate a proven customer service model that builds customer loyalty and improves profitability even in the most difficult business environments.
Through his masterful storytelling, Phil's audiences experience tried and true leadership and customer service lessons drawn from the real work world — ideas that can be quickly transferred to current circumstances to create immediate improvements.
A longtime member of the National Speakers Association, Phil has earned NSA's Certified Speaking Professional designation and he currently serves on NSA's board of directors. In 2006, Phil was inducted into NSA's Council of Peers Award for Excellence Speaker Hall of Fame.
www.vanhooser.com
'How to REALLY Use LinkedIn to Get More Customers
(WEBINAR)'
Guest Expert: Jan Vermeiren
Webinar video:
If you order the CD or MP3, you will get a link to the recorded video of the online webinar.
The Program:
More than 102 million people have a profile on LinkedIn, but the majority don't know what to do after that. They create a personal profile and then think customers will magically show up. They then become frustrated when that doesn't happen and complain that LinkedIn doesn't work.
Are you one of those who either hasn't posted a LinkedIn profile, or has posted one and that's about it? Would you like to know how to use this tool to find and connect with good-quality prospects? People who are actually interested in engaging someone like you? Would you like to expand your connections to people beyond your colleagues?
In this webinar, Jan shows you how to use LinkedIn to find your target buyer. He shares the techniques he uses to get himself more bookings as a speaker.
You will learn:
- The biggest mistake people make when using LinkedIn
- Why most people ask themselves what to do with LinkedIn
- The 5-step strategy to be successful on LinkedIn
- The 3 most important fundamental principles that will make or break your success on LinkedIn
- The 5 most important ways to find customers via LinkedIn
- The one tool outside of LinkedIn that is crucial to get results
- What to use LinkedIn for and what NOT to use LinkedIn for
- 7 tips for an attractive LinkedIn Profile, including how to set up your personal LinkedIn Profile as a lead-generating tool
- 3 tips for a compelling company profile that will attract more leads
Bonus: All webinar registrants and recording purchasers can receive the "light" version of Jan's eBook How to REALLY Use LinkedIn.
More about our guest expert:
Jan Vermeiren is the founder of Networking Coach and Europe's foremost expert when it comes to networking and referrals, and the author of the international bestsellers Let's Connect and How to REALLY Use LinkedIn.
Jan and his team are hired by large international companies like Alcatel, Deloitte, DuPont, IBM, ING, Mobistar, Nike, SAP and Sun Microsystems as well as by small companies and freelancers.
Jan is also a guest lecturer in the international MBA programs of Vlerick Leuven Gent Management School (Belgium) and RSM Erasmus University Rotterdam (the Netherlands).
Last, but not least: the Networking Coach team has been selected by LinkedIn to develop their worldwide classroom training programs and is the first worldwide certified LinkedIn training partner for their LinkedIn Live sessions.
www.janvermeiren.com
'Prospect Triage: Identifying and Separating
Those Who Are Great to Work With
From Those Who Aren't'
Guest Expert: Jerry Vieira
Additional resources for this seminar:
Handout-- (PDF, 2.8M)
The Program:
You love it when clients are organized, cooperative, respectful, and results-oriented. You wish all of your clients were like that. But what if they're not? How do you identify those who are likely to drag their feet making decisions, bury your requests for vital information, give only lip service to wanting to engage you, or string you along with "Yes, we want to do something; keep in touch" or "Send a detailed proposal for us to consider," then implement your ideas in-house?
Wouldn't it be great if you knew how to identify tire kickers and wheel spinners from the start, so you could focus only on prospects who are serious? Or knew how to deal with those who are just tapping your brain without any intention of hiring you? Jerry Vieira will identify eight common client types, how to know whom you're dealing with, and with whom to invest your time. You'll learn to discern the unproductive types — the Stuck-in-the-Mud-People, Takers, Opportunists, Boss-Made-Me-Do-Its, and Don Quixotes. And you'll learn how to gravitate toward those who really need and want to do something — the Terribly Troubled, Frustrated Drivers, and Sincerely-Growth-Oriented.
You will learn:
- how to read the signs that tell you which of the eight buyer types you're dealing with
- details on each type's approach to business and working their approach into your project/presentation
- how to determine if someone is worth investing your time with
- what early-warning signs to look for
- diagnosing, confronting and overcoming barriers to project success
More about our guest expert:
Jerry Vieira is the president and founder of the QMP Group, Inc., a Portland-based management consulting firm that helps business-to-business companies rapidly turn underperforming divisions, product lines and service offerings into significant and reliable profit contributors.
In addition to guiding turnarounds and transformations for his client companies, Jerry frequently publishes articles on his theories and lectures throughout the US and in Europe, thereby energizing owners and managers to maximize their performance.
He has delivered QMP workshops, lectures and keynote addresses at numerous public and private venues, including the Stanford University's Japan Trade Center, American Electronics Association Executive Forums, the Helsinki School for International Trade, and Price Waterhouse and KPMG hi-tech forums.
www.qmpassociates.com
'The Art of Saying What You Do
So People Actually Want to Know More'
Guest Expert: Brian Walter, CSP
Additional resources for this seminar:
Brian provided a detailed handout for his session. When you purchase the CD or MP3, we will email you a link for downloading the handout.
The Program:
It happens on airplanes. At cocktail parties. At business events. Every week you are repeatedly asked the single most opportunity-laden and awkward open-ended question you ever hear in your professional life: "What do you do?" The embarrassing truth is deep down most speakers fear that question. A question that should be professionally energizing is actually a source of huge stress and ineffectiveness.
Why? Because according to Brian ... most people suck at it. In fact, even the "experts" who teach you how to share your theoretically audible logo/defining statement/brand positioning/elevator speech have got it wrong. Many are actually telling you to do the very things that will take an interested listener and send them running away from you (not compelling them to want to know more about you). Brian's method is different — so much so we've never heard anyone else share such solid wisdom on this topic. His ideas just work: people will want to hear more about what you do, who you are, and how you could help them or their connections.
If you want to turn those initial 5 seconds after "What do you do?" into a golden opportunity to get gobs of business, don't miss this session. In Brian's SNN teleseminar you'll experience a completely contrarian approach to crafting your answer so that it does exactly what you want.
You will:
- Learn exactly why your current response to "what do you do?" is likely turning AWAY prospects
- Make the shift to progressively revealing what you do in a dialogue instead of a self-defeating monologue of "marketing speak"
- Adopt a powerful three-part formula that will make your answer — and you — compelling and memorable
- Be introduced to five advanced "For example ..." formats to conversationally communicate the impact of your services on clients
More about our guest expert:
Brian is a unique blend of consultant, speaker, writer, producer and humorist. His passion is helping companies maximize the use of meetings, executive presentations, training, videos, newsletters, and live interaction to substantially impact business outcomes and "live" their brands.
Brian works with clients to manage their internal messages and amplify their brand story. He creates customized strategies and "Extreme Meeting" formats to reinforce top corporate priorities and change unproductive employee beliefs.
More about Brian
'Building a Brand New Keynote
from the Ground Up'
Guest Expert: George Walther, CSP, CPAE
The Program:
Suppose you've been presenting acclaimed business seminars for years or decades, and then one day your gut screams out that you must follow your true passion and radically transform your work to become an inspirational keynoter.
You think a very seasoned speaker just waltzes out on stage with a completely new keynote? No way! Where do you start? How do you craft this new talk? Whose help should you seek? How do you assess the risks and rewards? What precarious pitfalls and marketing mistakes must you avoid?
George Walther, CSP, CPAE has earned acclaim for his business presentations through decades of hard, deliberate work. Recently, he decided to create a new presentation rooted more deeply from his heart and not based on anything he'd done before. It was a surprisingly difficult process for someone who's been speaking professionally for over 25 years.
See a demo on YouTube of this new talk.
If you are curious about how you might adapt what he went through, George explains exactly what he did to develop an entirely new keynote that took two years to create. He unveils the precise creative process that brought his new presentation to life.
You will learn:
- How to know when you should listen to your gut and transform your old topic, even though you love delivering it and your audiences dig you.
- The three questions you must ask yourself now, and the honest answers that will lead you to the new topic you should be talking about.
- The step-by-step process George used, starting with a blank flipchart page and a key brutal breakthrough insight, …refining the outline, …testing the waters, …adding drama, props, and humor, …and finally unveiling the ever-evolving latest production.
- How to secure professional help in crafting your new program. George will explain exactly how he has benefited (and hasn't) from speech coaches and humor consultants.
- The "creativity continuum" and how to decide where you want to play on it. (One extreme upsets people, but gets you noticed. The other never annoys anyone…and blends you in with the mass of mediocrity. So, where should you be?)
- Whose candid feedback you must get, and how to get it. (The worst questions to ask are the ones everybody else asks. There's a simple secret to getting colleagues, bureaus, and audiences to tell you what they really think.)
- The biggest blunders George made in creating, marketing, and delivering this new keynote, how each has contributed to the topic's success, and how you can avoid them.
More about our guest expert:
George Walther, CSP, CPAE has been known for years as a business authority with sales, marketing, and communication books and audio/video programs popular around the world...but is now a keynoter with an absolutely unique presentation. He's the only speaker out there who is a direct descendant of a famous American cannibal and who has also vagabonded through 99 countries…so far.
www.georgewalther.com
'Maximizing the Journey:
Save Time, Money, and Aggravation
While Turning Dreaded Trips into Adventures'
Guest Expert: George Walther, CSP, CPAE
The Program:
As speakers, trainers and consultants, travel is part of building and maintaining your business. Are you enjoying the process of traveling to gain fame and fortune? Face it, you're going to keep on flying, no matter how much "mailbox money" is coming in. You can either dread each schlep to the airport, or decide to take every possible step to enjoy the journey.
After travels in 96 countries (so far), George has figured out myriad ways to enjoy the process of getting there, no matter how onerous a journey might seem.
Each of George's tips applies to both a routine speaking trip to Boise or an adventure trek to Belize City. New York and New Guinea are not much different in that you can make getting there enjoyable by embracing these tips.
You will learn how to:
- prepare for the trip as the start of the fun, as well as save money and ensure maximum frequent flyer/guest benefits
- run the airport gauntlet with ease and finesse, no matter where in the world you're departing
- ensure high-quality service along the way with some uncommon techniques
- guarantee that you'll arrive refreshed, with these novel in-flight tips
- hit the ground running by applying unusual time- and stress-reducing tips upon arrival and at your destination
More about our guest expert:
George Walther is an acknowledged expert at boosting your sales, customer service, and communication effectiveness. His three books — Phone Power, Power Talking, and Upside-Down Marketing — have all been published around the world in many foreign language editions. He is one of fewer than 100 professional speakers to hold the National Speakers Association's highest award for platform excellence, the "CPAE," as well as the highest professional speaking designation, the "CSP."
George caught the travel bug early, and it remains one of his passions. He had a college job with TWA and often vagabonded around the world during spring break, summer, and Christmas holidays. He hitchhiked extensively on every continent except Antarctica; slept in village huts in highlands of New Guinea, stayed with tribal leaders in Africa, hiked ancient Inca trails in Andes, visited Angkor Wat temples, and hit many world high points. He still travels widely, now at the request of multi-national corporations who use his expertise to help them communicate better (and these days he usually sleeps in hotels).
www.georgewalther.com