'How to Build Your OWN Online Video Platform'
Guest Expert: Scott "The Nametag Guy" Ginsberg
The Program:
YouTube is for losers! Video isn't the future — it's the PRESENT! Unfortunately, because video is so ubiquitous and easy to do, the bar has been raised. And the concept of "some guy in a room holding a camera," isn't going to cut it anymore. You need to build your OWN video platform!
As speakers and entrepreneurs, you need to know how to leverage video to your advantage, not only to promote your business online, but for downloadable and hard-copy products.
You will learn how to:
- leverage cultural trends, barriers and phenomena that stand in your way of boosting your fan base through online video
- master the timeline of video first impressions so your viewers don't tune you out
- find resources available to make the video learning curve non-existent
- use a multitude of channels to promote your online videos
- create online learning communities, message boards and other fan-building resources
- use the most important question in entrepreneurship for your video platform
More about our guest expert:
Scott Ginsberg, a.k.a. "The Nametag Guy," is the author of eight books, an award-winning blogger and the creator of NametagTV.com, an Online Training Network that teaches you how to GET noticed, GET remembered and GET business. Scott was recently selected as a "Top Young Entrepreneur of 2008" by the St. Louis Small Business Monthly, and has also been featured on The Today Show, CNN, USA Today and in the Wall Street Journal, Cosmopolitan, and Fast Company, and inducted into the Hall of Fame of Ripley's Believe It Or Not!
www.nametagTV.com
'Be More Funny, Make More Money®'
Guest Expert: David Glickman
The Program:
All things being equal, the funnier speaker gets hired. Period. In today's competitive speaking market, you cannot afford to be mildly amusing. You must be funny. Really, really funny. When people talk about you (behind your back — which is a good thing) you want them to say, "What an incredible speaker! Great content — and hilarious!" Meeting planners are looking to get the biggest bang for their buck — they need their speaker to be both informative and entertaining. Let's say the meeting planner has narrowed down their choice to five speakers — all of whom share the same expertise on the topic and all of whom have approximately the same fee. They will always choose the funniest one. Period. It's very simple — be more funny, make more money.
You will learn:
- How to add humor to even the most serious subjects
- How to customize material for your specific audience (Because the more specific the humor, the more terrific the humor!)
- How to increase your humor writing skills exponentially
- What to do if your humor were to fall flat — and how to turn that into an advantage
- How to use your humor as a strategy to increase bookings
More about our guest expert:
David Glickman is the Chief Writer for FunnierSpeeches.com, a humor-writing service that "puts (funny) words in your mouth." He has performed "humor punch-ups" for over 100 professional speakers and executives. In addition to his humor writing, David is also a professional speaker and comedian, having performed over 2000 programs since 1985. So you can rest assured he is not just dealing in theory — he continues to "put his funny where his mouth is." Bestselling humor writer Dave Barry says: "Humor isn't really that hard. There are things that work, and things that don't work, and you can learn those things! David Glickman will teach you. And if you do what he says, you will be funny."
www.FunnierSpeeches.com
'Strategies for Attracting High-Payoff,
Long-Term, Repeat Clients'
Guest Expert: Paul Goldner
Additional resources for this seminar:
Session Handout -- (PDF, 250K)
The Program:
Most speakers, trainers and consultants want is a steady stream of business without having to do what they don't like — sales. Yet to be successful in this business you must know sales strategies to focus on the highest-payoff clients. By learning key sales strategies, you'll identify which clients to invest time in, and how to pursue clients that are a good fit for you. If you have a sales/marketing staff, you'll want them to attend, but it's critical that you hear this info yourself so you help create the focus.
During this dynamic session, you will learn how to make your speaking business soar!
You will learn:
- How to select the best prospects for your speaking/training/consulting business
- The best way to measure a potential client's buying potential
- How to create a strategy to target the highest-payoff, long-term, repeat clients
- What is the single best sales strategy for having sustained success in this business
- Where to obtain the prospect list you need to be most successful
- How to create a dynamic and comprehensive sales and marketing campaign
- A systematic way to keep in touch with high-potential prospects
More about our guest expert:
Paul Goldner, CSP, is an author, speaker and entrepreneur. He is the author of Red Hot Cold Call Selling: Prospecting Techniques That Pay Off! which was was selected by Executive Book Summaries as one of the best business publications of 1995. He is also the author of Red Hot Customers: How to Get Them, How to Keep Them, which has been endorsed by Selling Power Magazine and every major professional selling organization.
Paul's sales and motivational programs have energized audiences through out the world. In addition to his programs to corporations, He has appeared on CNBC's "How to Succeed in Business," has been quoted in the Wall Street Journal, and has presented at the national conference of the American Society for Training and Development. He is also a frequent speaker at the American Management Association and is a member of both the National Speakers Association and Toastmasters International.
Today, Paul is chairman and president of his second entrepreneurial venture. He recently sold his first company, which he founded and led to become a multinational corporation with in excess of $100 million in sales.
www.redhotsales.com
'Selling to the Corporate Market:
The Who, What and How of It'
Guest Expert: Mitch Goozé, CSP
The Program:
Corporations are where the big money is. But how do you get into this well-paid market? Learn from a former Fortune 200 Company Division President and CSP how to get more business from corporations. Whether you're after big companies or mid-sized companies, we'll discuss the key actions you need to take.
You will learn:
- The difference between selling to "big" companies vs. mid-size and small companies
- Do you go after HR or somewhere else?
- What should I say in a letter or phone call?
- What are the keys to getting hired?
- How is this different from the association market?
- What topics are corporations interested in?
- What doesn't work?
More about our guest expert:
Mitch Goozé is the president and founder of the Customer Manufacturing Group. His broad scope of business experience ranges from operations management in established firms, to start-up and turn-around situations and mergers. A seasoned general manager, he has headed divisions of large corporations and been CEO of independent firms, always focusing the company strategy on the most important person in business — the customer. Prior to founding Customer Manufacturing Group, Mitch was president of Teledyne Components, a division of Teledyne, Inc., from 1985 until 1990.
Mitch's unique expertise in determining strategic positioning at the corporate or product level has resulted in the cornerstone element of the Customer ManufacturingTM System — Customer/Solution Definition. For years he has used his Who, What and How assessment methods to help companies define what their customers are buying that they can't get from anyone else. As a recognized expert in marketing, strategic business planning, and customer relationships, Mitch has been invited to speak by business groups across the globe. His ideas have helped thousands of senior executives to gain a competitive advantage in their market through the assessment and redesign of their System to Manufacture CustomersTM.
He is a member of the Board of Directors of Hunter Associates Laboratory, Intisys, and Telesensory Systems. Mitch is a past member of the Board of Directors of The American Electronics Association and ASUCLA, and The Board of Advisors of the Leavy School of Business at Santa Clara University, and is a founder of the International Center for Professional Speaking in Phoenix, AZ.
Mitch has been an invited guest speaker and published author for over fifteen years. His book It's Not Rocket Science: Using Marketing to Build a Sustainable Business was published in 1997 and is in its second printing.
Mitch is a graduate of the University of California, Los Angeles (UCLA). He did graduate work in electrical engineering at the California State University, Long Beach, and graduate business studies at Santa Clara University and Heriot-Watt University, Edinburgh, Scotland.
www.customermanufacturing.com
'What It Really Takes to Sell a Lot of Product'
Guest Expert: Mitch Goozé, CSP
Additional resources for this seminar:
Session Handout -- (PDF, 400K)
The Program:
Selling product is key to a thriving speaking/consulting business. You know you should be selling more. But there is so much to consider, and so much conflicting information on the best products to produce and how to sell them. If you're like many information entrepreneurs, you're confused about
- Which products should you focus on producing (CDs, videos, webinars, books, home-study guides, etc.)?
- How do you sell them for maximum profit (BOR, Internet, direct marketing, pre-sales, magalogs, etc.)?
- What level of quality do you need (world-class to "home-made")?
Mitch Goozé, CSP, author of two books on marketing as well as an expert on direct marketing, will review these issues, and then focus on the one critical element he has found to selling more products and making more money.
You will learn:
- Some of the best practices in product development and sales shared by speakers and consultants in the last 12 years.
- How to take the best action NOW to increase product sales (no matter your level of involvement with products or years as a speaker/consultant)
- The most critical issue in being able to sell lots of product (and it's not finding the "right" product to sell)
- How to determine what level of effort you should put into product development/sales and why
More about our guest expert:
A recognized expert in marketing, innovation and leadership, strategic positioning, and customer relationships, Mitch Goozé has addressed groups throughout the world, winning high ratings for his energetic presentation style and results-oriented approach.
His ideas have helped senior executives from more than 4,000 companies define their market niches, manage innovation, develop and implement practical, workable plans, and realign their efforts to focus more closely on the customer.
Mitch is the author of two books on marketing -- It's Not Rocket Science: Using Marketing to Build a Sustainable Business, (IMI, 1997,2002) and The Secret to Selling More: It's Not Where You've Been Looking, If It Were, You'd Have Found It Already (IMI 2001). He has been a principal with Customer Manufacturing Group since 1991. Customer Manufacturing Group helps its customers increase marketing/sales performance through process improvement management.
www.customermfg.com
'Creating Add-On Options
to Explode Your Income During Tough Times'
Guest Experts: Warren Evans, CSP and Kit Grant, CSP
The Program:
You're most likely leaving money on the table in most of your engagements. By building in non-standard services, you can increase each client's bill significantly, while adding tremendous value. Discover additional revenue sources from each engagement and expand your possibilities with tools and tips that positively impact your relationship with the client. Differentiate yourself in the marketplace by altering your perceptions of that relationship and taking action on steps that others may not be aware of.
You will learn:
- how successful speakers add value and revenue from the first conversation
- some common missteps that are costing you money
- keys to dramatically increasing repeat and referral business
- how to use your on-stage performance as a key marketing tool
Why Kit & Warren:
With more than a combined 65 years in the speaking business, Warren Evans and Kit Grant are active keynote speakers having delivered programs on six continents. Both have earned the Certified Speaking Professional designation, both have been inducted into the Canadian Speaking Hall of Fame and both are past presidents of the Global Speakers Federation. With a wealth of knowledge about what works in the business and from the platform, each holds a reputation for no-holds-barred candor.
www.wevans.com | www.kitgrant.com
'How to Start a Blog:
A Step-by-Step Guide'
Guest Expert: Tom Gray
Additional resources for this seminar:
Tom provided an extensive and detailed handout showing all the steps involved in setting up a blog, along with additional material not covered in the audio presentation. When you purchase the CD or MP3, we will email you a link for downloading the handout.
The Program:
You've heard it over and over: You must have a blog. Yet figuring out how to do it never gets to the top of your to-do list. We know your pain. So we're here to help! We set up a blog step by step. Tom walks Rebecca through the process and you can follow along. Additionally, he provides a handout for reference in case something isn't clear.
You will learn:
- Why you must blog (you'll be surprised at some of the reasons)
- How to set up your blog for little or no money
- Whether you should host your own blog or have someone else do it — advantages and disadvantages of both
- Setup specifics: choosing a name, selecting a design, using pictures and a whole lot more
- How to simplify subscription using Really Simple Syndication (RSS)
- How to write for blogs, including creating posts that are search-engine friendly
- How to get your tree noticed in a forest of 24 million blogs — the ins and outs of publicizing and promoting your blog
- Alternatives to blogging such as wikis, squidoo, vlogs and audio blogs ... Oh my!
- Blogging resources — where to turn when you don't know where to turn
More about our guest expert:
Tom Gray has been using the Internet to promote his and his clients' businesses since 1996. He works with top speakers such as Mark Sanborn, Eric Chester, and Laura Stack in helping them craft and deliver their marketing messages effectively using ezines, websites, blogs and other online media.
Website: www.GeMSolv.com
Blog: The Evolving Internet Marketer
'How to Build a High-Traffic Website
and Convert That Traffic to Sales!'
Guest Expert: Tom Gray
Additional resources for this seminar:
Handout -- (PDF, 80K)
The Program:
Why is it that speakers spend days, months, and years crafting and polishing their platform presentations but balk at spending 30 minutes polishing their web, blog, and newsletter content? Yet time consistently spent on the latter can be crucial in getting to do more of the former.
Do not listen to this recording if you have all the web traffic, blog readers and ezine subscribers that you can handle buying more of your services and traffic than you have available. However, if you would like to increase your traffic and monetization, invest an hour and find out what you're missing.
In other words, if your web presence more closely resembles a Field of Pipe Dreams (if you build it, they most likely won't come and if they do show up, they won't buy any popcorn) than a Field of Dreams (bleachers are packed and the concession stand is humming), you'll benefit from this fast-paced, overly informative hour.
You will learn:
- Content is king but the natives are restless, or "I have a back button and I know how to use it!" Offer the right content to attract and engage your audience and keep them coming back.
- If you don't ask, they won't buy. Effectively merchandising your site.
- What you don't measure, you can't improve. Why Google Analytics is your best friend and the critical metrics that really matter.
- Plan your work and work your plan, using editorial calendars and other tools to deliver consistent, persistent messages to your target audiences.
- Why your blog should be the flagship of your social networking strategy.
- Why "give to get" is food for business.
- SEO for dummies and professional speakers/trainers/consultants too!
More about our guest expert:
Tom Gray has been a featured presenter on using the Internet to build business and profits at the NSA National Convention (2 times) and for local chapters. He's worked to help craft and implement effective Internet marketing strategies for professional speakers including Eric Chester, Mark Sanborn, and Laura Stack, as well as a diverse range of companies from hangar builders to physical therapists. Tom is married to a wonderful wife and is the father of two great kids. He lives in Lakewood, CO.
www.gemsolv.com
'Secrets of Creating and Selling
eBooks and Making a Mint'
Guest Expert: David Greenberg, CSP
The Program:
You want to make more passive income. You don't want to schlep products to your presentations nor have thousands in your garage. You've heard of people selling eBooks and raking in the dough. Yet you don't know where to start. David's electronic products business generates well into six figures. Does he just sit back and collect the money? Is this really passive income? Can anyone do it? David will share what he's learned about creating and selling eBooks so that you can cash in on this new product medium.
You will learn:
- How writing an eBook is different than writing for other books, articles, Web sites, etc.
- How to avoid the biggest mistake David made that could bankrupt the average speaker.
- How to make sure you don't lose your shirt in the process.
- How to prevent your product from being passed around.
- What's an appropriate ratio of eBook content to sales copy for other products.
- How eBooks are priced compared with hard-copy products.
- How to sell eBooks back of the room.
- How to write promotional copy for eBooks for selling from your Web site.
More about our guest expert:
David Greenberg, CSP is the presentation coach to numerous professional speakers and business executives. He's the author of Simply Speaking! The No-Sweat Way to Prepare and Deliver Presentations, Forget Your Title, We're All in Sales! and Death by PowerPoint! He is the winner of the Toastmasters International state championship for presentation coaching, and through his company, Simply Speaking, Inc.®, he has helped more than 100,000 people to be powerful communicators.
A few years ago, he decided that he wanted to grow the passive income side of his business and started selling information products on the Internet. In just a few years, he has been able to add well into six figures to his annual income -- and he doesn't have to leave home to do it!
You can find some of his products on his Web site, along with some of the tools he uses for his Internet business, many with free or low-cost trial offers, and his free e-newsletter dedicated to delivering winning presentations.
www.davidgreenberg.com
'Profit from New Book Publishing Options'
Guest Expert: Clint Greenleaf, CPA
Additional resources for this seminar:
Handout -- (PDF, 636K)
The Program:
Publishing has changed dramatically in the last few years. What used to work no longer does, and you have many more choices. Which publishing model should you use? Clint compares current publishing options (traditional, self-publishing, new technology and independent publishing), their pros and cons, and how to decide which model is right for you. He also talks about book sales in the traditional space (bookstores, airports, online, etc.) and non-traditional outlets.
You will learn:
- the current publishing options and how to determine which is best for you
- why some models are a fast track to nowhere and others are burgeoning
- why few speakers will have bestsellers
- how to capitalize on your own marketing efforts
- the keys to success (and how to avoid the pitfalls) of each option
- tips on selling via various outlets
More about our guest expert:
Clint Greenleaf is the founder and CEO of Greenleaf Book Group GBG, an Inc 500 Company a leading publisher and distributor with several NY Times and Wall Street Journal bestsellers. Clint (a CPA) sits on the University of Texas Libraries Board, blogs for Inc.com, and is a regular guest host on Fox Business Network. He sits on the AOL Small Business Board of Directors and has been featured in the Wall Street Journal, Inc magazine, Fox, MSBNC, Money magazine, Mens Health, Forbes and Entrepreneur. Clint speaks about publishing and entrepreneurship across the country and internationally at conferences, seminars and schools.
www.greenleafbookgroup.com