Fees remain a topic of unending interest according to my mail, so here is a compilation of tips and ideas. Any two or three that you can use will probably increase your profits immediately.
1.Establish value collaboratively with the client.
2.Base fees on value, not on task.
3.Never use time as the basis of your value.
4.Don’t stop with what the client wants. Find out what the client needs.
5.Think of the fourth sale first. Fees are cumulative, not situational.
Be a Star: 8 Tips to Make the Most of Your TV Appearance
I am very confident this will all happen! It has taken me 5 years but all of the Toastmasters training (I co-founded a Bay Club chapter with Patricia Fripp), the classes such as yours, and the never say die attitude are paying off. It is like striking oil…long time drilling and then suddenly a gusher!
Read More...Marketing for Consultants: Sell-Yourself Tips for Consultants
More information on marketing yourself as a speaker, seminar leader or consultant is
https://fripp.wpengine.com/sales_training.html
Sales Generation: Prospecting Tips for a Slow Economy
3. Keep in touch with your present clients more frequently. Not just asking for referrals. The better your relationship with them the more they will want to send you new prospects.
Read More...Publicity: The Dos and Don’ts of Dealing with the Media
As a speaker, you probably know how important publicity is to the success of your business. But the truth is, many speakers, high-level executives and even marketing and public relations managers (and maybe you’re one of them) make crucial mistakes when dealing with the media – and then they end up on reporter’s block call or spam e-mail lists. The good news is, by being aware of the more common dos and don’ts of dealing with reporters and editors, there are many steps you can take to avoid these pitfalls!
Reporters,
Public Relations: The Fifteen Most Common Publicity Mistakes
For example, saying the wrong thing to a reporter may only cost you a quote in a national magazine. But in advertising dollars, that quote could have been worth thousands. And you never really know who would have read the interview. Maybe a reporter for USA Today or maybe Oprah’s producer (or maybe even Oprah herself). Plus, what about all the time, money, and effort you spent in getting that reporter on the phone?
Read More...Public Speaking: Getting a Second Date With a Venture Capitalist
I discovered that executive speech coach and close colleague, Patricia Fripp has been helping entrepreneurs perfect their ten minute “speed dating” presentations to venture capitalists, so I asked her for seven of her best tips.
Here is what she shared with me:
Successful Marketing Means that You Identify Prospective Clients
This is positioning yourself in the market. (Remember how Avis advertised, “We try harder.”) As an example, when other advertising consultants do presentations, they talk about budgets, print versus TV, soft versus hard sell. I position myself by emphasizing that you start by targeting your audience, positioning your product, and creating distinctive selling propositions. Lots of mom-and-pop businesses, confronted by super stores, can’t compete or even survive unless they find a unique niche to fill.
Read More...Customer Service Secret
“If you roll out the red carpet for a billionaire, they won’t even notice it. If you roll out the red carpet for a millionaire, they expect it. If you roll out the red carpet for a thousandaire, they appreciate it. If you roll out the red carpet for a hundredaire, they tell everybody they […]
Read More...It is Not Your Clients’ Job to Know How They Can Hire You Again
My best client is Dan Maddux, the Executive Director of the American Payroll Association. He is a popular speaker himself on marketing and frequently invited to speak at the National Speakers Association. He often tells keynote speakers, “It is your responsibility to let me know how I could hire you again. I don’t read your […]
Read More...
