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Speaker Marketing 4Profit:
Marketing Before, During & After Every Speech to Get More Speeches, More Consulting & Higher Sales of Educational Materials
100% of the Business from 100% of Your Customers—Worthy Goal
Getting 100% of the business...
Requirements for Getting 100% of the Business from 100% of Your CustomersSM
Lifetime Value
The Real Reason Behind 100% of the Business From 100% of Your Customers
Other Reasons to Calculate Lifetime Value
Pre-Speech Marketing
Pre-speech marketing is key to post-speech profit
Pre-speech communication
Pre-speech conditioning
Company newsletters/publications
Postcard mailing
Telephone calls
The real value of pre-speech telephone calls
Making your telephone calls more meaningful
Reducing your no-show factor
How Ed Peters used pre-speech marketing to get hired over better known speakers
“In” Speech Marketing
Set up the room 4Profit
Meet everyone
Introductions that help you sell
Target the introduction message
Make the introduction fit your topic
Get audience involved early and often
In-speech survey
Use a survey to get rehired
Use a survey to make money
Handouts that make money
How to make your handouts “keepers”
Getting your clients to pay for handouts
Handouts not a place to save money
Naming your handout
I don’t like referral but I love to be referred
Forget referrals, get referred
The 4Profit Speaking System for getting referred
Sample referral letter
What if your colleagues don’t send your letter?
Make it easy for your clients to use your referral letter
You want referrals? Pay for them
How much compensation is enough?
Compensation for referrals even when you don’t get the business
4Profit techniques for getting referrals
Selling "products"
Selling from the Platform
Hate selling from the platform—get over it!
What are you afraid of?
Selling from the platform is a skill
The selling script
Required elements of the sales presentation
Timing—When to sell from the platform
When to use the order form
Selling books throughout your speech
Book selling script
Selling air
Get paid more by adding air
Double your profit
Characteristics of air
What you have for air
How to sell air
Examples of speaker air
Evaluation Forms
Evaluation forms that get you hired
Designing an effective evaluation form
Post Speech Marketing
Post speech summary report
Post speech summary report purposes
Post speech summary report elements
Post speech summary report—speed sells
Customer/Prospect Communication
Why most customer/prospect communication doesn’t work
4Profit Customer Communication Plan
Objectives of a Customer Communication Plan
Execution of a Customer Communication Plan
Elements of a Customer Communication Plan
Setting up a Customer Communication Plan
Example of a Customer Communication Plan
Customer Communication Plan details
Content ideas of a Customer Communication Plan
Delivery mechanisms of a Customer Communication Plan
How to get your communication noticed
4Profit Customer Communication Plan case study success1
4Profit Customer Communication Plan case study success2
Correspondence rules that will get you rehired
Database Marketing
Database Goldmine of information for speakers
Secrets to using your customer database
How to use your customer database to “get 100% of the business from 100% of your customers
Follow Up
Follow-up with your audience
How to get your follow-up letter to your audience member before they get home
How to end telephone tag
Marketing Materials
Marketing materials that sell don’t sell at all
Marketing materials that have value to the customer/prospect
E-Marketing
Electronic newsletters
How to write
How to distribute
How to get email addresses from your audience
Gifts
Gifts for customers
Unique gifts for customers
Business Cards 4Profit
Elements To Include On Your Business Card
4Profit Ways to Give Your Business Card
Never Give Your Card Without Writing on the Back of It
Where to Get the Best Business Cards Printed
Need A Graphic Designer for Your Business Card?
Sales calls
Unique sales call that gets noticed every time
Holiday cards
Forget sending holiday cards!
Networking
Networking mistake every speaker and salesperson makes!
Networking lesson of a lifetime—“I’ve got Ernie”
Teleseminar
How to get invited back for only $30—Teleseminar
Benefits of a teleseminar
Mechanics of a teleseminar
What’s costing you the most profit? Missed sales opportunities…
Telephone answering
Dumb company policies
Another dumb company policy
Dropping the ball
Dropping the ball (again)
Customer satisfaction & profit
Relationship between profit and customer satisfaction
What are the lessons?
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