You want more bookings. And higher fees. In this short article, I reveal
true story of strategies I used to get both- and how you can do it too, starting tomorrow morning: She let me into her living room cautiously, curiously. I quickly selected where I'd put lamp. If I were to get this dollar-down-dollar-when-you-catch-me account opened, she'd have to find lamp irresistible. It was a gorgeous Chinese red table lamp, selected with demographics and psychographics of neighborhood in mind.
I plugged in lamp. It changed spirit of her ordinary living room instantly. When she heard terms, she got her purse and pushed a dollar bill into my waiting hand. Diamond Furniture had another installment account. (Then a tiny storefront operation, this retailer is now dominant furniture store in Northeast Philadelphia.)
My prospect saw a rosy picture-with her as hero. I, working my way through Temple University, had another sale. My Uncle, owner of store, had an account that might yield many thousands of dollars in repeat sales for long years into future.
Fast forward 10 years: Now representing an office furniture manufacturer to retailers, I convinced Harvey Blank to buy 1000 catalogs of my products with his company name, Blank Desk, boldly printed on cover. His prospects would not toss out this resource because it had durable value. When ready to buy, they'd call him. I painted rosy picture-with Harvey as hero. He secured a great promotional piece at a token cost. I enjoyed mega-commissions for years to come. Treated my family to a pool in our back yard.
Fast forward another 10 years: Now, I was in smog-infested Los Angeles, selling homesites where sky is blue and air is sweet-in sunny Arizona. I described life near great fishing, on healthy high desert, yet only 20 minutes close to Hualapai mountains and tall trees. Smiling, I described what life could be like for my prospects on weekends now and full-time after they retired.
I painted a rosy picture-with my prospects as heroes. The terms were easy enough. He looked at her. "What do you think, honey?" Within 2 minutes we were writing up deal. By now I was enjoying life in Malibu, looking out over ocean view from my dining room. Life was sweet.
When I became a self-marketing speaker, I used same strategies to propel my bookings into six-figure stratosphere.
What has this to do with you enjoying more success as an expert who speaks? Stay tuned and see how you can cause your world to be your oyster. How you can get more gigs and higher fees. How you can soon enjoy lifestyle you long for. Here's how:
In your mind's eye, place yourself in mind and heart of your prospect. Your prospect is a decision maker with need for a topic such as yours-plus budget and authority to hire you to speak or train.
