A touch of background first: A successful, journeyman level speaker, serving associations and corporations, I routinely received fees of $3000 to $5000-6000 for 1 to 3 hours of programs. I got 1 or 2 bookings a week. What does this mean to you: Start by being truly outstanding at what you do. Build a solid foundation. Stand out from all others. Be unique and unduplicable.
Then, take these actions:
Action 1.:
Market
outcome of your services, and not services themselves. (I marketed success in business of speaking. Nobody else did that).
Market results of your work, not work itself.
Action 2.
Give a money back Guarantee of success. In writing. With teeth. (The first few years, I gave back some money. Since 1995 nobody has legitimately requested their money back.)
Give a real money-back Guarantee.
Action 3.
Don't allow scoundrels to get at you. Make your Guarantee conditional upon specific performance by other person. ( Mine is simple. " Do what I guide you to do and document to me that you have done so." That's all.)
Protect yourself from scoundrels.
Action 4.
Do exhaustive research. Spare no expense. Make yourself very best on earth at what you do. Do more that is required. Do more than is expected. Do more that anyone in their right mind would do.
Be best, very best at what you do.
Action 5.
Stimulate referrals. Let your clients or customers know they are rewarded for referring folks who invest in what you offer. Give appropriate gifts, depending on size of ticket. My product is $4000 to $6700. I give a choice of gifts, $300 in cash. $300 to their favorite charity in their name. $300 in products.
