Mar 23, 2017
My problem: How do I get
companies to pay me a lot to do a presentation?
My Story: I met a guy at a house
party. He’s getting business but not me.
There comes a moment when you
realize you need to step up your game
It has nothing to do with your
product
- It’s
about EXPOSURE
- I
built a sales process but it wasn’t too effective…I couldn’t charge
high fees
My problem: Why do they pay one
guy high fees versus another guy?
It’s all about IMAGE
Value is based on what surrounds
an item, not what the actual item is
- Art
piece in a museum surrounded by glass & alarms = high
value
- The
more someone charges, the more it’s about them, not what they
do
My Story: Got video footage from
restaurant magic
I focused on IMAGE
- Video
testimonials
-
- Focus
on the EMOTIONS - ‘this is the reaction you’ll get when hiring
me’
- Bigger crowd pictures/videos
-
- Venue
determines value (restaurant vs white house)
- I
persuaded an company to have it in a banquet room instead of
restaurant
- Website - does it look good?
-
- Contact page: ‘for media inquiries,
contact….’
- ‘For
availability’ vs ‘If you want to hire Benji’
- Didn’t focus on social media
‘likes’
WARNING: don’t get caught up in
IMAGE to a point where you’re not SELLING
“If your number of social media
followers is bigger than your bank account then you’re building
your business wrong.”
Then I built a sales
process
- Started with cold calling & switched to
email
- People responded in similar ways = Created
templates
- Schedule my days to contact people
- Hotel
crash on some days
When I was at an event:
- Recorded testimonials & asked if they ‘would
hire Benji’ for their event
- Asked
the meeting planner to record testimonials
- Got
business cards and followed up
While doing this I SAVED
MONEY
- Wasn’t desperate for a gig = I can ask for more
& not care if I lose it
Over time, I started getting
higher paying gigs
You make a name for yourself by:
- Building a personal brand
- Building a sales process around that
brand