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
You make a name for yourself by:
- Building a personal brand
- Building a sales process around that brand