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New Consultants – 3 Techniques To Use Instead of Sending a Fancy Demo Tape or Speakers Kit to Land Speaking Engagements
New consultants have been told that they need to spend thousands creating professional level demo tapes as part of a speaking kit. These kits are to be mailed upon request to those contacts interested in reviewing the speaker for consideration of an upcoming engagement. With that being said many speakers would consider that having a kit would be mandatory.
When if fact there not, having these expensive professionally produced marketing kits have very little if any impact on your ability to provide exactly what the client wants. Think about it do they want to see you give a speech to another group or to theirs? Do they want to read about what you've done for others or see what your doing for them? When watching your video, are you solving their needs or yours?
So what should you do instead? How do you get around spending the usual two thousand dollars on a pro kit? Begin by understanding that they have a need and its not to just to have anyone come in and speak, consider there audience, and most importantly consider their expectations. That's what I recommend you do, begin by helping your prospect, by giving value immediately.
Start by using the questionnaire strategy, this strategy gives you and the client instant value. Its not an opportunity for you to brag and it doesn't waste the clients time while they watch you speak to some other group. Consider the fact that the subject that your speaking about on tape is not likely the subject your clients needs, and therefore makes watching your demo tape a waste of their time. Moreover there are likely gaps between subjects and speakers that's causing them to miss out on overlooked opportunities.
This is an opportunity for you to add value, and here's how;
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Set up a Strategy Secession – In person or over the phone - during this meeting your going to ask them what they need – if cost and time was not a factor what would they need.
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Teaching Plan - Ask them to share with you the Teaching Plan they intend on giving via speeches and than review recent speakers and the subjects they spoke about, to assess if they are in-line with their goals.
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Create a Course Adjustment Plan - offer to help them meet their plans by suggesting other professionals who can fill the gaps and help them realign their teaching.
As you can see you can actually offer significant professional assistance without sending a single piece of marketing material. However if your contacted for promo materials, offer to meet with them instead so that you can help them meet their needs, fill any gaps and realign their presentations to meet their goals. Inform them that your interested in offering value, not in just collecting a fee, this is a great strategy to acquire clients and speaking engagements for any new image consultant.
About the Author
If you're ready to learn more about how to Write a Book and Scale it into a $4,000 - $10,000 Teaching, Training, Coaching, and Consulting program than go to; http://www.adaptonadime.com for your FREE "Fast Start Guide"
Check Ebay for marketing kit products.
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