For Experts, Entrepreneurs, Consultants, Coaches, Speakers, & Professional Service Firms
Two Kinds Of Experts Will Show Up In 2010: The Nice-To-Haves And The Gotta Haves. Which One Will YOU Be?
Now
is the Time To Be the
"Gotta Have" Person In Your Market
Wow. Now that 2009 is in the rearview mirror, it's time to look forward to 2010. As you have probably heard, the recovery will not be the rising tide that lifts all boats. It will create a different kind of roller coaster ride.
A
Noisy Market Is
Getting Louder
Here's some background: during the meltdown, a lot of people curled up in the fetal position and rode out the recession. (I'm sure none of you did that but plenty of others did.) Now that the "recovery" is underway, everyone and their dog will "get out there" to take advantage of it. Cutting through the clutter will be critical in 2010.
And it gets more interesting. Some experts will get attention from the buyers who will immediately reject them. And this decision will be set in stone; buyers will ignore any future efforts to connect. What happened? These folks were compelling enough to get initial attention. But because of the way they described themselves and what they do, buyers relegated them to the "nice to have someday" category. That's why folks will stay on your list but not buy anything. They are curious but not convinced.
It gets even more interesting. 2010 will be the year of "free stuff." For some folks, this tactic will be effective. But not for everyone. Because of the recession, buyers look for free stuff to serve their "nice to have" needs. The thinking: There's no risk, so why not? Result: Because of all the free information out there (thank you Chris Anderson!), anything (and anyone) in the nice to have group gets what I call the "I only want your free stuff" response. (That's when buyers will take your free offers, but never purchase your services or invite you to speak.) See how that great tactic can backfire? For the nice to haves, free is the biggest competitor next year.
Another holdover from the recession: the focus on urgency. Buyers may love who you are but if they don't believe they need you right now, they move on to someone else. And you guessed it: they put you in the "nice to have someday" category. Once you have someone's attention, describing the value you bring is a deal-breaker now.
Two
Kinds Of Experts:
One Will Fail, One Will Thrive
Bottom line: there will be two kinds of expert who show up in 2010. The "nice to haves" are good, competent and talented people. They work hard; they are bright. And they will be relegated to either the "let's get this for free" or the "put this in the pile for later" responses. The "gotta haves" are very similar to the nice to haves. They are just as bright and work just as hard. But they get a different response. Buyers approach them with "Here's what we need" instead of "what do you have for me?" Buyers go into logistics mode – when they start talking about the “when and how” you'll work together – instead of comparing you to their other options.
To compete in this noisy market, you have to be the "gotta have" person. And that's where I'm going to play. I want to help you get that immediate market reaction. When you tell folks what you do, I want them to say "We gotta talk!" When you sit down with your ideal client, I want them to forget about their other options and focus on logistics.
Announcing... Extreme
Mini Makeovers |
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To do that, I'm announcing the Extreme Mini-Makeover Series for new revenue for 2010. What you get:
Ten 60-minute action-packed conference calls focused on what to say that bring buyers around.
"I just listened to your first class in the Mini Makeover. Wow! I can see how to completely re-do my bio page to make it more intriguing and compelling. I am a new speaker and it is great to hear how using ALL of my work experience can overcome my lack of formal speaking experience. I'm so glad I signed up, and can't wait until next month's call!"
Kimberly Amadeo
World Money Watch
"Before meeting Vickie, I struggled with developing a branding platform as a professional speaker that delivered a clear message about my offerings and established my credibility as an industry expert. I have received lots of advice from others about the best approach; however, my "hot seat experience" with Vickie was like no other coaching session I have ever experienced. Her high-spirited, gung-ho style of delivery was exactly the turbo charge I needed. In the end, I walked away with a clear, focused strategy that defined my brand designed to open doors and winning the hearts and minds of clients and prospects. I have already taken major steps to promote my speaking career and with bigger paydays! Thanks to you Vickie, I’m fired up and ready to go!”
Paulette M. Bethel, PhD, CMC
Global Executive Coach
The schedule and topics:
Call
#1: |
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Call
#2: |
Intriguing Introductions: Great Ways To Say Who You Are And What You Do. It's the same question everyone asks: what do you do? In this session, we'll focus on having a compelling answer that will start conversations, joint ventures, all sorts of opportunities. I'll give you my one-of-a-kind formula to create killer intros for hot seat participants. Use my techniques for networking events, those short little bios at the end of your articles, and on speaker intros. |
| Call
#3: March 23, 2010 3 :00 PM Pacific / 6:00 PM Eastern |
Marketing Messages For Blockbuster Brands: Package Your Approach For Urgency. OK, we know you're brilliant. The problem: too many ways to package your message. In this session, I blend the latest market intell with your passion to focus on the most compelling messages that get the "gotta have" fees NOW. |
| Call
#4: May 11, 2010 3:00 PM Pacific / 6:00 PM Eastern |
Ten Second Sound Bites: Make Your Points Memorable For Media, Sales Conversations and More. Let's face it, everyone has the attention span of a humming bird. In this session, we'll focus on how to turn your vast brilliance into snippets that folks can't get enough of. There's no time for war and peace -- you have to make your point in seconds. Great tools for speeches, media, sales conversations -- anywhere you need to stand out. |
| Call
#5: June 22, 2010 3 :00 PM Pacific / 6:00 PM Eastern |
Blockbuster Books: How To Position Your Next Best Seller. Bottom line: everyone and their dog is writing a book. It's time to cut through the clutter and make sure your book addresses urgent challenges in an unique way. I'll position book ideas for high speaking fee, professional service assignments and of course, brand you as the gotta have expert! |
Call
#6: |
Media Mania: Articles and Media Campaigns That Generate Leads. It's true: you need media mentions to get traffic to your website and calls from prospects. In this session, we will cut through the clutter with clever media campaign ideas that apply your expertise to the gotta have category. We will also cover how to choose the best publicist and the big question: how to convert your publicity into leads. |
| Call
#7: Aug 24, 2010 3:00 PM Pacific / 6:00 PM Eastern |
Hot Speech Topics That Get High Fees And Repeat Business. Yes, the speaking market is chaotic and crowded but you can still stand out with killer speech topics. In this session, we will turn your bright ideas into topics that put you on top of the buyer's must have list. We will focus on getting speaking engagements and making that speech get you clients. |
| Call
#8: Sep 21, 2010 3:00 PM Pacific / 6:00 PM Eastern |
Your Magic Trick: Creating A Signature Style That Buyers Can't Get Enough Of. High-fee buyers are looking for more than great content. They want more than great presentation skills and look for that compelling "voice" that can't be ignored. This session focuses on defining your signature style. We'll create custom formulas for hot seat participants that brand them every time they open their mouths. |
| Call
#9: Oct 19, 2010 3:00 PM Pacific / 6:00 PM Eastern |
Electronic Marketing: Be "Gotta Have" On The Internet. Everyone is on the Internet, churning out content. How can you stand out in a sea of good ideas? Learn how to make this powerful tool work based on the latest trends. Focus is on demonstrating your "gotta have" persona AND how to convert conversations into connections and connections into opportunities. |
| Call
#10: Nov 23, 2010 2:00 PM Pacific / 5:00 PM Eastern |
Sales Conversations That Close Business. Getting leads is one thing. Closing them is another. In this session, we'll drill down on specific sales conversations for hot seat participants. How to get on the short list, overcome objections, negotiate fees, all that stuff will be covered. |
"This week's session was a totally brilliant analysis ... It left me personally in no doubt as to which course to follow! Of course, all your insights are brilliant -- this one was just exceptionally so."
Philippa Gamse
Websites That Win
"Vickie's sessions were intense, but incredibly productive. I had some doubts about making a commitment, but the proof was in the pudding. My first seminar brought in enough new business to almost cover the entire investment. I'm on my way, thanks to Vickie!"
Martin D. Gould, Principal
Focalize Now
Investment for the series: $497. That's less than $50 per call.
Want
One-On-One Attention?
Be On The Hot Seat
If you want to participate in the hot seats, I would love to have you. That's only $197 extra. And don't worry about giving away your secret brand - I'll share the proprietary stuff in a private 30-minute debrief call with you. And yes, that will be recorded too.
Let's talk investment. The investment is $497. That's less than
$50 per call! And keep in mind, I charge (and get) thousands
of dollars. This is pennies on the dollar folks.
Want to participate? No problem! I take hot-seat applications for every topic. If you are selected, you will get one-on-one time with me during the call, and -- to say thank you for participating -- you'll also receive a special 30-minute private debrief after the session. All for an additional $197 per session. Email Vicky Likens at Vlikens@sullivanspeaker.com for an application.
"I was fortunate enough to be on the 'hot seat' when you were in Boston. You gave me so much of your knowledge, experience, and insight. The opportunity to work with you changed my thinking process in a very meaningful way. Thank you so much for sharing the crucial tools that I need to become a "Gotta Have" speaker. I will be back for more."
Troy Smith
"Being on Vickie Sullivan's 'Here's The Deal' Hot Seat for 10 minutes was worth the year's price of admission. I needed a solution and I needed it fast. Her laser-focused insight pointed my business platform in the right direction, fueled the tank, lit a match, and blast off! She gave me such a boost that I think I'll be able to achieve escape velocity from the gravitational pull of the recession."
R. Alan Smith
Momentum Strategist
Build Momentum Now!
Since 1987, I've launched thousands of thought leaders into high-fee markets. This experience has taught me one thing: Buyers form opinions about you based on the information you give them. These opinions get set in stone fast. Those who know what to say about themselves and their value become the "gotta have" people and get hired for speaking, consulting, coaching, and get more book and product sales too. Those who use the wrong words, well, these nice to haves may not recover at all next year.
I hope you will allow me to unleash your brilliance next year. Here's to a fabulous 2010!
Be brilliant,
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P.S. Let's face it - this recession has used up a lot of reserves. How much can you risk doing the wrong thing? Can you really afford to experiment, hoping that this brand or that idea that may not work? Can you easily replace the money - or the time you spent - on something that put you in the nice to have category? It's now time -- as we used to say back home in Oklahoma -- to fish or cut bait. Take advantage of this offer TODAY!
P.P.S.
If you want to make money in 2010, the Extreme
Mini Makeover is the fastest way to do that. How much money
are you leaving on the table right now?