You're listening to “The School of Client Attraction.” Marquel Russell is the founder of Client Attraction University, a marketing consultancy helping you attract clients on autopilot and scale your business while working 50% less.
Quick disclaimer: a side effect of listening to the show is more clients, more profits, more freedom, and it's more impact in your business. Now, here's your host, Marquel Russell.
Marquel: Hey, what's up, my friend? Marquel Russell here, and in today's episode of the School of Client Attraction, I’ve got something really cool that I'm going to share with you that’s a little bit different.
I don't really promote myself as a speaker. I don't even necessarily categorize myself as a speaker. However, speaking is a great way to generate revenue and a ton of revenue at one time, right, if you do it the right way.
Now, here's the thing. Most people who aspire to speak or want to speak or want to get on my stages, I think they limit themselves by always feeling like they’ve got to get paid upfront. I think that's really robbing yourself because, in reality, there are two other ways that you could still get a keynote fee. [01:08.6]
When I say keynote fee, I'm talking about a keynote fee could be relative, but I'm talking about anywhere from $10,000, $20,000, $50,000, $100,000 or more for speaking for 45 to 90 minutes, right? I'm going to share with you exactly how to do it.
Now, the first thing you’ve got to do, most speakers, they don't have an offer, right? They don't have anything to offer outside of them speaking on stage. The first thing you’ve got to do is you’ve got to have an offer. Now, when I say an offer, you want to have an offer that you can sell where you don't have to be in person to sell it. I'm not saying another speaking gig or none of that type of stuff, but something productized and that you can actually sell and it's more leveraged. This can be a course. It can be a coaching program, a lot of different things like that, right?
Now, if you want to know a cool way to do it, we’ve actually got a training that shows you how to make it and how to package your knowledge and expertise and make $100,000 a year or $100,000 a month from your knowledge and expertise. [02:00.8]
If you want that, you can get it inside of our Seven-Figure Client Business-Building Bundle, and you can get it for free. All you’ve got to do is text the word “podcast”, P-O-D-C-A-S-T. You text that to (904) 447-5274. That's (904) 447-5274, and you can actually get the entire bundle and it includes that training to show you how to create this particular offer.
That's the first thing you’ve got to have. You want to have that, because when you go speak for that 45 to 90 minutes and you do a great job, people are going to want more of you, so you give them something, right? That's one thing you’ve got to have.
Now, there are a couple of ways to offer that, so we're going to get into Part 2 now. How do you offer this thing? There are a couple of different ways to offer it.
No. 1: you can pitch from stage. A lot of people pitch on stage, but you’ve got to be really skillful to know how to sell from stage. It's a whole skill in itself. You can sell something. It can be anywhere from $500 to $20,000, $25,000 or more, depending on how skillful you are and how confident you are on the stage. [03:00.4]
Another thing you can do, which I tend to do most, is you can actually generate leads. You can do a lead generation. You can say, Hey, I want to give y’all something free. I'm going to give y’all my slides for my presentation and I want to give y'all some other cool stuff as well. Take out your phone and text this specific thing. Then when they text that specific thing, now they're going to become a lead. They're going to get more value from you and now you can continue to give them more value ongoing and nurture them and create a relationship. Now when they are ready do business with you, you're top of mind because they keep seeing you over and over and over again.
But if you only made the pitch on the stage and you just were focused on that, the majority of people aren't going to buy then. What about those? You still want to be able to serve those, so that's why, for me, it's more value in the relationship than the revenue in that particular moment. That's the approach we take. That's No. 2.
Now, No. 3 is when you get on stage, whether that's virtually or live, you’ve got to make sure you overwhelm, for the lack of a better term, overwhelm them with value. You want to give them a ton of value to the point where they want more of you, they want to be more in your world and they want to and may consider doing business with you, right? [04:11.2]
That's very, very important. You don't want to go up there, just put focus on sales, seeing how much money you can pull out in the room like a lot of platforms speakers call it. You want to say, Okay, how can I go ahead and add more value? Typically, I will tell in the pitch when I'm speaking, Hey, look, my goal here is to add more value per minute than any of the other speakers and that's my main focus, and I do that and we tend to do pretty well in terms of helping more people outside of the event from doing that.
A lot of times I go speak at events, I've never really got paid to speak. Maybe once. I mean, sometimes I even pay for my own flights and hotels and things of that nature, depending on the event. Now, we do take upfront fees, right, for those who want to book us and pay us upfront and all that. We're totally here for that. But I wanted to share with you a way for the those who can't demand a keynote fee right now, some other ways you can actually speak for free and still get a keynote fee, and, of course, you definitely want to leverage some of the tools, all the tools actually, in terms of generating leads and creating offers in sales and all that good stuff—and you can get all that inside of the Seven-Figure Client Business-Building Bundle, and you can get it for free by texting “podcast”, all one word, to (904) 447-5274. [05:17.3]
Thank you so much for checking out this episode. Have a phenomenal day because you absolutely deserve it. Talk to you soon.
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