July 2009

In this Issue:
-  Note from Susan Levin, founder
-  New & Renewing Speakers/Authors
-  Tips & Advice
-  Article: When the Price Isn't Right: How to Respond to Bargain Buyers
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Message from Susan Levin


Talk Up Your Business was a great success.  We met 40 eager professionals who were interested in learning how to grow their business and income through speaking. I talked about the Top Ways to Make Money as a Speaker and Jack Barnard shared how to create Powerful Presentations. Click here to  see short videos on my blog from the event.   We answered lots of questions and had a wonderful salad bar luncheon.




Many of the attendees signed up for more services.  These folks are ready to move their speaking practice to the next level.  Are you?  I have two summer events that you might want to consider.  The Speakers'Bootcamp is a five intensive July 30-August 3.  This is the Mercedes of all of our events.  When you attend you will be branded, media coached, and receive a dynamite template that will allow you to do any length presentation anytime on any subject.  Also the Bootcamp is interactive, limited to 20 people and we video you.  Take a look at the information, testimonials, listen to a Q & A audio and look at a few of the videos that were made at past Bootcamps. 

The second opportunity is The BizSpeak & Video Workshop  which has been moved to July 19 & 20.  There is still room if you want to attend.  This is where professionals will actually get to do three or four one to two minute video segments that they can use in various ways and we will coach you ahead of time .sss

The next  Speakers’ Summit is Oct 19 & 20 make sure to mark your calenders.  In the photo to my right is Denise Wakeman-one half of the Blog Squad.  She and Patsi Krakoff will be speaking at the next Summit and you will not want to miss their presentation.

FYI: Former Summit attendees can take advantage of the $397 fee and the three for one offer and new attendees will pay $597 and be able to bring two colleagues for the one fee of $597.

The MP3’s and handouts from the May '08 Summit are ready for you to purchase.  See http://www.speakerservices.com/products/detail/88 .  You can see a one minute video on each of the speakers’ program plus you can order single MP3’s or all 6 MP3’s at a very reasonable cost.  We also installed a shopping cart for easy purchase and almost all of our CD’s are available as MP3’s.   See all of our products at http://www.speakerservices.com/products.

Are you interested in being a host on a radio show?  Meet Tony DeMaio of Big Media USA.  We have created an alliance with him and he would be happy to talk with you and also offer you a generous Speaker Services discount.  He can be reached via e mail at td@bigmediausa.com.

July teleclasses for the Speakers’ Community include: July 17- Jill Lublin- Get Noticed-Get Referrals learn more and July 28 - Lisa Sasevich  Seed & Grow Rich learn more .  Not a member of the Speakers’ Community you can come on the teleclasses and receive the mps for a reasonable fee. 

This month's article is When the Price Isn't Right: How to Respond to Bargain Buyers written by Vickie Sullivan .  She talks about when the market tightens, bargain shoppers come out strong, and it seems that every prospect wants a discount from you. It's tempting to relent, just to get the deal done.

Hey give me a call if I can assist you in any of your speaking needs.  I am delighted to chat with you and get to know you better.

And have a great 4th of July.


Susan Levin
Speaker Services & Speakers’ Community
310-822-4922 PST
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Meet our New & Renewing Speakers/Authors, July ‘08
Click here to see listings of Featured Speakers/Authors
http://www.speakerservices.com/categories/featured.html

Eileen Gould -  Author, Video - S. California
Interior designer/contractor takes fear out of remodeling and shows how to shift from living in your space to loving your space.
Green Business, Interior Design, Lifestyles, Senior Issues
http://www.speakerservices.com/speakers/detail/330

Dana Lightman  Ph.D. - Author, Video   -- Pennsylvania, Nationwide
Experienced keynoter and psychotherapist presents unique POWER Optimism system that shows how to create the outcomes you want…regardless of the circumstances.
Leadership, Personal Development, Women's Issues
http://www.speakerservices.com/speakers/detail/320

Vanessa Smart-- Los Angeles County, San Fernando Valley, Santa  Clarita
Career coach links clients with franchise opportunities that click with their criteria and create a perfect match.
Business Opportunities, Coaching, Entrepreneurship
http://www.speakerservices.com/speakers/detail/329

See all entire list of Speakers/Authors:
www.speakerservices.com
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TIPS AND ADVICE
 
Call for Speakers  Hollywood Goes Green- December 9-10 
 
Discover how Hollywood can promote environmental strategies and still generate revenue Join the only Hollywood based conference designed to educate and inspire the entertainment industry professional on how to use your creative talent and business expertise to influence environmental awareness to create change.
 
Be part of this industry wide gathering for an in-depth exchange of ideas and meet industry influencers who share your passion for protecting the environment.
 
Our topics include Film, Music, TV, Games, Internet, Fashion, Design, Food, Energy Solutions, Building, Automotive, Marketing, Advertising, IT, Data Services, Consumer Electronics and Product Design.
 
For more information, call 310.417.8800 x.400 or go to 
Now accepting speakers until August 15 for limited   spots, so apply now. There is no charge to speak.
 
Speaking Spots nclude:
 
* Keynotes
* Fireside chats with prominent   journalists
* Roundtable panel discussions   with 3-5 speakers
* Presentations Workshops for guilds and unions on   specialized topics
* Case studies presented by  solution providers and end user clients.
 
Please fill out the Speaker Submission Form  to be considered for panel discussions, presentations, keynotes,   case studies and fireside chats. Also please send us an email with your speaker name, title, bio, and topics of expertise to: green@ihollywoodforum.commailto:green@ihollywoodforum.com .
 
For more leads see SpeakerLeads.com
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New Resources:
 - Merchant Accounts-Shopping Carts, Transcription Services, Virtual Blog Tours click here for more info
 
- Website Evaluation and copywriting  - call Susan Levin
 
- Business Expert Webinars - Click here to learn more  password is BEW http://www.businessexpertwebinars.com/private/BEW_Program_Overview.mp3  then contact Lee Salz lsalz@salesdodo.com for an appointment.
 
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The following information is from Dan Poynter
www.parapublishing.com
 
BRIAN JUD HAS CREATED A NEW PROGRAM TO SELL YOUR BOOKS TO NON-BOOKSTORE BUYERS – on a commission-only basis. He will place your book’s cover and a 100-word description in a semi-annual catalog that goes to 1800 sales people nationwide. These reps sell on a non-returnable basis to corporations, associations, schools, military and government agencies.
 
There is a set-up fee of $200 for the first title, and decreasing amounts for additional titles. Brian will purchase books from you on a non-returnable basis at 60% off the list price to fill orders. You will also send him 10 copies to keep on hand for samples. Sign up at
www.premiumbookcompany.com  by July 1 to be included in the first catalog or contact Brian at BrianJud@premiumbookcompany.com with questions.
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STORIES REQUESTED:
 
Am working on an advice book for COLLEGE-BOUND STUDENTS.  I would like to open the chapters with one-liner "do's and don’ts" from those who have already navigated those waters.  Topics include dating, studying, roommates, grooming, finances, etc.  Humor is appreciated but not required!  Credit will be given for all submissions selected for
inclusion.
--Kimberly L. Hall, Echo House Publications,
 khall@echohousepublications.com
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Publisher of CHRISTIAN INSPIRATIONAL BOOKS needs true stories for two future books: Second Edition of One Touch from the Maker and Lost to the Prison System.
 
Second Edition of One Touch from the Maker will continue in the same style as the first. We need true stories of people who have been in prison turned around by salvation for Lost to the Prison System.
 
Compiler, Pat W. Kirk pays for published work, but you won't be able to
quit your day job. Go to http://makerstouch.typepad.com/writers_guide_your_touch_/ for instructions and email address.
 
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ARTICLE
 
When the Price Isn't Right: How to Respond to Bargain Buyers
 
By Vickie Sullivan, Contributing Editor Rain Today
 
When the market tightens, bargain shoppers come out strong, and it seems that every prospect wants a discount from you. It's tempting to relent, just to get the deal done.
 
How do you respond when someone doesn't want to pay your price? Your reaction depends on three things: your motivation, your ego and your brand.
 
1. Reacting to Their Reaction
 
The sales conversation is going well – you want to work with this prospect and they are excited about you too. Then comes the "money question": They ask how much and you tell them. And they go into shock.
 
What happens next depends on the motivation behind your pricing strategy.
 
Worried about leaving too much money on the table? Then you assume that you've over-reached and start scrambling back. Concerned about your sales pipeline? Then you'll discount as if your business depended on it.
 
Neither of these scenarios have anything to do with the client – it's all about your confidence in your pricing strategy.
 
Instead of offering an immediate discount, interpret their reaction as a springboard to learn more. My favorite approach: the "I'm just curious" response. It goes something like this: "Gee, it sounds like this range was more than you were expecting. That happens to me too – I usually have a figure in my head when I'm looking for solutions. I'm just curious: what were you thinking it would take to get (enter result you just discussed here)?"
 
If the fee is too low, then you have an opportunity to educate. If their fee is in range with another option, explore that. If they say, "I don't know," then I suggest they think about getting a budget. Ignore any histrionics; either the prospect isn't ready or it's a negotiation ploy.
 
If you are secure about your prices, feedback from prospects won't throw you and you don't worry about leaving money on the table. And, if you do leave money on the table, not only have you learned a valuable lesson – that "right" price is one both parties agree to – but you've also made a mistake you won't ever make again.
 
2. Winning the Battle, Losing the War
 
Personal growth gurus say perception is reality. And for many prospects, perception on price is based on comparisons. Therefore, sticker shock can occur when shoppers have visited the bargain basement firms first.
 
Most folks will justify their reaction by telling you what others are charging. When they do, it's tempting to meet or beat that price to "take" the client from a competitor. Sometimes we estimate to win instead of pricing for profit. Our ego becomes bigger than our bank account.
 
Competition is a healthy thing – until we decide to beat our competitors at all costs. Conventional wisdom is to low-ball the entry price to gain client loyalty.
 
The reality: These clients will bolt at the first hint of price increase, making the marketing costs to get them profit-prohibitive. So why do we do it? Because in the heat of battle, it feels so good to win. Ask any auctioneer or e-bay power seller.
 
Instead of launching a price war, take the comparisons one step further to point out the differences. An effective approach is the "who you use depends on what you want" conversation.
 
When someone brings up another name, I'll say something like "That company is so great at (enter what I don't want to be good at.) If you are looking for that, they are your best bet. If you want (enter what I'm better at), then it's worth the extra investment to get what you really need. You deserve that. And otherwise, why take a bigger risk than you have to?"
 
If they need what you have and can't afford the high-ticket solutions, then go for a lower-cost option. Again, you are educating folks without diminishing your brand.
 
While it's good to know what others are charging, don't give bargain firms too much power. Keep your ear to the ground so you're not surprised by the lower price points, and plot your defense ahead of time with comparisons and a variety of options. Your reaction will come off as calm, confident, and ready to walk away.
 
3. Negotiating for Fun and Profit
 
The recent RainToday.com Fees and Pricing Benchmark Report: Consulting Industry 2009 gave statistics on what we already surmised: well-branded firms can charge premium prices and discount less often.
 
Yet, there are always those negotiators that just have to ask. Your brand determines how much they will push for and how little you have to give up.
 
There are two kinds of negotiators: the "Hey, it doesn't hurt to ask" folks who don't want to miss an opportunity to pay less, and the "discount or die" prospects who don't believe in paying full price for anything, period. The former will buy anyway if they want you bad enough, and the latter will walk away regardless of their desire if you don't give up something.
 
Well-branded firms can afford to be magnanimous without giving away the store. When a negotiator asks for a discount, ask for something immediately. My favorite question: "If we can agree to a discount, will you decide right now and pay me in full, in advance?"
 
If not, they are either not ready to buy or want something for nothing. Stick to your price and prepare to walk away or offer another option. If they agree, then negotiate a discount. It's a win-win.
 
Again, it's all about perception. People do what they think they can get away with. And even if the chances are slim, it doesn't hurt to ask.
 
A strong brand puts you in the power position. If prospects believe you are worth your premium price, they won't expect a bargain-priced discount. They'll be happy with a smaller discount and will see what you ask for as a fair trade.
 
Winning with Bargain Buyers
 
Everybody discounts. Yet, we gripe about it and do it anyway. When we keep our motivation clear, our ego in check, and our brand strong, we don't backpedal when bargain shoppers approach us. Our response doesn't depend on theirs. We can negotiate confidently. And when that happens, everybody wins.
 
Vickie Sullivan,  President of Sullivan Speaker Services, Inc. is nationally recognized as the top market strategist for experts on the professional speaking circuit. Since 1987, she has worked with thousands of experts in a wide variety of industries to launch their big-fee speaking, professional service and book/product empires in highly lucrative markets. Contact Vickie by e-mailing info@sullivanspeaker.com.