Selling Bigger Virtual Packages with Laurie Guest

09/17/20 • 41 min

The Wealthy Speaker Podcast – Jane Atkinson

Quote: “When we sell, we’ve got to be focused on providing the solution to the pain and what value is that bringing to the organization.” Laurie Guest

Are you building enough value into your virtual offerings? Are you standing tall in your virtual fees? On this episode of The Wealthy Speaker Show, we welcome back Laurie Guest to talk about how she shifted her mindset and created brand new virtual packages to accommodate her clients during COVID.

After more than two decades in the healthcare industry, Laurie founded her own speaking and training company, Guest Enterprises, Inc. Today she is seen as the “go to” resource for customer service and staff development.

Highlights you won’t want to miss:

The one phrase that shifted Laurie’s mindset. 2:30
Finding your new “superpower”? 6:00
Why you need to be crystal clear in your package pricing. 10:00
Putting together package options. 14:30
Speak the language that solves their problem. 18:45
Stimulate, don’t distract. 24:15
Remember the value of your message. 33:15
How to recreate “stage side selling”. 36:30

Click to Tweet: Are your clients embracing your virtual offerings? Join me to hear Laurie Guest share her ideas about how to make your virtual packages irresistible.

Laurie’s newest book, The 10¢ Decision: How Small Change Pays Off Big provides a unique style to learning about the guest encounter with an integrated team approach. When not on the road, Laurie enjoys life with a husband, two grown kids, and a puppy named Otis.

If you would like some great tips that will help you create the “must have” options for your clients, you simply can’t afford to miss this episode!

I hope you’ll download and learn.

Links:

Laurie’s website: https://laurieguest.com/

Laurie’s book: https://laurieguest.com/book/

Laurie’s previous podcast with Jane: https://www.speakerlauncher.com/sweet-spot-pricing-with-laurie-guest/

Quote: “When we sell, we’ve got to be focused on providing the solution to the pain and what value is that bringing to the organization.” Laurie Guest

Highlights you won’t want to miss:

The one phrase that shifted Laurie’s mindset. 2:30
Finding your new “superpower”? 6:00
Why you need to be crystal clear in your package pricing. 10:00
Putting together package options. 14:30
Speak the language that solves their problem. 18:45
Stimulate, don’t distract. 24:15
Remember the value of your message. 33:15
How to recreate “stage side selling”. 36:30

Click to Tweet: Are your clients embracing your virtual offerings? Join me to hear Laurie Guest share her ideas about how to make your virtual packages irresistible.

If you would like some great tips that will help you create the “must have” options for your clients, you simply can’t afford to miss this episode!

I hope you’ll download and learn.

Links:

Laurie’s website: https://laurieguest.com/

Laurie’s book: https://laurieguest.com/book/

Laurie’s previous podcast with Jane: https://www.speakerlauncher.com/sweet-spot-pricing-with-laurie-guest/

Previous Episode

Creating Your Rockstar Attitude with Mark Schulman

Quote: “It’s my job to entertain, engage and inform at the highest level possible.” Mark Schulman

Over the past several months we’ve been taking a close look at speakers who are making virtual presentations work to their advantage. When speaking with Diane Goodman of Goodman Speakers, one name kept coming up in the conversation...Mark Schulman. So, on this episode of The Wealthy Speaker Show, I asked Mark to join me to talk about how he has successfully honed his offerings to a virtual platform and how he’s created his rock star life.

Mark has enjoyed an unprecedented career over the last 30 years as a first call drummer for world-class rock and pop artists. He has been voted ‘Top 3 Pop-Rock Drummers’ in the 2014 and 2019 Modern Drummer Readers Poll and was the featured cover artist in the May 2019 issue. Mark has done four record breaking world tours with P!NK and is featured in 3 of her DVDs. Mark has also played with Cher since 1999 including her two biggest tours, ‘Believe’ and ‘Farewell Tour’.

Mark’s resume reads like a “Who’s Who” of international Rock n’ Roll royalty including acts such as BILLY IDOL, FOREIGNER, SHERYL CROW, STEVIE NICKS, BEYONCE’ and so many other world–class artists. He has drummed with VELVET REVOLVER at Ozzfest and for a crowd of 225,000 at Glastonbury Festival with SIMPLE MINDS. Mark's book 'Conquering Life’s Stage Fright’ shows people in all industries how to harness doubt, fear and anxiety as it relates to any performance or presentation and transform that into clarity, capability and confidence.

Highlights you won’t want to miss:

The coolest journey to the speaking platform. 1:20
Even if you’re a celebrity, you still have to be a great speaker. 8:00
Transitioning from musician to speaker on the stage. 9:40
Embrace change to manage it. 14:45
Is virtual here to stay? 18:45
Supporting powerful women. 22:50
Staying grounded, grateful and balanced. 26:30

Click to Tweet: Need a little help upping your attitude about virtual offerings? Join me to hear P!NK’s drummer, Mark Schulman share how he successfully made the shift from music to the speaking platform.

As a celebrity speaker, Mark provides three simple concepts to boost attitude and performance for all attendees through compelling stories about working with world class artists like PINK, Billy Idol and Cher, drumming performances with video and high energy audience interaction. To date Mark has performed over 1500 music seminars and public speaking gigs and has performed for over a billion people in his career!

If you could use some renewed energy on making the shift to virtual and some great advice to make it epic, you simply can’t afford to miss this episode!

I hope you’ll download and learn.

Links:
Mark’s website: https://markschulman.com/
Mark’s email: [email protected]
Mark’s books: https://markschulman.com/the-merch/
View Mark’s speaker reel: https://vimeo.com/439042197
Images: https://www.speakerlauncher.com/v-fest-mark-fish-eye/
https://www.speakerlauncher.com/markschulmanpink/
https://www.speakerlauncher.com/mark-schulman/
Goodman Speakers: https://goodmanspeakers.com/

Next Episode

Putting Together a Killer Book Proposal with Chad Allen

Quote: “A great book concept will do a lot of the work for you and end up marketing themselves, so it really does start there.” Chad R. Allen

We recorded this podcast before COVID was well into affecting the speaking world, but the information shared is even more relevant today than we originally thought it would be! So many of us have spent some of our “unexpected downtime” writing our next best seller. On this episode of The Wealthy Speaker Show, we welcome publishing expert, Chad Allen to offer his best advice on getting your book noticed with a great proposal.

Chad Allen is a writer, speaker, editor, and writing coach. A 20-year publishing professional, he has worked with such bestselling authors as Michael Hyatt, Caroline Leaf, Mark Batterson and Phyllis Tickle. He is the creator of Book Proposal Academy, an online course, blog and BookCamp, a mentoring and community hub for writers. His passion is helping writers get their books into the world.

Highlights you won’t want to miss:

Chad’s path from publishing to coaching. 0:40
Why you must create your book concept first. 3:00
The publishing industry is massive. 6:00
Getting that almighty book review. 12:00
Unexpected things to include in your book proposal. 15:30
Pick your audience like you pick your lane. 19:00
The elements of a killer book proposal. 24:00
Clear vs. clever. 26:30

Click to Tweet: Have you written your first or next book? Join me to hear publishing expert Chad Allen share what you must include in your book proposal to get it to the top of the heap.

Chad has been published in such online places as LifeHacker, The Accidental Creative, MichaelHyatt.com, Goinswriter.com, and The Good Men Project. He holds a B.A. in English from the University of Nebraska-Lincoln and an M.A. in Theology from the University of Notre Dame. He and his wife, Alyssa, live with their two children in Grand Rapids, Michigan.

If you would like some great ideas that will help you to draft a killer book proposal, you simply can’t afford to miss this episode!

I hope you’ll download and learn.

Links:

Chad’s website: https://www.chadrallen.com/homepage/

(where you’ll find his Blog, Book Proposal Template & Calculator)

Chad’s Course: http://www.bookproposalacademy.com/

Book Camp: http://www.chadrallen.com/bookcampinvitation/

Michael Hyatt books: https://michaelhyatt.com/books/

The 3 Minute Rule: https://www.amazon.com/3-Minute-Rule-Less-Pitch-Presentation/dp/0525540725/