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10_Tips_on_Increasing_Revenue_With_A_Attractive_Fee_Schedule
| 10 Tips on Increasing Revenue With A Attractive Fee Schedule
This article is directed more towards speakers, however, these
techniques can also be applied for any type of business.
One of the most important tools speakers use is their FEE
SCHEDULE. Here are ten tips to help you increase your
attractiveness and income, while communicating exactly what you
offer and clarify your fees for your programs, products, and
services.
1. Change the title. Previously referred as a FEE SCHEDULE.
These two words have gathered a quiet negative energy over the
years. In order to make your fees more attractive, change the
name. This energizes your attractiveness and shows how you are
different. Here are a few noun substitutes to spark your
brainstorming. Schedule: Menu, catalog, list. Example Fee Menu,
Fee Catalog, Fee List. Fee: Compensation, cost, rate. Examples:
Compensation Menu, compensation catalog, compensation list, cost
menu, cost catalog, cost list, rate menu, rate catalog, rate
list.
2. Include your photo at the top of your schedule
3. At the top also include an expiration line: Example: "These
fees are good for programs booked before _____date (or expire on
____)." Expire your schedule frequently to allow for increases.
Ninety days is the normal expiration period.
4. SOMETHING WRONG WITH THE FOLLOWING SENTENCE. We find that
selling time is the easiest way to list independent professional
services offer and listing the length of your programs and
seminars. Example: Up to l hour $____. Up to 2 hours $____. Up
to 3 hours (or 1/2 Day) $____. Up to 6 hours (full day) $_____.
5. Be sure to list all your time or product packages. List any
additional or possible programs for the same events. Examples:
Managers Meetings, Spouse Program, additional breakouts, vendor
education for trade shows at the event. List any document
customization fees and recording rights.
6. If you work with meeting planners and bureaus, enlist their
experience and suggestions. Let them review and provide you with
feedback on your schedule. They know the market and continually
compare speakers' schedules.
7. Create a PDF file for e-mailing your schedule. Or create a
complete marketing package that includes your fee schedule and
turn into a pdf file.
8. When presenting your services to a meeting planner, visualize
that person looking at a giant chart on the wall which lists all
the different times and programs planned at their event, but
that are not yet scheduled. Ask the meeting planner if he or she
has any unfilled time slots available on the day you are
scheduled. Then suggest a second program for managers or the
sales team. This helps them because they have to book less
speakers, cuts their planning time considerably, and usually
saves money on travel expenses and hotel rooms.
9. Meeting planners discourage back-of-the-room sales because
they do not want you to use "paid" time to push those materials.
Instead, sell them separately through their educational
materials budget. Add your educational materials to your
schedule (books, workbooks, audio programs, subscriptions) with
any quantity discounts (10-15%). Include special "program only"
package opportunities as well. Place these in the center of your
schedule. List shipping separately in a footnote.
10. Speakers are now asking for a flat fee for their travel
expenses. This provides flexibility for the speaker and saves
the meeting planner time.
About the author:
Catherine Franz, a Certified Professional Marketing & Writing
Coach, specializes in product development, Internet writing and
marketing, nonfiction, training. Newsletters and articles
available at: http://www.abundancecenter.com blog:
http://abundance.blogs.com
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