My notes on “1001 Ways To Make More Money As A Speaker, Consultant or Trainer” by Lilly Walters:

1. Have business cards sized versions of flyers. They are easier for prospects to keep (flyers get binned)
2. Goals are dreams with a deadline. Set goals with deadlines today.
3. Freebies: Add to the bottom of articles, a freebie that people will get if they contact you Eg “To obtain a free copy of “How to xyz”, just [state action here]“
4. Presentations: Don’t include everything in your presentation handouts. Refer to an item eg “the 10 rules of…”, and ask audience members to pass their business cards up to get a copy, and invite them to write a big “S” on the back if they speaker for a future date
5. Feedback surveys: Don’t provide a ratings scale, ask questions like:
   • What basic message did you hear that you could use tomorrow? (Purpose)
   • How will you use what you heard today increase your profits and/or productivity? (Practical application)
   • Is there something else about my subject that you would like to know that I did not have time to touch on in this presentation? (New topics)
   • Do you know of others (businesses, associations, etc) that would benefit from the material presented today? Who are they? (Referrals)
   • What is your opinion of my presentation?  (Testimonials – make sure there is a permission check box so you can use the comments)
6. Discounting: When a client tells you “cut your fee on this talk, and when we might use you in a series”, reply “this programme will cost full price, but I will be glad to add a clause stating ‘If a series contract is signed within one year of this date $xyz will be deducted from the series price’”
7. Press Releases: Ask “would your viewers like to learn how to…?” or “would your listeners like to know the answer to…?”. Or ask these questions in the follow up phone call
8. Self Publishing: “The self-publishing manual” by Dan Poynter
9. Let the market lead: “Find a problem, then look for a solution. Don’t develop a solution, then spend your life searching for a problem for it. Pull through an idea from the market place, don’t push it through from inception towards some intangible market” – Jack Ryan

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