Tuesday April 26, 2011
1:00 – 3:00 Melissa Galt How to Ignite Demand in YOUR Client Base
1:00- 2:30 Susan Schultz Fame 101
3:45 – 5:15 Deb Barrett Power of Packaging: Bundle Your Services and Build Sales
3:15 – 5:15 Melissa Galt Five Marketing Mindsets to Make YOUR Design Business Profitable
3:45 – 5:15 Vita Vygovska She Told Two Friends: Developing a Powerful Client Referral Systems
Workshop Descriptions and Details
How to Ignite Demand in YOUR Client Base
©Melissa Galt
Learn the essentials of a strong client relationship that will put you squarely in the driver seat of every project, allowing your talent to shine and your bank account to grow. Explore the keys to taking a budget project and turning it into an investment your clients are thrilled with— and brag to their friends about. (Can you say referral?) Discover how you, your projects and your income can grow by keeping your clients interested, engaged and buying.
v Dive deep into their lifestyles to uncover not just their needs but their wants.
v Take every project from a budget to an investment with a return on it.
v Master the art of reading between the lines and know who the real decision maker is.
v Get your clients to do homework before you even meet.
The Fine Print: Price: $150. This session is 2 hours long . Maximum 12 per session. Session offered Tuesday, April 26, 2011 at 1:00pm– 3:00pm
FAME 101
Susan Schultz
Every industry, in fact, every market, has its own superstars—the broker everyone wants to work with, the chef with the TV show and the book deal, the designer who always has high-value clients waiting. Their professional fame automatically sets them apart from their competition; their name a meaningful brand and their value, implicit. It’s a great position to be—and it can be yours!
We’ll cover:
- Five sure-fire strategies for ramping up your visibility
- The keys to building a compelling image for you and your business
- Transforming hard work into success
- Becoming the “go-to” expert
- Publicity: It’s not a dirty word
By the end of the session you’ll have a your own personal “fame roadmap” laid out—a personal brand to build on, a publicity strategy to implement, elements of new press kit, and tips for avoiding self-imposed momentum-killers.
Preparation: To ensure your best results and personalized approach, you will be asked to fill out and return a questionnaire before the session. There may also be additional contact from Susan prior to the session.
The Fine Print: Price: $125. This session is 1-1/2 hour long . Maximum 10 per session. Session offered Tuesday, April 26, 2011 at 1:00pm– 2:30pm
The Power of Packaging: Bundle Your Services & Build Your Sales
Deb Barrett
Whether you are a newbie or been in the business for years, how you price your services and charge your customers has changed dramatically with design democracy and the new consumer.
Packaging your products and services is a powerful marketing technique that increases sales, adds value and improves client satisfaction. Plus, if you plan on being in business 10 years from now; how you package your design services will be key to capturing the new markets you’ll need. Developing “design service packages” for your clients allows you to:
• upsell automatically without having to “sell” you clients into it
• provides a higher perceived value to your client
• clarifies and simplifies your marketing
• encourages joint venture opportunities, which benefits both you and your clients
Each attendee will leave with a customized packages suitable for your business plans and your clientele, complete with rough descriptions, pricing, titles and more.
Preparation: To make the most of the scheduled time in this workshop, attendees will be asked to provide in advance your current pricing information, general clientele description and/or preferred clientele description, a list of products and services and, if possible, the profit margins associated with your products and services.
The Fine Print: Price: $125. This session is 1-1/2 hour long . Maximum 10 per session. Session offered Tuesday, April 26, 2011 at 3:45pm – 5:15pm
Five Marketing Mindsets to Make YOUR Design Business Profitable
©Melissa Galt
Often the greatest difference between a wildly successful designer and one who’s struggling isn’t just talent, or education or background. The difference is mindset and marketing skills. Melissa shares five simple habits that can be quickly and easily learned. When practiced regularly, (the definition of a habit!) these will rocket you to the top. If you want to become a magnetic marketer and THE irresistible design talent in your market, you must have the mindset to take you there.
v Boost YOUR Confidence and YOUR Value so You Can Charge What You are Really Worth
v Know How to Clearly and Easily Identify YOUR Preferred Target Market (where to find them)
v Identify YOUR Key Benefits to Put You Head and Shoulders Above the Competition.
v Leverage the ROI that YOUR Talent Produces for Each Project
v Create Lifelong Demand with YOUR Clients
The Fine Print: Price: $150. This session is 2 hours long . Maximum 12 per session. Session offered Tuesday, April 26, 2011 at 3:15pm – 5:15pm
She Told Two Friends: Developing a Powerful Client Referral System
Vita Vygovska
Create a winning referral program that brings new clients every time and is faster and cheaper than any other marketing strategy. Although designers list referrals as a favorite marketing effort, few run a truly successful, consistent, and fully integrated referral program that feeds the pipeline and keeps it full on a consistent basis.
Vita uses a proven referral system as one of the cornerstones of her success. From the moment her first project was underway, she established a system for developing, managing and using referrals that kept her business growing 40% year on year—A strategy that is powerful, cost-effective and extremely easy to implement and maintain. Don’t leave one of your business’ most important sources of new clients and new projects to chance!
In this session, you will learn:
* To ask for a referral even before your first client meeting and train your prospects to give you referrals
* How to easily integrate your referral system into your daily schedule, so that it runs on autopilot, and you’re freed for design and strategic work
* Tips that make asking for the referral easy and authentic, so that you never have to cringe or shy away from it
* Solutions to most common referral “hang-ups” that will increase your comfort level and boost your confidence
You will leave the session with a customized referral game plan that gives you a source of continuous, consistent and profitable revenue.
In the spirit of an interactive workshop, we will conduct role-playing sessions and individual hot-seats, where you can get personal coaching from Vita. Rest assured, you will know exactly how to ask, cultivate, and nurture a culture of referrals, empowering your customers, prospects, and employees to “always be referring.”
The Fine Print: Price: $125. This session is 1-1/2 hour long . Maximum 10 per session. Session offered Tuesday, April 26, 2011 at 3:45pm – 5:15pm
