{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"#6: How a 'nobody' built an entertainment empire ","description":"My problem: How do I get companies to pay me a lot to do a presentation? My Story: I met a guy at a house party. He\u2019s getting business but not me. There comes a moment when you realize you need to step up your game It has nothing to do with your product It\u2019s about EXPOSURE I built a sales process but it wasn\u2019t too effective\u2026I couldn\u2019t charge high fees My problem: Why do they pay one guy high fees versus another guy? It\u2019s all about IMAGE Value is based on what surrounds an item, not what the actual item is Art piece in a museum surrounded by glass & alarms = high value The more someone charges, the more it\u2019s about them, not what they do My Story: Got video footage from restaurant magic I focused on IMAGE Video testimonials Focus on the EMOTIONS - \u2018this is the reaction you\u2019ll get when hiring me\u2019 Bigger crowd pictures\/videos Venue determines value (restaurant vs white house) I persuaded an company to have it in a banquet room instead of restaurant Website - does it look good? Contact page: \u2018for media inquiries, contact\u2026.\u2019 \u2018For availability\u2019 vs \u2018If you want to hire Benji\u2019 Didn\u2019t focus on social media \u2018likes\u2019 WARNING: don\u2019t get caught up in IMAGE to a point where you\u2019re not SELLING \u201cIf your number of social media followers is bigger than your bank account then you\u2019re building your business wrong.\u201d Then I built a sales process Started with cold calling & switched to email People responded in similar ways = Created templates Schedule my days to contact people Hotel crash on some days When I was at an event: Recorded testimonials & asked if they \u2018would hire Benji\u2019 for their event Asked the meeting planner to record testimonials Got business cards and followed up While doing this I SAVED MONEY Wasn\u2019t desperate for a gig = I can ask for more & not care if I lose it Over time, I started getting higher paying gigs You make a name for yourself by: Building a personal brand Building a sales process around that brand ","author_name":"Benji Bruce Podcast","author_url":"http:\/\/benjibruce.libsyn.com\/website","html":"