WELCOME

1. WELCOME We’ll be getting started at 2:00 ET. Here's how to access the audio portion of the webinar: Call 303.248.0285 When prompted, enter Access Code: 722-6122 For any technical assistance connecting to the webinar, please contact Ready Talk Technical Support at 800-843-9166. 

2. Accelerate Your Success • Course Overview • #1 focus on existing relationships • #2 simplify and clarify your message • #3 identify your ideal client and work day • #4 be authentic and from the heart • #5 position yourself as a leading expert • BONUS: Linked IN • #6 develop profitable packages • #7 work “the plan”

3. Completed: 1. Relationship Marketing Plan (spreadsheet/grid) 2. One sentence 3. One paragraph 4. 7 Traits of your Ideal Customer 5. Two client benefit stories 6. Your One Story (about why you do what you do). “Once Upon I time I….” 7. Six Beliefs about Your Work 8. Your third person BIO. 9. Six things you could write about (FAQs) 10. Possibly, ONE FREE CONTENT GIVEAWAY 11. Linked IN Profile

4. We have identified our Ideal Clients

5. You are establishing yourself as an Expert • Your Ideal Clients want to work with you

6. You are pursuing a focused NICHE, defined by your one sentence I’m the person to call when …___________________________________________________________________________________________________

7. You have a Presence on the Internet • Web page • Facebook Business Page • Instagram • Linked In • Google • YELP

8. You are Doing Something Every Day Facebook LinkedIn Coffee Email Gift Share article Phone call Send postcard Thank you note

9. Questions ?

10. PRICING: be a SPYDER Not a Ford Focus

11. Who loves their car more? $128,400 $16,000

12. PRICING: Who owns the car? A tire kicker No emotional attachment to car Would be happy with any number of economical models he’s a car guy he uses price as a shortcut to quality He gets better service

13. Why have higher prices? • Higher prices attract fans and filter out price shoppers • Higher prices increase client satisfaction • Higher prices allow you to serve clients better

14. Clients who are willing to pay more • Want what you have to offer • Totally understand you and your knowledge, personality and approach to entertainment • There are no reasonable alternatives

15. Do NOT Charge Hourly Prices

16. Work your way up the Ladder of Value Expert Party Consultant Party Professional Beginning artist, volunteer Subcontractor for hire

17. First, raise your prices Ask what you are worth and don’t look back…know your value Action steps

18. Become an expert, charge for that! Back it up with testimonials and photos Become a “Go to” resource Action steps

19. Tell them what is going to Happen if they Hire YOU (paint the picture) • Arrive on time • Be attentive to guests and host • Set up quietly • Do your best art • Clean up after yourself • Take no breaks • Don’t use cell phone • Have professional demeanor

20. Never publish your prices on your web site • Can’t explain what is included • Encourages Nickel and Diming • Takes away a chance to differentiate, paint the picture • You’ll never know who was turned off • No chance to get them on your mailing list • Eliminates a chance to BE the EXPERT and solve their problem

21. Look for new markets Arts organizations Corporate Community organizations Museums Libraries Schools (weekday work) Play the Long Game Action steps

22. 5 Components of Value V: your vision A: your actions L: your learnings U: what makes you Unique E: saying enough…boundaries and the confidence to say NO

23. Defining the “Rules of Engagement” • Lines that you do not cross: (beliefs and values) • Policies and procedures • Non-negotiable items • Things that make you feel icky

24. Keep them Front and Center • Write • Post • Communicate

25. Bella Faccia’s “Lines I Do Not Cross” 1 I will not work for free for a profit-making organization or a profit organization that has set up a non-profit “shell” corporation. 2 I will not perform at a charity event between June and October, unless I have no other bookings. 3 I will not work for FREE without sponsorship credit in tangible, printed material (banner, program, ad space) when working for a charity. 4 I will not travel to Manhattan for a private client without an up-front $50 travel fee. 5 I require a two hour minimum on a job that is more than one hour away. 6 I will not reduce my rates because the client wants to pay me in cash. 7 No date is considered a valid booking unless there has been a financial payment provided (like a deposit or payment in advance). 8 No entertainer will be sent out on a verbal agreement. 9 If a host schedules me less than a week before the party, they will pay an additional “late booking fee” since that party will be unfocused, disorganized and difficult to work. 10 I will not change my business strategy of providing beautiful, high quality full face designs to accommodate a client’s party time frame. In other words: I am not a vending machine, I will not switch to cheek art, and I will not sacrifice quality for quantity, because you need it quicker.

26. Who should you avoid?

27. What are your “Red Flags”

28. Wants to lower quality to fit more guests Lack of planning for event "Nickel and Dime” Overly concerned about liability, insurance No deposit My Red Flags

29. There are no “Problem" clients Just poor matches: • Misunderstanding of expectations • Lack of communication • Insufficient contract language

30. Call them to check in Send surprise gifts Move them to the front of the line Do last minute/extra things for them Help them please their clients Help them build their business Cater to the Best and Leave the Rest

31. Homework • Continue to work your plan…at least one contact/day • Revise Your Linked IN Profile (in third person) by April 17, connect with your past clients • Finish “The Likeable Expert” pg 85-124 • Identify the “Rules I Will Not Cross” by 4/19/19 and review them with your buddy • Keep notes in your binder • Mark completed items on the GOOGLE DOC

32. Buddy assignments: Lines I do Not Cross (by 4/19/18) Nina and Jemma Stella and Diane Diane Jett and Stella

33. How To Find Me • Diane Spadola • Email: Diane@BellaFacciaPainting.com • Phone: NJ 973-252-9140 • OH 440-961-0337 • Website: BellaFacciaPainting.com