o back when I first left my secure day job with full benefits, retirement and a six figure salary, I was shy and didn’t want to do all the social media stuff.
I dabbled in it a little, like paying for adds and got a corporate facebook and LinkedIN page.
However, I didn’t post much nor did I do any of this under my own name or personal brand.
It was always hidden under my corporate company name. We wanted to sound “big” and “official” with lots of “corporate” speak.
But something interesting happened between when we built our audience in back 2009 to today.
All on email with a simple freebie or lead magnet. Over time, our email list grew to over 5000 subscribers.
Today, all we do is ping our email list a few times a year and we sell out of our bi-annual event that we have done for the past ten years.
We don’t do paid adds, videos, sales funnels or any of that stuff everyone talks about.
So how did we do it you ask?
This brings be to strategy #1 and is part of my 3 pillars of revenue for any successful consulting business (Refer back to episode number seven to hear a more detailed episode on it).
What me and my company did early on is was create a four day training workshop around a hyper niche subject.
Another factor that helped us and I recommend this to you, if you can find a way to tailor your workshop or training program around a regulatory certification or organizational continuing education requirement, you have will have a captive audience.
You can find this in many professions, such as lawyers, accountants, architects, teachers and even traffic school if you get a ticket.
So ask yourself, are there any professional organization's that you are part of, or know about where you could offer training or a work shop to help your audience get their CEU’s?
That’s a great place to start ultimately how we were able to get our business established.
A few months ago, we decided it was time for an increase, a substantial increase directly related to the value we are providing.
We doubled our rate to $2000. We expected a major decrease in sales and even moved to a smaller venue to reduce costs expecting a smaller crowd.
But what do you think happened?
Keep in mind we had a 10 year track record, proven model and great reputation in this vertical.
We sold out again with a waiting list.
We had two people respond via email that the price was too high
I respectfully stated to them that there are numerous other training options out there and if they did not see the value of our training for them, they are free not come.
Simple as that! Well 50 people did see the value and we had a waiting list of 10!
That is where the $100,000 came from and you can do this too!
Not bad for a 4 day event.
So here’s my recap for this episode:
Identify a hyper niche that you can wrap a workshop or training program around.
That’s it for today, I hope you found this helpful.
Other topics I discuss on this episode,
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