When a client contacts a professional speaker or entertainer for a possible engagement, the one issue everyone knows must be addressed – but which nobody wants to be the first to mention – is the fee. Joe M. Turner examines the issue via a quote of disputed origin but undisputed relevance.
By looking at your combination of skills and occasionally putting emphasis on skills you might have left in the background, you are likely to find that the labels you have put on yourself are woefully insufficient to describe the true and expanding depth of your real capacity.
The experience of collaborating to create live performances at a high level of quality always affects the way you think about your own individual performance. The same is true for high achievers in any field or industry; they want to learn from others who achieve greatness. High achievers revel in the experience of excellence, and generally prefer to take an active role rather than being a passive observer.
Mining the value of the clients on last year’s calendar will never completely take the place of developing new business, but the profitability minded performer remembers that it takes less effort and fewer resources to do more work for an existing client than it does to create a new one. Cars have large windshields to make it easy to see the road ahead, but they also have mirrors for very good reasons. So here’s my warning: the value of that client in your mirror is greater than it appears!