Welcome to episode #108 of Explode Your Expert Biz Show, brought to you by https://gtex.org.uk/,
I am your host, Simone Vincenzi, The Experts Strategist, and this is the podcast for experts who want to become the ultimate authority in their niche while making an impact in the world.
This is a solo episode which is a recording of our live show we run every Tuesday at 7pm on my business Facebook page Simone Vincenzi where I share my point of view from the conversation I have during the interviews with my guests.
In this episode I talk about
- The Most Profitable Strategy We Use At GTeX To Explode Our Business
- How to create live events that sell like crazy and deliver a great experience
- How to fill your event with the right people
Tool Of The Day: REV (Transcribe any video or audio in minutes)
Episode #107: From Struggling to Thriving Business in Ten Months with Tim Meuchel
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Hello ladies and gentlemen and welcome to another episode of Explode your Expert Biz, a show I’m really excited to be with you today.
My name is Simone Vincenzi, I am your host, and today I’m going to talk about what is the most profitable strategy that you can use to explode your expert biz, and that’s something that we’ve been doing extensively in GTex over the past five years, and I have to tell you we use it, the big gurus use it, the small gurus use it, the middle gurus use it, everyone uses it and it works.
The reason why a lot of people use it, it is because it works. In particular you’re looking at the people that are making waves in this industry, they all use this strategy and I’m an observer, that’s what I do. I look around and I check what works in the industry.
What are the things that my competitors or people I aspire to be like they are far ahead in the business journey, they use so that in this way they’re doing something, it might be that actually that thing works.
And in particular if they’re doing it consistently I’m not checking what is it they are doing every now and then, but what is the thing that those people are doing consistently?
And there is one thing that they do.
Which is a live event, but a specific part of live events, and that’s what we are going to be talking today.
What kind of live events you can do to boost an incredibly skyrocket your business.
And that’s something that if you do it right can make you $150,000, $100,000, a million pound or dollar in a single day.
Which is kind of insane, kind of exciting and in particular very possible, and why can I tell you?
Because we have done it and I have a lot of friends in the industry that are doing it as well. So what is this strategy that we are talking about today in episode 108?
Well the strategy that we are talking about is live events, but in particular multi-day live events.
And in particular, three days live events.
Now this conversation was inspired by the podcast in the episode that we released with Tim Michael which was episode 107 when he was sharing the things that made the biggest difference for him in this business.
And that’s the episode that actually was released today at this very moment in time, which is on Tuesday.
So if you ever listen to the podcast episode, make sure that you check it out and you can also look at the interview on YoutTube, and listen or you can watch it on YouTube, listen on iTunes, and check it out on our website too.
So now is episode 108, and I’m gonna share what is the one that made the biggest impact for GTex, which is running multi-days live event in particular three days live events.
Now, why is this important? Well, first of all when you’re running a live event, there is something magical that happens.
The connection that you build with people is second to none.
You can do webinars, you can do Facebook lives, you can do sponsor ads, but nothing converts more than live events. That has been proven time and time and time again. Why?
Because we are human beings. Because we connect with real people.
So every time there is a screen between me and you, it takes me extra time to build the same level of relationship that I could build if I meet you and I shake your hand. That’s how it works.
That’s life. So, how do we create, why is it important in particular doing three days live event? Well if you imagine this, if you’re doing for example, an evening live event.
Let’s say that you’re doing an evening live event.
Well if you’re doing an evening live event, I have one hour or two hours or a couple of hours to build this relationship with you.
So that’s why it’s not working. That’s why it would take me more time.
It would take me more live events to make that happen.
Now, if I’m doing a two days, or a full day live event, then I’m going to build already a lot of relationship with you.
If I’m doing a two days live event I’m building incredible relationship with you.
If I’m doing a three days live event, then I’m we become friends at that point and that’s what’s important.
Then you arrive to the point where you become friends, and that’s what makes the difference.
That’s what makes the sales process so much easier because at that point people will want to buy from you no matter what you have because now they’ve seen how much you can help them.
They can see that first hand and that’s why this process is so powerful.
Doing live events. In fact, also with Tim, which he is watching live right now, thank you for watching, Tim.
We recorded an episode talking about live events for his own podcast, the Ten Factors, so make sure you check also the Ten Factor.
You will see the link in the show notes as well. I’m going to make sure you can connect with Tim’s podcast. So we said three days live event will build an incredible relationship with your clients.
Now, because now you have this relationship, immediately you can sell a very high end to your programme. Immediately, you will be able, and if you see me looking down, it’s because I’m inviting people on this live.
Now if you can immediately sell a programme which is going to be $5,000, $10,000, $15,000, $20,000 dollars or pounds, even $30,000, the sky is the limit.
At this point really, the sky is the limit. And people will not even debate on the value of that programme, and because they are three days with you then they have three days in particular to make that decision.
So how do we run, what are the dynamics of creating events that sell in particular multi-day events that sell?
Well I’ve created online programme called Events that Sell, so the link is here in the show notes, and if you want to dive deeper from what I say, and then what I say in this episode then it kicks a little spark in you and say, “Now I want to run my three day live event,” then make sure that you get the programme up until it’s a special offer.
So now as I said, we are talking about live events, and in particular there is something that you need to be aware of. Let’s start from filling a multi-day event.
And the dynamics of multi-day event. Well, multi-day event for three days, needs to be marketed very well in advance.
At least one month to two months in advance. Why?
Because people are, they need to take this time out.
They need to take their time off to go and if they’re working already, then they will need to take their Friday off or they will need to take the weekend off from their families or other commitments that they have, so three day events need to be planned well in advance, it needs to be marketed well in advance.
You can fill it up, again having paid, don’t have a free three day event.
You will find that your conversion will be lower, and also it’s a lot of money up front. Because at least, pardon me, if you have a paid ticket to do this live event, first of all you will have more committed people.
Then you will have a higher number of people that will show up, that will stay for the entire three days, and you can recover the room cost, because now you’re running a three day event your room costs will be in the thousands, very likely.
Then you will have other marketing costs so we’ll take more time. So make sure that at least they are paying you $200, $300, $500, even $1,000 pounds or dollars to attend these three days because immediately you will pre-qualify them for someone that they will be able to then afford and be in the mindset of buying the big offer that you are going to make.
Then the other thing is that you will have to decide if you want your three day live event to be just yourself, or other guest speakers. Now what are the better pros and cons?
If you have other guest speakers in your multi-day event, it will be easier to fill the room in particular if you have a marketing agreement with them.
Which means, they will share, and they will invite their own people, they will make some ticket sales as well so you get exposure to an audience that you might not have exposure right now. While on the other side, then you are sharing the pie, and that’s something I’m not a big fan of.
If you’ve been to a lot of our live events, or if you’ve been to any of our live events, you know that there is no one else other than us. Why?
Because I’m willing to put extra work, but then I know the people out there only one option to buy. And that’s buy from me or not buy at all. While the more people we involve in the process than the more the audience will be fighting between, “Oh do I need to join this person or this other person?”
Now, if you have a large event with hundreds or thousands of people, then you can have other guest speakers without compromising much of your conversion because there are so many potential buyers in the room that that will work financially for everyone.
However, if they’re running a small event with less than 100 people, then you are sharing the pie which means there is less pie for you.
Now if your aim is to make this event your flagship event, then I would recommend not with any other guest speakers.
Just having yourself be the only speaker and then your product will be the only product that people can buy. And you will see your conversion skyrocket through the roof.
That’s how we can make 70,000, 80,000, 100,000 pounds in three days with a room of 15 people, 17 people, 13 people, and we have been doing this consistently for the past three years. So make sure that why is that?
Because there is no one else. There’s no one else. There’s just us.
We are focusing on delivering incredible value and the programme that we offer is a no-brainer even if it’s 10,000 pound and people want to buy.
People really honestly are excited to keep this journey with us. And this is one of the other benefits of running a multi-day, three day event.
Because they will feel that they are part of something bigger and that that’s all up to you to make them feel that way.
Feels that these three days is a starting point of their relationship but they will have got so much value that they will say, “Oh my god, “I absolutely love this.” “I want to keep going.”
And that’s how we run the event and that’s how we can make also so much sales and get so many clients and close literally 70 to 80, sometimes 90% of the room on a high end package because people, they kind of fall in love with us, and we fall in love with them. As I said we become friends at the end.
We want to keep working together. I want to make sure that I keep helping as much as possible because now they are my friends and they want to make sure they receive my help because now we’re friends.
So that’s how you want to, that’s how you can run this three day event. Now the other thing which is really important is about structuring the content well.
Now for some of you that have never run a three day event format before they will say, “What?” “I need to stay there and speak for three days?” “I can’t do that.” “I can’t stand and speak entirely for three days.”
But please don’t do that otherwise your audience will end up hating your voice. You know when you listen to a song, and I’m sure it happened to you, that’s happened to me all the time.
I have my favourite song and then I started listening only to that song for two to three weeks.
And I just listen to that song and I’m there in the tube, and I’m boogieing in the tube, and I’m in the car, and I’m boogieing in the car, and I’m walking on the street, and I’m boogieing on the street, and then I arrive to a point just one day when I least expect it that I cannot even stand the title of the song.
I don’t wanna even listen to it. If it comes on radio I’m gonna switch it off.
So that’s what will happen if you speak for too long for three days.
So the way you run your three days is creating a facilitative experience.
Which means you are creating exercises for them to complete, and that’s how you’re going to make the balance for generally every three hours.
I will speak for 30 or 45 minutes maximum, and then there will be another two and a half to three hours where they’re going to be doing the exercises.
Or at least two hours. And in this way, they don’t get sick of my voice, but what happens, something magical happened at that time.
It creates a sense of community within the room. There is a sense of helping and supporting each other. There are friendships that are made.
So then at that point people that have started this process together they will want to keep working together and to keep supporting each other therefore altogether signing up to the programme.
So that’s also why running this three days becomes very, very, very powerful.
Now let’s talk about sales before we wrap up because I have a webinar in about half an hour so I need to jump on the webinar which will start in about half and hour so I’m gonna cut this episode a bit shorter for tonight.
And the sales part, and lots of people they overdo the sales when in particular in a three day event.
And I’ve been to a lot of three days event where there are 15 speakers and everyone had one hour and a half and they were all selling like crazy.
Or I went to this three days event where it might be only one speaker or two or three, not 15, and they had longer, but then they were spending so much time selling that I felt that I could have learned the things that I learned there or the experience that I had there for about half a day and the other two and half days were selling.
And I hated that. So now, I’m reversing. Over three days I’m selling only for maximum two and a half hours over three days. Spread it along three days.
So people feel that they have not been sold at all and actually I’ve earned a right to make my pitch.
And when I make my pitch they’re eager to listen to it because I’ve shown them the respect that I have for their time. I told them, “You’re coming here to work, “you’re coming here to get results, “and you will get the results I promise you to get.” I’m not getting you in and promising you results that you will never have just to upsell you next programme.
No, I want to upsell you the next programme of course. I want you to become one of our lifetime members. I want you to pay me 10,000 pound.
And at the same time I want you to want it. Right?
That’s what I want. I want you to want it. And the way I get you to want it is to show you that I am the real deal.
The GTex the support that you get is second to none.
But I can talk to you about that, but if you experience that consistency over a three day period and those saw I’m showing with my actions that actually I’m not just interested in making sales, but I’m interested in you as a human being, as an individual, as a person, as the results that you can get.
Then you will want to keep working with me. Why? Because you see someone different. And this is what I invite you to do is to find your style, find your way and be different.
Don’t be Simone. Don’t be Tony Robbins. Don’t be Tiar Vecker.
Don’t be Les Brown. Don’t be Mary Forleo. Don’t be Arianna Huffington.
Be yourself. Be who you are and let something magic happen.
When you are yourself in a live event, then the audience that you will build, the connection that you will build with the audience is gonna go through the roof.
And then they will want to work with you more and more and more. And that’s why I love running three days live event.
That’s why I absolutely love it. Because it’s about the connection, it’s about the friendships, it’s about the experience that we all have, and then there is one little thing that I want you to add to the equation.
And the thing is having a moment of socialising. A moment where you with all your attendees, you’re going out for dinner and it’s just about having fun.
And now there are different kind of people depending from events and events.
So some people will have just a VIP private dinner, which means people will pay a thousand pound, or two thousand pound, or three thousand pound or dollars to attend a VIP dinner.
And that’s great and that’s also a way for you to see who are the people that are going to be more likely to buy the next programme.
Generally the VIP, very high percentage of them, they will upgrade to them because they are more invested already from the get go.
But I decided not to do that because for me, there is no VIP or no VIP. You come all together at the event, let’s have dinner all together.
Let’s have fun all together but that’s because that’s the etic of GTex. GTex is together we grow exponentially. It’s growing together exponentially.
That’s what GTex stands for. So everything we do is together. So therefore,
I’m not making a discrimination if you pay the VIP ticket or not of course you will have a different kind of service and there are bonuses and goodies that you’d have if you buy the VIP ticket or not, or if you buy the normal ticket.
However, when it comes to socialising everyone is there and it’s beautiful because you have people that are just starting out sitting at the same table with multimillionaires that we attract in our room.
Because sometimes there are people that work a lot of our clients are multimillionaires and they want to grow their expert business and they haven’t just cracked the code.
They’ve been very successful in other businesses but not in building their personal brand, they didn’t crack that code yet.
So they will work with us, but then there is no difference. There is no social hierarchy, or social status.
Everyone at GTex is the same, and that’s a big part of our brand, a big part of our ethos as a company.
That’s something to do will keep always alive. Because that’s how we want the company to run. That’s the kind of people also we love to attract.
So now it’s up to you. Now think about what kind of event can you run? What can you teach over three day? What kind of product you can sell?
Because once you crack that code, your business will take to complete whole new level, trust me. Particularly if you’ve been in business for 2, 3, 4, 5 years, you already have a small following, or a large following, and you create something like this.
Man, there is nothing, let me tell you nothing that will stop you to make 100,000, 200,000, 300,000 in a single week.
And we’ve been seeing that over and over again. We are doing it over and over again. So now is your turn. Now is your turn.
Now if you need any help as well that’s something that we mentor people in. So we help you create your event, your strategy, your marketing plan, your pitch, the structure of the event, the flow, we help you rehearse the content, we help you rehearse the pitch.
That’s something that we are doing so there is a link here in the show notes where you can call and if you’re interested in my help and support because I’ve done about 800 events so I know a thing or two about creating events that sell.
Then you want to shorten the learning curve and you have this kind of, you think that time is more valuable than money, you don’t want to go through all the learning experience and wasting all the time and the money to figure it out yourself, then click the link that there is in the show notes.
You can book a call and then we’ll see what’s your vision, what kind of event we can create and how we can support you to make this vision a reality.
Because that’s when things get exciting. Where the vision gets turned into action and the action turns into reality.
Now is time to wrap up for me. I hope you enjoyed this special episode, this solo episode that we did. Talking about what was a thing that made the biggest impact, the biggest difference for GTex in the strategy that we use the most can guarantee, that always guarantees us high end ticket client and in particular people that we work with long term, that we love to work with to create a company which is not just a company but a global community of expert influencers and authorities.
And I get emotional every time I talk about it, I get passionate every time I talk about it as you can imagine, but now it’s time to get me off the microphone.
I get myself off the microphone because I have another hour webinar that I’m delivering in a few minutes so I’m going to jump on and finish to polish these last slides and send the last marketing message to remind people about the webinar, and then I’ll wrap up.
So remember that this episode, the solo episode is recorded live on my Facebook page at Simone Vincenzi.
And then you can join me live, you can ask me any question while I’m live on the call and then it’s gonna be published every Friday.
Every Friday it’s published on our podcast then the audio and the video on YouTube.
And also the blog post where you can see one singe page the podcast and the video.
Also if you ever listen to 107 with Tim Michael about how to tannex your business then check it out because it was an incredible episode talking about what it really takes to run and grow and scale a successful expert business.
Guys thank you very much for listening. Really appreciate your time, I really appreciate your earbuds, really appreciate the level of support that you give to us.
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