The difference between a FREE Discovery Call and Coaching Session

I read a post by a woman who supported the argument of "No Marketing of FREE calls or Discovery/Clarity calls. needed." In her preface, she states that "it comes from a place of 'begging' for business" and the calls "are disguised pitch tests." She also states that newer coaches believe that the free call offers a prospect insight into how great their coaching is by giving away a free session. In her article she notes that Tony Robbins doesn't give free calls. 

Well, I think there is a time and place for a free discovery call. These calls are definitely needed if the coach is new to the business or is targeting a different audience. They must establish the "know, like, trust factor" before people will buy. Not every one has the "know, like, trust factor" that Anthony Robbins has. I bet he gave away free calls to attract business before he became a respected expert and leader. 

The call is also needed to ensure the prospect is a good fit - if they aren't willing to do the work I give them, I don't want them as a client. Or they may not care for my style of design. The discovery call saves me time by eliminating difficult clients. 

However, it IS important to establish guidelines for the discovery or strategy calls. I advice clients to keep the call under 30 minutes. I also do not provide more than two strategies. If they need more advice, guidance, strategy, etc. they can pay for my value and expertise in a strategy session. 

Now, if you offer free coaching session to attract clients, then stop it. As a coach, you have value and to give it away is devaluing you and your expertise. It's not necessary to do this to attract clients. So, watch your labeling and make sure your free discovery calls are in fact discovery calls and your coaching sessions have a priced attached to it!

If you aren't sure about your coaching program or what you're doing isn't working, let's talk about that. In my 15 minute free consultation, ask your most challenging question and I'll give you a ready-to-use strategy and help you define your next step. Schedule your phone call here: www.borp.acuityscheduling.com

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Alicia White is a valuable resource for speakers, coaches, trainers and business owners who need solid branding strategy and professional, on-target marketing materials that make a lasting impression. With over 20 years of experience, Alicia has served in graphic design, marketing, and public relation roles for both the corporate and non-profit worlds.

Alicia is the founder of Back of the Room Productions™ and SpeakerSheets.com and an international best selling author. She is a two-time award recipient of the Texas Intercollegiate Press Association and Partnering Director of the Public Speakers Association.

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Who are You Competing With

When I began Back of the Room Productions, I did a ton of research to see if there was anyone else in this world who offered graphic design and information products to speakers specifically for the back of the room. I could not find a single individual or company. There were companies who did printing and fulfillment for speakers but they did not offer brand positioning or packages of products in the way that I did.

I launched the Speaker Briefcase, a product package of Back of the Room Productions, in March 2011 in Las Vegas at a networking event. Everyone I met was excited about my products and packages and said it was a brilliant idea. As I began promoting, people who are legends in the industry took notice and started contacting me out of the blue telling me what a brilliant, fabulous, amazing business I had. 

I couldn't believe that this business concept wasn't already in existence, and apparently it was not. It was then I realized - I was a category creator and I had no competition! This was a new concept for me.

For years, I had been one of hundreds of thousands of graphic designers, competing for business. It seemed every time I tried to land a client, there were ten other designers vying for the same client. At that time I attended a network lunch in Dallas were another graphic designer was attending. I worried about how this guy and I were going to compete for business in this group of 30 or so people. The thought of it caused me great angst.  Then one day, this designer, John Simonetta, taught me a valuable lesson. Instead of competing together, we could actually work together. He had strengths that complimented my weakness and I had strengths that complimented his weakness. This was a new concept to me and I latched on!

We worked together as a team on many projects over the years. I was fortunate to have met him because he taught me so much. John showed me that there was enough business out there for every designer. There really was no need to view each other as competition because if you missed out on one opportunity another one would open up. He also said that not every prospect is a good fit - if personalities don't mesh or you can't deliver a style they want, then you don't want that job any way. It would create more work and headache than it is worth.

It is so easy to fall into the trap of worrying about the competition. For us to be successful we need more clients, to get more clients we need to be better than our competition. Getting upset or anxious because someone is sharing your territory or moving into (which causes me anxiety to this day - though brief) is normal. To lessen these feelings, try looking at it this way: measure yourself against the competition and find ways to improve your business plan and processes. Don't think of it as needing to be better than someone else, instead think of it as being a better you or building a better product or service.

Competition will always be there and there is such a thing as healthy competition. When you recognize it, find ways to improve your customer relations or a process. Find a niche and commit to it. Focus on the fact that you are providing others with value and BELIEVE that YOU provide the very BEST!

Are you not getting the results or attention you think you deserve? Then let's get on a phone call and decide if a redesign of your branding or an action plan is needed to start getting prospects your way!
www.borp.acuityscheduling.com
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Alicia White is a valuable resource for speakers, coaches, trainers and business experts who need solid branding strategy and professional, on-target marketing materials that make a lasting impression. With over 20 years of experience, Alicia has served in graphic design, marketing, and public relation roles for both the corporate and non-profit worlds.

Alicia is the Founder and Creative Director of Back of the Room Productions™ and an international best selling author. She is a two-time award recipient of the Texas Intercollegiate Press Association and Partnering Director of the Public Speakers Association.

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The Power Of Words

I was inspired by this brilliant speech given by Mohammed Qahtani, 2015's Toastmasters International World Champion of Public Speaking. I encourage you to not only watch the video but to also read the article. Several points are made that could literally change a person's speaking delivery, such as: He uses his strengths to overcome his weaknesses.

I know the power of words. I have lived through the pain that words have caused.And I have created pain because of my words. We all have.

Let's watch our words and use only kind and respectful words. Brow-beating, hate-filled, condescending words are not needed to make a point.

Enjoy this powerful speaker:

And visit this link to read the article.

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Alicia White is a valuable resource for speakers, coaches, trainers and business experts who need solid branding strategy and professional, on-target marketing materials that make a lasting impression. With over 20 years of experience, Alicia has served in graphic design, marketing, and public relation roles for both the corporate and non-profit worlds.

Alicia is the founder of Back of the Room Productions™ and SpeakerSheets.com and an international best selling author. She is a two-time award recipient of the Texas Intercollegiate Press Association and Partnering Director of the Public Speakers Association.

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Tonya Hofmann provides a Testimonial on Alicia White as a Valuable Speaker

Hey! I'm a speaker!! 

Did you know that besides providing clients with stunning branding and marketing materials that I also share my value on stage?

If not, check out what Tonya Hofmann, founder of Public Speakers Association, had to say about my time on her stage at the Annual Public Speakers Conference in San Antonio, TX 2015.

And check out my speaker website: http://aliciawhite911.com for more information on the topics and presentations I can deliver to YOUR audience!
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Speaking on topics such as branding, product creation, Speaker One Sheets, and marketing at the back of the room, Alicia White delivers content specifically for coaches, consultatnts, authors, business owners and corporate trainers who want to grow their business through public speaking. Known as the Nation's First Back of the Room Speaker Branding & Product Provider, she is also a valuable resource for speakers.

Alicia is also a fabulous branding strategist and graphic design expert providing professionally designed marketing materials and branding foundation to her clients. Clients love her work, so check out: www.speakersheets.com or www.backoftheroomproductions.com for more information.

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Masterminding Book by Lauren Midgley

Lauren Midgley,  speaker, author and founder of Courage to Succeed Consulting has co-authored the book Masterminding Our Way: The Power of 5 Minds. She along with four other brilliant business professionals share their stories on masterminding and how it helps them grow their business and get support in their personal life.

When I was growing Back of the Room Productions, I was part of two small masterminds and loved learning marketing and business development strategies as well as gaining insight on who to balance my work and home life. Today, I am part of a mastermind with my business coach Katrina Sawa, and while it is a virtual meeting, I still gain the support I need to improve my business practices.

It helps knowing that someone else is there to validate your actions, answer questions, help you solve challenges, or provide an alternatives to processes that haven't been working.

Great job on the  book, Lauren! Congratulations to you, Sarah Gilliland, Wendy Knutson, Nicole Smith and Shannon Thomas! Go buy the book!

Masterminding Our Way: The Power of 5 Minds

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The Power of Being Honest

Today, I opened up my email and saw a subject heading stating:
♥ We're Sorry. Can we try this again? ♥

This email was from a print vendor I have used in the past. I was intrigued. I usually just delete these promotional emails but the subject line caught my attention this time. Upon reading the first sentence, I realized this was a heartfelt message.  Overnightprint's Chief Management Officer, Michael Wolfe, described in detail how the company had let customers down.

He was brutally honest! A trait that so many of us push down for fear of rejection or for exposing our imperfections. He followed up with how the company will do better and extended an offer to customers to further express his gratitude for their understanding. He even gave out his personal phone number so people could call him directly!

I applaud you, Michael Wolfe, for being transparent and honest. For following up and for being willing to do what was uncomfortable but probably needed.

And because of this email, I was lead to design something to be printed. I want to take advantage of the improved services. This is the power of being honest!

It is a lesson to all business owners - we are human, we flub up. Take accountability and rectify the situation. Yes, it hurts the wallet when we have to spend more time correcting our errors, but this is business. And if you don't correct your errors and take care of your customers, you won't have any customers to care for at all.

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Alicia White, CEO and Founder of Back of the Room Productions™ and SpeakerSheets.com, helps speakers, coaches, authors, and business experts give their message legs long after they leave the stage through professional branding and powerful products. From speaker sheets to back of the room products, clients receive high-level graphic design and expert branding strategy that leads them to speaking success!

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Why didn't I start Pinterest sooner - because it requires CHANGE!

I am little slow when it comes to adapting new technology. As my husband says "You hate change." I do... I don't know why it's necessary to update your phone every 2 years. Mine was working just fine and now I have to learn a whole new set up, and my fingers don't punch the right buttons on the first go around... Ah, there in lies the issue: the perfectionist in me that I keep stuffing down.

But I digress.

As you can imagine, it's no wonder that it took me quite some time to establish a presence on Pinterest. Oh, sure, I had been told by well meaning friends who are awesome social media gurus that my work is so visual that I REALLY SHOULD be active on Pinterest. I started my account a few years ago and found some cool pictures, ahem, excuse me, PINS: peacocks, home decor, flowers, peacocks, glass vases, landscapes, peacocks, nothing work related.

It wasn't until last month I decided to "change" my mindset and take advantage of the greatness of Pinterest. Here's what I learned and thought I'd pass it on to you:

- Keywords are, well, KEY! I did a search for the type of projects I would pin. I noticed my "competition" uses well placed keywords in the description of their pins. I have since rewritten a new description on each pin to display the keywords that my clientele will search for.

- It's a Perfect Portfolio! For those who sell products (digital, tangible, print, etc), you should be pinning everything you create on your boards. For me, it's faster to upload things to Pinterest than to my own website. I will continue to have a portfolio on my website, but Pinterest makes it super easy.

- Mobile Friendly! When people ask to see work I have done for my clients, I will be sending them here. Why? Because the images are optimized for mobile devices and more and more people are doing business on their phone and tablet.

- Unlimited Categories! As an "attempting to recover from perfectionism," I LOVE it when things fit in a tidy, neat box. Therefor, I have categorized my boards to meet the various needs of the speaker. 

You can visit mine to see what I've done so far http://pinterest.com/aliciawhite911. Don't judge - I just started! Now it's your turn to get images of your products, write a description using keyorwds, and PIN IT!

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Alicia White, CEO of Back of the Room Productions™ and SpeakerSheets.com, helps speakers, coaches, authors, and business experts give their message legs long after they leave the stage through professional branding and powerful products. From speaker sheets to back of the room products, clients receive high-level graphic design and expert branding strategy that leads them to speaking success!

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Alicia White guest star on the Tonya Hofmann's Fabulous TV Show

I had a great time being interviewed for Tonya Hoffman's Fabulous TV Show! I shared a few speaking tips and some fun stories about when I first began public speaking. Enjoy!





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150323 Discover Speaker identity Video

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What is a Speaker Media Kit vs a Speaker Sheet?

There is a lot of discussion about the differences between a speaker sheet and a speaker media kit. While both contain valuable information about the public speaker, they vastly differ in purpose.

In this article, I define the two so you can make the best choice when delivering information about you and your message.

Speaker Sheet:

(aka Speaker One Sheet)

PURPOSE: To deliver information about a person’s speaking abilities and the value delivered to the audience in an effort to get booked for speaking engagements.

WHO NEEDS IT: Meeting planners, event organizers or any representative who makes the decision to book speakers for events, as well as speaker bureaus and agencies

COMPONENTS: The amount of information on a speaker sheet varies from speaker to speaker. These components are essential:
· Biography
· Topic Titles and Description
· Testimonials
· Contact Information
· Headshot

FORMAT:
1. A speaker sheet can be printed on paper: one side or both. Some speakers create extensive speaker sheets with dynamic brand imagery and have four or even six pages. The benefit in having a printed sheet is the convenience to the meeting planner: it is handy and in sight plus it doesn’t require additional work on the recipient’s part to have a digital file printed. There is also perceived value in a nicely designed, tangible product.

The downside to printing is the cost. In addition, information can change every few months – new topics, better testimonials, etc. I often suggest ordering a low quantity amount thus making it a reasonable expense. One paid speaking engagement could pay for the entire investment, making it worth the effort and cost.

2. A speaker sheet can be delivered as a digital file, which is absolutely necessary. It can be sent through email or uploaded onto a website for immediate download by the visitor. Some people choose to place their speaking information on a web page instead of developing a speaker sheet and having a PDF file available on your web page as a download. The downside to this is the inconvenience to the meeting planner: it requires additional work on the recipient’s part to print the web page, which results in a printed piece that lacks appeal and professionalism.

The downside of having only a PDF file is that it is not in the line of sight of the event organizer. They can’t add your speaker sheet to the stack of other speakers. Chances are they will be on your website for a few seconds and won’t visit it again unless you are truly memorable and a desired speaker.

Speaker Media Kit

(aka Speaker Press Kit)

PURPOSE: To deliver information about a person’s message or story in an effort to get publicity via TV, radio, newspaper, magazines, etc.

WHO NEEDS IT: Media outlets, news desk managers, journalists, publicists

COMPONENTS: Unlike the speaker sheet, the information for a media kit is geared to gaining publicity. These components offer a solid foundation:
· Introduction/Sales Letter
· Biography
· Contact Information
· Books/Articles Published
· Suggested Questions for Interviewing
· Past Publicity: articles, links to videos or audio
· Pictures
· Speaker Sheet (for a quick overview)

FORMAT:
1. A media kit can be printed on paper in full color. The number of pages dictate the layout of the document and can range from a collated stack of papers to an 8.5”x11” trifold or tiered multiple pages arranged in a custom branded pocket folder.

The downside to printing a press kit is the cost, especially if printing custom pocket folders. However, it brings a high caliber appeal to the speaker and is the perfect tool for a media campaign.

2. A media kit as a digital file (often called an electronic press kit – EPK) is a must have, especially if video and audio are available. The media kit can be several pages saved as a PDF file and sent through email or uploaded onto a website for immediate download by the visitor.

The downside of having only a digital file is that a speaker can get lost in the shuffle. And printing a press kit from a website lacks in appeal and professionalism.

To summarize: a Speaker Sheet is perfect for getting speaking engagements while a Speaker Media Kit is ideal for gaining publicity. Having a digital file available is a necessity. To achieve best results, professional printing should be heavily considered. Now you can determine which tool suits your needs best.

Whether you decide to use a speaker sheet or a speaker media kit, your brand and message is important. I am happy to provide you with a stellar and professional speaker sheet or media kit. If you decide to develop your own speaker sheet, be sure to to request your FREE TOP 5 SPEAKER SHEET MUST HAVES before getting started.

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Alicia White, CEO of Back of the Room Productions™ and SpeakerSheets.com, helps speakers, coaches, authors, and business experts give their message legs long after they leave the stage through professional branding and powerful products. From speaker sheets to back of the room products, clients receive high-level graphic design and expert branding strategy that leads them to speaking success!

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Good intentions are great … but only if you act on them!

I must admit, for about 2 years now I have had good intentions to start my email marketing campaign in which I would send a useful speaking tip to help with Your Speaking Success. Yep! Two years!

It seems I never had enough time to implement this process. So, why did it take me two years to “find time” to finally pull this together? It’s not like an extra hour suddenly popped up in my day.

The change to set forth my good intentions came through prioritizing. Before the new year, I sat down and listed my priorities. In both my personal life and business, I came to the conclusion that “I” was the number one priority. Duh, right?!

It seems I’m what you call a “People Pleaser.” People Pleasers often neglect their own self to serve others, and with pleasure, I might add! Prioritizing helped me to realize that if I don’t follow through with my good intentions, then I can’t help my clients – the very reason why I’m in business!

After setting my priorities and a schedule, I finally sent my first email to my followers and fans. Whew! What a relief to finally do it. On top of the relief came great joy. I received numerous responses from clients, business partners, and friends wishing me well and a job well done! That was icing on the cake.

No matter the time of year, take time to write out your good intentions for your business practices, for public speaking, or for your personal life. Remember, good intentions are great … but only if you act on them! 

Would you like to receive these valuable tips to build Your Speaking Success? Tips cover every aspect of speaking: from stage presence and back of the room marketing to devices for speaking and presentation dos and donts. Whether you use speaking as a marketing tool for your product or services, to gain more clients or build a successful speaking career, these tips will help you. Simply sign up at www.SpeakerSheets.com and receive a FREE Speaker Sheet Top 5 Must Haves Checklist.

It is truly my pleasure to help you (see! There’s that People Pleaser thing!), and I would love to know more about you. You may call me at 214-556-4947 or connect with me here: www.Facebook.com/AliciaWhite911 or  www.Linkedin.com/in/AliciaWhite911

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Alicia White, CEO of Back of the Room Productions™ and SpeakerSheets.com, helps speakers, coaches, authors, and business experts give their message legs long after they leave the stage through professional branding and powerful products. From speaker sheets to back of the room products, clients receive high-level graphic design and expert branding strategy that leads them to speaking success!

Sign up for valuable email tips on public speaking!