Motivational Speaker Sales Packet

The Objective:  Showcase Mark Sanborn to prospective clients to secure paid speaking engagements.

The Problem/Challenge: Current collateral was not meeting up to client’s expectations. A new approach to selling Mark. Sanborn was needed.

Mark Sanborn’s fee for a speaking engagement is in the range of $12,000 – $25,000 (plus travel expenses). The challenge, therefore, was to convince his audience that he was worth that price.

Mark has had informational packets and brochures in the past, so the challenge was to come up with some new material that would resonate with his audience and differentiate him from his competitors. (More on that in the Writing Process section).

User & Audience: The primary audience for this presentation packet was meeting and event planners of large businesses and organizations.

Team & Role: The team consisted of marketing manager, Mark’s personal assistant, and me (the sales copywriter). I handled all facets of the copywriting and the general organization of the presentation packet

Writing Process: The first order of business was to have Mark’s team fill out a Design Brief, so I could learn more about his overall objective and his audience. You can see the Design Brief I send out here.

I researched the speakers’ bureaus to see how is competition stacked up. I “lurked around” on meeting event planner forums to see what their trials and tribulations were in regards to booking speakers. (To be perfectly honest, there wasn’t much there).

While keeping in with Mark’s overall theme and his voice, I dug deep to find something that differentiated him from his colleagues that was never showcased before. Mark has two designation on his name (CSP, CPAE) that was never talked about in any of his other marketing materials. Since these are highly earned designation, I chose to highlight them as well get the audience (event planners) to understand why those designation were so important to the end user.

Additionally, I focused on making the presentation packet “YOU” focused. While previously collateral, focused on Mark’s books, I chose to focus on how Mark can make the event planner look good in the eyes of their bosses and their audience.

I also wanted to showcase that Mark is ranked in the “Top 1% of his peers,” which is something that he’s earned but was never really showcased in his marketing materials. I broke down the numbers so his audience could see how he really was the leader in his industry.

Outcome: Mark was very happy with the final outcome of the project. The overall presentation packet gives a warm and personal view of one of the top speakers in the industry—and shows that any event planner would be honored to have Mark speak at their event.

My Personal Thoughts: I really enjoyed working on this project, and the designers did an excellent job with the whole layout of the presentation packet. Having the client fill out my Creative Brief was very helpful in getting a running start on this project.

Final product can be found here

Motivational Speaker Copywriting

Project Description

Project: Landing page for motivational speaker Chip Eichelberger

The Objective: Attract sales organizations who have a budget of $10,000 or more to spend on a motivational speaker for their sales force.

The Problem/Challenge: Create a page for Chip’s website that will get an event planner to take action, and also for search engines to find the page.

Since Chip had such an expansive website (over 100 pages of information), I had to encapsulate all that into one single sales page.

My goal was to create a YOU-focused sales page that showed out his audience had made a transformation in their lives.

User & Audience: Event and meeting planners of sales organizations.

Team & Role: The team consisted of just me writing the sales copy. Chip gave me valuable feedback and was instrumental in much of the project.

Writing Process: First things first. I had Chip fill out my Creative Brief. Fortunately for me, Chip was very thorough in his answers.

Next was to dive deep into Chip’s website and see what I could dig. While I wanted to retain his voice, I wanted also to avoid covering the same ground that has already been covered on his website. This was actually quite a challenge because Chip’s website had over 100 pages of content. And not just blog posts.

So I dug around and search the Internet to see what I could find that would be a good angle.

While Chip had some good testimonials on his website, I found some on YouTube videos that were not currently showcased on his website. One, in particular, stood out. It was a testimonial where someone had referred to having Chip speak at his event as an insurance policy against having a lousy sales conference.

I went with that as my theme for the sales page. I then created an outline using Robert Cialdini’s Six Principles of Persuasion that he made famous in his best-selling book, Influence.

These principles are:

  1. Reciprocity
  2. Commitment & Consistency
  3. Social Proof
  4. Liking
  5. Authority
  6. Scarcity

I wanted to fit these where appropriate. Combined these elements with a little bit of storytelling.

Link to sample

Outcome: While I was working with Chip, this page moved from page 9 to the 2nd page of Google for “motivational sales speaker.” Since then, I don’t where it is.

Creek College

Project Description

Project: Squeeze page copywriting

Objective: Get people to opt-in

Team & Role: Copywriter