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Home/Blog/How do I get multiple gigs from the one client?

Whenever I’m asked to present I always tailor the session to be specific to that group. I have a list of questions that I ask the client to determine exactly why they want me, and why with Laughter Yoga? One of the common mistakes that I see and hear people making is to present their session as a Laughter Yoga session. It’s not. Laughter Yoga is merely the tool to achieve the outcome that they’re after.

The outcome that they’re after is usually about developing skills around Stress Management, Building Resilience, Team Building, Positive Thinking, Workplace Wellbeing, Holistic Health and many more. Because Laughter Yoga is multi faceted it can cover all of these topics in one-way or another.

One simple yet very powerful thing that I learnt from my involvement with the National Speakers Association of Australia for more than eight years, was to let the client know from the very start that you’re not a “one trick pony”. The conversation needs to infer that this is the start of a long relationship together and not a one off. This takes a certain amount of courage and confidence, as you don’t even necessarily have the first gig secured at this stage. But when you do it’s so much easier to advance the conversation along these lines.

Here are some tips on how to get multiple gigs.

1. Have a KILLER BIO. When you’re sending a proposal or trying to close a deal always send them your BIO. This is a one-page document that sells you and the many things that you do. It should also show them that you work with many diverse groups. Most organizations are a collection of these groups such as sales, administration, technical, engineering, manufacturing etc.

2. Sell yourself from the stage. Mention very early that this is just one of the many things that you do and that today you are going to address just one topic and that topic today is … ??? Mention different companies and groups to theirs that you’ve worked with also.

3. Sell yourself off the stage. Give them a tips and hints sheet to take away. This should have on it a list of the other things that you do. In the event that there are many different organizations in attendance, you can have check boxes on it that ask them to indicate the other topics that they would like you to contact them about. Provide space for them to fill in their contact details and leave it on the table on the way out.

4. Follow up. After you’ve sent the invoice and they’ve paid it, send them an email to say thanks. This is the opportune time to mention that with Christmas, Mental Health Week, or the end of the Financial Year looming, they may like to engage you again to present on another topic then.

5. Keep in touch. Put them onto your database to receive your monthly newsletter. This keeps you front of mind for their next function and alerts them to any changes or new information that you may have that they should know about.

If you have any further questions regarding getting more repeat business then please feel free to email me at mervneal@laughteryoga.org at anytime. Any recommendations for future topics are also appreciated.

Merv Neal is a Laughter Yoga Master Trainer and the CEO of Laughter Yoga Australia and New Zealand. He has successfully owned and operated his own businesses for more than 40 years. He has created a Laughter Yoga Business Training Program to help others to take Laughter Yoga to commercial organizations, and/or to create a Laughter Yoga business of their own. More information can be found at http://www.laughteryoga-australia.org