Chapter 18 Excerpt

Please note, this is NOT the entire chapter!

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Most of the fairs I have booked in the last 5 years I have never spoken with in person until I arrive at the fair. It has been completely through the internet via email.

Now there are a lot of people coming up with complex "sales tactics" based upon things as bizarre as "Nuero Linguistic Programming", a kind of subliminal message conversation steering tactic.

I keep my emails simple, friendly, casual, and to the point. It works, and the people you are dealing with don't think your trying to hard sell them.

Realize this: These people WANT and NEED entertainment. You don't really have to "SELL" something to someone they already NEED! Trying to shove yourself down their throat won't get you more sales. There are so many clients out there, that if you feel one is not working out, go to the next one.

So you have gotten an email from a prospective client that says, "yes, we are interested in have you June 23-25. Please send us your pricing and availability..." I generally would send them this email:

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