| One of the strategies I created to market my | | | | your work). |
| advising/coaching business was to speak | | | | If you pay for the hotel and meals, add |
| internationally. But what I didn't take into account, | | | | these fees. |
| until year 7 in business, was that speaking IS a | | | | If you pay for airfare, add this. |
| business. Actually, it wasn't until I created two | | | | If they are taking photos, add this. |
| web sites just for my speaking business that I | | | | The time on calls or emails to: whomever is |
| realized how much time and effort went into | | | | organizing the event, or other management |
| speaking. | | | | professionals. |
| Now you can learn the easy way. | | | | The times on calls or emails to survey or talk |
| Speakers as 2nd Class Citizens | | | | to at least 3 potential audience members in |
| Many organizations will not pay speakers to | | | | advance to build your talk around their immediate |
| speak; but they do pay for tangible items! Local | | | | concerns and priorities. |
| chapters of organizations, from the Rotary, | | | | The internal or external distribution of audio |
| Kiwanis, Elms, Lions, etc. to maybe an organization | | | | or video taping they plan on doing. |
| you're a member of wouldn't think of asking one | | | | Your possible 30-day follow-up in mail or via |
| of their members to give them supplies for free; | | | | teleconference to the participants. |
| but the do not pay speakers. | | | | The number of articles they want to produce |
| So types of groups are good for one thing -- for | | | | on your subject in their newsletters or for the |
| you to practice speaking. | | | | participants. |
| IF you choose to speak to group for free, as I | | | | How many of your booklets, CDs or books |
| do from time to time, what you want to do is 1) | | | | will they be purchasing. |
| determine what your speaking fee would have | | | | Let's not forget about one more money making |
| been had they paid you and 2) decide what they | | | | concept - Back of the Room (BOR) sales. BOR |
| can give you "in-kind" to make up for the fee you | | | | sales allow you to sell your products and make |
| are loosing. I provide them with a list of 5 must | | | | even more money than your "basic pay" Some |
| provides and then they get to pick from a longer | | | | organizations/businesses want a percentage of |
| list of "in-kind" items that are important to me. If | | | | sales, find out up front what they expect. |
| they don't do it; I don't speak. PERIOD. If they | | | | Protect Your Important Intellectual Property |
| are not going to value your services from the | | | | When you speak, you're selling your time, talent, |
| start, what makes you think their members will in | | | | and expertise on a subject. Read the fine print on |
| the long run? | | | | any contract you sign. Make sure that you keep |
| Speakers as 1st Class Citizens | | | | the copyrights of any materials that are yours. If |
| You should consider many things when creating a | | | | someone is buying the use of your talk in an |
| proposal or talking about your speaker fee. Below | | | | audio, know how they're providing that |
| is a list of the basic elements of what you | | | | information to others. Is it behind a password |
| deserve to be paid for (one way or another) | | | | protected area of a website? Are they selling it |
| These are "add-ons" and "value-addeds". | | | | for a fee (and what is your cut on that fee)? Are |
| For your experiences on the topic -- the | | | | they putting a note on the site that the materials |
| good, the bad, and the ugly. In fact use it all when | | | | are owned by the speakers? OR are they just |
| you speak. | | | | posting the links somewhere with no notices of |
| Number of travel days and hours. Include the | | | | any sort? |
| time it takes you to travel to the airport, from | | | | If your materials are used in a way that has not |
| the airport to the venue, etc. | | | | been previously agreed to and/or paid for, you as |
| The amount of time and the cost of printing | | | | a speaker need to speak up! Recently after |
| any materials (cost wise it's better if you get | | | | seeing how my materials were being used, I |
| them to print anything you need, but if you want | | | | wrote to an organization and asked them to |
| it done perfectly, do it yourself.) | | | | include some legalize on a page so that visitors |
| The number of people in attendance. | | | | who downloaded my information know 100% that |
| Is it a non-profit or for-profit and does that | | | | the information was for their personal use and |
| make a difference to you. | | | | NOT for use professionally without written |
| The length of time you'll be speaking and the | | | | permission from me. Ask for what you need. |
| number of times you'll keynote, do a workshop, | | | | Plug Up Those Leaky Profits |
| be on a panel or moderator of the panel of | | | | Now that you have the real story about what |
| speakers over a day or days. | | | | you should be getting paid when you speak; it's |
| The marketing you may need to do. | | | | time to determine how much of your profits |
| Is it 60 days prior to the event (if so you'll | | | | you've been leaking each and every time you |
| need to add a rush fee for all you have to add to | | | | speak. |