Speaking Industry Outlook 2018

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The speaking industry, like others, is facing constant change. How you as a speaker can adapt to that change will dictate your success. Here are some things to be aware of.

The Events Industry Council, Washington, D.C., has released the preliminary results from its third Economic Significance Study and report “the top-line results reveal increases in the number of attendees, the number of meetings, and the direct spending related to these meetings.”

AMEX meetings and events outlook for 2018 – “The report is largely optimistic about the state of the meetings industry, noting that attendance continues to grow—especially in North America, where conference and tradeshow attendee levels are anticipated to increase by 1.8 percent in 2018.

What we know are that clients are seeking more interactive programs. They are asking speakers to use their social media channels to publicize meetings. Virtual programs continue to have a role but don’t seem to be replacing in person gatherings.

What does the above mean for you? It means that content reigns. Purely motivational or inspirational fluff will not make it. Many of you have heard me say that you need to describe your programs as “high content, motivational in style and tone” if you insist on the “M” word. If you do, “motivational” becomes a style choice, not a content choice.

Corporations and associations are looking for programs that will do one of these things:

  • increase productivity
  • profits
  • performance, communication, employee retention
  • increase shareholder value

This means if the outcome of your program affects one of the above, you’re more likely to be hired. You’re also more likely to be hired if you can offer clients information, tactics, techniques and strategies that can be applied immediately. Clients basically hire you to create a change in behavior.

The economy is good. Many corporations are making record profits. However, lead times will still be short. Clients have a “wait and see” attitude when hiring outside experts. They wait to ensure they are addressing current concerns, so they drag their feet and wait until the last minute.

What does this mean for you? It means that even if your calendar looks lean now, things can change quickly. It also means we better be good stewards of our money or we won’t have a business.

A personal thought. My hope is that awareness about the lack of diversity on platforms continues to grow. People who make decisions need to make sure their platform reflects the audience makeup. More women, more people of color.

Let’s keep our fingers crossed, our calendars open, and our negotiation skills keen!

 

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Copyright 2018. Lois Creamer. Lois works with professional speakers who want to book more business, make more money and fully monetize their intellectual property! She can be reached in the following ways:

Email: Lois@BookMoreBusiness.com
Twitter: @loiscreamer
Phone: 314-374-4007
Facebook: http://www.facebook.com/BookMoreBusiness
LinkedIn: http://www.linkedin.com/in/loiscreamer
For more information on Lois’ business check out http://www.bookmorebusiness.com as well as http://www.bookmorebusiness.tv!
Sign up so you don’t miss a blog post at http://www.BookMoreBusiness.com/blog

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Book More Business: Make Money Speaking

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“If you asked me to name the one person who could help you build a speaking business, only one person would come to mind, and that is Lois Creamer.”
– Shep Hyken. CSP, CPAE

This book is about the business of speaking. Specifically, it’s for those who are paid (or want to be!) to deliver their message. You’ll find what you need to jump start a business as well as how to take an already successful speaking business to the next level.


I’m excited to report that my new book had reached the #1 new release on Amazon! Here’s how to get your copy ..

Just click on this link and you will be directed to my new book.

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Is it Time?

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The phone rang at 8:01 AM in my office a few months ago. A very familiar voice said, “It’s time”. I knew what she was talking about, since we had been discussing the pros and cons of adding a staff person to assist her in her small business. I’m talking small … very small! Sole proprietor small! I asked, “How do you know it’s time?” She replied, “Yesterday when I punched my frequent flyer number into the microwave to heat up some coffee, I knew I needed help!”

“Is this the right time to bring someone in to my business?” It’s a question that I’m asked a lot. The best answer I have is simply this – hire staff when it is costing you money NOT to do so. Ask yourself, what is the best use of my time? Also, ask yourself the following:

  • Business growth – are you spending all of your time doing everything yourself? Do you have time to read industry journals, the Wall Street Journal, or even your daily paper? Do you have time to devote to the creative aspects of your business? If your business is growing, you had better grow with it. Remember that a viable business is one that is in constant movement. Sometimes this means adding an employee in response to new needs.
  • Positioning – do you even have time to consider positioning in your market? Are you able to put enough time and effort into building the relationships you must have with clients and prospects? If not, your competition will!
  • Opportunity – are you missing opportunities to do things like attend conventions, trade shows, meetings, network, update your web site, develop and market products? If not, it may be time! Education is a continuing effort.
  • Money – when you have $95,000 in collectibles you haven’t had time to invoice … it’s time!
  • Life balance – this is not just a catchy phrase, it is your life! Being overwhelmed with work can be like trying to fit size 12 feet in a size 8 shoe! Do your children think you are an intruder when you walk in the door? If they do … it’s time!
  • Image – this is not an arrogant consideration. Could you be better positioned in your market if you had an employee or employees? If you give workshops on teambuilding but have no way to relate to it with a personal story, what does this say? If you pride yourself on quick response but can’t return phone calls in a timely manner, what may it say about you? Do you “walk your talk?” It may be time.
  • If Oprah’s producers call you wanting you to promote your new book or product but you haven’t had time to call them back … it’s time!
  • Finally, are you working more but enjoying it less? Only you can answer this one, however, realize that if you aren’t finding joy in what you do, your customers or clients will know it, and it will hurt your business.

Once you bring someone on board, remember this: If you want to be the best boss possible, never forget what your employee really wants, namely, to make a difference. My friend, Shep Hyken, shared the following story, which illustrates my point.

The Ritz-Carlton Hotel chain, winner of the prestigious Malcolm Baldridge Award for quality service, is famous for top-notch customer service. Here is why. Every employee, whether doorman, waiter, cook, or janitor, can spend up to $2,000 on the spot to fix a guest’s problem. (That was the number a few years ago it may have gone up.) What must that say to each employee? They know they CAN make a difference. That’s what I call empowerment! I used to work for a Fortune 100 corporation. We barely could spend a dollar without several people “signing off on it”!

Never underestimate the power of giving someone authority. After you have found an employee, make sure he or she feels appreciated and important to your business. If you do, a wonderful dynamic will take place. You will have a business partner, not just an employee.

Is it time for you to hire an employee? If it is, your goal as a business owner must be to nurture and lead them so that they may feel a sense of ownership in your business. Are you up to the challenge?

 

Copyright 2017. Lois Creamer. Lois works with professional speakers who want to book more business, make more money and fully monetize their intellectual property! She can be reached in the following ways:

Lois@BookMoreBusiness.com
Twitter: @loiscreamer
Phone: 314.822.8225
Facebook: http://www.facebook.com/BookMoreBusiness
LinkedIn: http://www.linkedin.com/in/loiscreamer
For more information on Lois’ business check out http://www.bookmorebusiness.com as well as http://www.bookmorebusiness.tv!
Sign up so you don’t miss a blog post at http://www.BookMoreBusiness.com/blog

Photo designed by kues1 … Freepik.com

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Add Aftercare to Your Offerings

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Aftercare

Aftercare is defined as “subsequent care or maintenance.” When I had some surgery several years ago, part of my recovery included aftercare. It involved a visiting nurse coming every couple of days to check in and perform any procedures that needed to be done. It got me thinking .. Why don’t speakers offer the same thing?

I define aftercare as a follow up service that helps the client accomplish more than could possibly be done in a single speech. After your program, make a follow up “thank you call” within 48 hours of the event. I outlined what you may want to include in an earlier post, http://bookmorebusiness.com/blog/the-follow-up-thank-you-call/. It is at this point where we introduce aftercare by saying (one of my phrases that pay!) “Do you think it would make sense to take an extra step to insure that the ideas, techniques and strategies I talked about are actually implemented by your team?”

I did this very thing when I was doing sales programs. An interesting thing happened. Several times I made more on the aftercare than I did doing the speech! In fact, many times the speech was more like a paid showcase! Aftercare can be consulting, webinar, Tele-seminar, products or even another speech or training.  It can be an online sales meeting on Skype or Zoom that is recorded. That way the client can have any manager who may have missed the meeting to review the video.

Consider this. After bringing me in to do a sales program I call and say to the decision maker, “Say, do you think it would make sense for me to work with your sales managers to make sure they’re applying my content?” Think about it! It’s a hard “no”! Hard to say, “No thanks, after spending thousands for your program we don’t care if the new ideas are actually implemented!” I want it to be hard to give an immediate “no”. Note – aftercare can apply to any topic. If you present on leadership, your work would be done with members of the management team.

Much of what this accomplishes is obvious. A big consideration is money. Aftercare can be a great addition to your bottom line. One of the most terrific benefits is that you become a resource to a client rather than a mere speaker!

What services could you offer on your list of aftercare services? Its worth thinking about .. But only if you think it makes sense .. !

 

 

Copyright 2017. Lois Creamer. Lois works with professional speakers who want to book more business, make more money and fully monetize their intellectual property! She can be reached in the following ways:

Lois@BookMoreBusiness.com
Twitter: @loiscreamer
Phone: 314.822.8225
Facebook: http://www.facebook.com/BookMoreBusiness
LinkedIn: http://www.linkedin.com/in/loiscreamer

For more information on Lois’ business check out http://www.bookmorebusiness.com as well as http://www.bookmorebusiness.tv!

Sign up so you don’t miss a blog post at http://www.BookMoreBusiness.com/blog

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Increase the Speed With Which You Succeed as a Speaker

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Tuesday, October 11, 2016
at 10:00 am Pacific Time

Join Hall of Fame keynote speaker and excutive speech coach Patricia Fripp and Lois “Book More Business” Creamer to learn how to improve your presentation skills and marketing you and your services.

Listen and learn Fripp’s 6 suggestions to improve your presentations within a month.

Be amazed at Lois’ insights into marketing mistakes speakers make and how you can avoid them.

Even if you can’t attend live, register to receive the replay link.

http://app.webinarjam.net/register/1772/a951d0a05a

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