How to Book More Business

February 3, 2016 | Leave a Comment

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Lois Creamer was featured in the January/February 2016 Speaker Magazine

Coming March 11! Join Patricia Fripp, CSP, CPAE and me in a free webinar “How to Make 2016 Your Best Year!” Details to follow!

In the last six months I’ve been published in Forbes, Wall Street Journal and Speaker Magazine.

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Marketing Yourself as a Professional Speaker

October 20, 2015 | Leave a Comment

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I’m flattered that Henry DeVries of Forbes.com featured me in the following article. Hope you find it helpful!

http://onforb.es/1LmI0d9

Copyright 2015 Lois Creamer. Lois works with professional speakers who want to book more business, make more money and avoid costly mistakes! 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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Get Paid to Retire from Speaking!

December 2, 2014 | 3 Comments

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I’ve heard the advice from financial professionals for years: pay yourself first! And I agree. For those of us making a living in the speaking business, some months are easier than others.

I want you to consider this – think of building a business, not merely a speaking practice. The difference? Think about building an equity based business. Something that can give you income long after you come in from the road.

Many speakers have diversified by adding trainers to present their licensed intellectual property. As long as your material is relevant, it can be sustaining. You could also just out-right sell your intellectual property, if there’s a buyer. Perhaps to someone who you are now using as a trainer. Perhaps someone seeking to expand their offerings.

What if, like many, your business consists of speaking, webinars and some ancillary products created over the years? What’s there to sell?

One word my friends, one simple word. Database! If you have a good database, you can turn it into retirement income in a couple of ways. Sell it outright. If you want to wash your hands of business and not deal with any details, this is one choice.

Another choice may be to rent your database! Ever considered this? You could have several people working your contacts. Each time a booking comes from your list a percentage of the fee goes back to you! Who knows. An agent or bureau could even be interested in your list. Think of your database as having equity. It does! You may have never thought about it.

It would work as a type of lead share. You would need someone with more technical knowledge than I have to set it up to insure you are aware when a booking from your list happens. You could have a contract written up at the beginning of the relationship to outline how and when money would be paid – i.e. – paid when deposit is made, paid in the back end, whatever you prefer.

Remember this – it does not matter if the names on the contact or old. You are providing a lead with a company that has historically paid professionals to come speak. And, you are able to tell what type of information they were interested in.

I realize I may be somewhat simplifying setting up an exit strategy. You would obviously need an attorney and an accountant to advise you. Be smart about it.

I hope that I may have given you something to think about as you go about building your business. It may be worth more than you think it is!

Copyright 2014. Lois Creamer. Lois works with professional speakers who want to book more business, make more money and avoid costly mistakes! 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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Permission Not Granted!

April 24, 2013 | 11 Comments

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I had an interesting conversation with a friend in the business the other day. After we talked I said, “This would make a great blog post!” So, here it is! It’s about being recorded without any agreement being made in advance. In fact, it’s about being recorded when you have specifically requested that they not do so.

Due to technical problems, the meeting ended up having her present via webcast instead of in person. (You need to roll with the punches!) She found out that during her presentation, many were literally holding up their phones and recording her program! The entire thing! She was unaware of this because she did not have a good view of the audience. She called me and wanted my take on what she could do about it. I told her, in a word, nothing.

Having your material recorded is an occupational hazard. I know that’s not what you want to hear, but it’s the truth. Try as we may, there is nothing we can do to 100 percent insure it never happens. That said, there are a few things you can do to try and manage the situation.

I now suggest that speakers have a “no recording without permission” clause in their contracts. And, beyond that you may want to even include this admonition in your introduction! I think it makes sense to do so. If this clause is in your contract the only one who sees it is the person who hires you. If you have it part of your introduction, everyone hears it. Does it mean they won’t do it? No. Is there anything beyond this you can do (save for bringing an attorney into the mix), no.

You do have the option of asking the organization “police” the conference to make sure nothing is being recorded. If they see someone doing it, they could tap them on the shoulder and invite them to leave. Will they do this? I doubt it. But it doesn’t mean you can’t request it!

Of course the discouraging thing about all of this is that we are in the intellectual property business. People buy our intellectual properties as if they were a commodity. Audiences buy bits and pieces of your intellectual property every time they purchase a book, tape or another product you may offer.

I further suggest that you may want to carry a simple audio/video agreement with you printed out on your letterhead. Be prepared to whip it out at the event if you see that the group is planning on recording without prior agreement. We must do what we can to manage the situation. Make it simple. Include the following:

1. No recording allowed without prior written agreement

2. No part of program can be replayed without permission

3. Program may not be duplicated and distributed

4. Program may never be sold by company

5. Written agreement is required for any use of any material

I’m sure you can think of others that should be on the list. My take is this. If anyone is going to record your program let it be you. Then you distribute it and sell it as a product to whomever you wish!

Don’t make any agreement be filled with too much legalese. Make it relational. That’s what works best. When you think about it, even if your program is recorded, are you willing to hire a lawyer and sue the heck out of your client? Probably not. Usually the relationship is the most valuable thing.

If you have been lucky enough to never have had this happen, leave now and buy a lottery ticket. Then, make sure you are set up to protect yourself and your business!

Copyright 2013 Lois Creamer. Lois works with professional speakers who want to book more business, make more money and avoid costly mistakes! She can be reached in the following ways:

Lois@BookMoreBusiness.com
Phone: 314.822.8225
Twitter: @loiscreamer
Facebook: http://www.facebook.com/loiscreamer
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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Market Intelligence for Speakers

April 15, 2013 | Leave a Comment

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My readers know that I am a big believer in target marketing. It only makes sense. You gain a momentum to your marketing efforts when you work within a target industry and market. In order to be relevant in your industry I believe you must do some “market intelligence”. But how? My favorite strategy is courtesy of the terrific Barbara Geraghty, CSP.

Go to a few of the websites of the “big players” in your market. For example, let’s say healthcare is one of your target markets. Pick some of the larger corporations that are movers and shakers in healthcare such as Baxter Healthcare, Bayer, Kaiser-Permanente, Cleveland Clinic, a pharmaceutical company or two.

When on the home page, look for the “letter from the CEO or CFO”. Note: these letters used to be included years ago when companies mailed out their year-end reports to investors. Now of course, nothing is mailed! It’s all online, and so are the letters.

These letters that outline every challenge, key concern, even pitfall the company is facing in the coming year. It also lists the things they celebrate. We are concerned about all of these! When you find out the challenges, for example, ask yourself how your expertise has the ability to impact key concerns that the company/industry is facing?

For example, if you speak on change, and they have merged with another company, can you help them through the merging of cultures with one of your programs? If the letter mentions they have had or will be having layoffs, how could your program on productivity help them at this key time?

Reading industry publications also makes sense. I also tell my clients to read at least one copy of the Wall Street Journal every week. It gives you an idea of what is happening over all industries. You should also read the business page of your local paper every day.

Another great strategy after you have already booked an engagement is having a pre-program questionnaire that asks your client what is currently going on in their business? This lets the client know that you want to insure that your program is meaningful and speaks to any current concerns they may have.

One of the best strategies is always to keep the lines of communication open with your clients! Doing good market intelligence is smart business!

Copyright 2013 Lois Creamer. Lois works with professional speakers who want to book more business, make more money and avoid costly mistakes! She can be reached in the following ways:

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