I hear it all the time: “I’m not comfortable selling myself, talking about myself.” My initial response? Find another line of work!
I don’t say this to be rude. I say it because it’s the truth. If you want to book speaking gigs, you have to be willing to reach out, have conversations, and convince potential clients that you can make a difference in their business.
Another common question I get: “Doesn’t it sound better if I’m not the one making the call?” In a word, no. And frankly, if you think that way, you’re taking the easy way out.
Here’s why: You are the expert. You own your intellectual property. You understand your content better than anyone else. If you hire someone to make calls on your behalf, you must still be the best at selling what you offer. I often say to outsource anything and everything except sales.
The reality in the speaking industry is that staff turnover happens. It’s a revolving door. Ask any speaker who’s had a team, and they’ll tell you the same thing. (Why this happens? That’s a topic for another post!)
What doesn’t change is you. You are the constant in your business. That’s why you must always be the best at selling your programs. Clients want direct access to the speaker, and the closer they can get to you, the better. If you have a team making outreach calls, they should always position you as available, eager, and ready to discuss your programs.
So, what can you do if you’re still uncomfortable selling yourself?
- Read my previous blog posts on selling, positioning, and qualifying. Work with me directly (my personal favorite!).
- Grab a copy of my book, Book More Business: Make More + + + + Money Speaking (https://a.co/d/8B5VEOr).
- Shift your mindset.
- Shift Your Thinking
Clients don’t hire speakers just for a speech. They hire us for the outcomes we deliver. They want:
- Increased profits
- Higher productivity
- Better employee engagement
- Stronger shareholder value
Stop thinking of it as selling yourself. You’re in the business of intellectual property. You’re selling your expertise, your insights, and your solutions. When you think of yourself as a commodity, selling becomes easier.
Use questions that guide the conversation:
- What would it look like if…
- Would it make sense to…
- How would you feel if your people… (Shoutout to Phil Jones for this!)
Bottom line? Get comfortable selling. Do whatever it takes to not just tolerate it, but master it.
The bad news? It’s on you. The good news? It’s on you!
Copyright 2025, Lois Creamer. Lois Creamer works with professional speakers who want to book more business, make more money, and monetize their message.
Check out the newest edition of her book, Book More Business: Make MORE Money Speaking available on Amazon: https://a.co/d/ci7yWxz
Reach her in the following ways: Lois@BookMoreBusiness.com
314-374-4007
For more information on Lois’s business, check out https://www.bookmorebusiness.com.
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