One of the most challenging things that speakers do is to talk about themselves and money. I hear it all of the time. When I do programs at chapters I am asked about this more than anything else.
One of the things I say is this: talk about yourself and money as if you are talking about a commodity. Think of your intellectual properties as your product (because it is!) Perhaps that will make it easier if you have that as your thought. You’re talking about your “product”.
Money is a qualifier to me. If your prospect doesn’t bring it up, you need to. Don’t ignore this part of the conversation only to waste time and energy only to find out you are way out of their budget. It’s a mistake many early in their careers make often.
When talking about your fee, say it confidently, joyfully and expectantly! “My fee is $10,000 plus travel expenses. Is that a fit?” Then shut up! Wait to hear a yes, no, or a maybe. Following is what to do in any case.
If they say “yes”, you’re in! That’s if your open on that date and they are interested in your topic. It’s a beautiful thing!
If they say “maybe” they mean that they are unsure of their budget at this time. It’s neither yes, nor no. It means you need to ask “When will you know if I am a fit?” And, follow up with them then.
If they say “no” you need to ask “How far apart are we?” This is where the conversation can get interesting! If you are far apart, there are a number of tactics you can take. You may say, “I can’t accept that as my fee. I have agents and bureaus all over the country marketing me at my fee and it would be unethical and unfair for me to undercut their efforts on my behalf.” ARGUE WITH THAT! What are they going to say? Damn you for being ethical? This is the tact bureaus want you to take.
If you are quoted a low fee you may also take the opportunity to refer another. You may say, “Would you like me to see if I can find someone less experienced who may be available?”
If you are close enough that you want to pursue the job, say “If I could do that, what else of value might you be able to offer?” Then, listen to what the prospect has to say. If they ask you what value you would like check out my post “How Do You Define Value?” at http://bookmorebusiness.com/blog/how-do-you-define-value/
So, if your idea of compensation is an exact match, try one of my tactics and see if it makes a difference. You never know unless you try! Good luck!
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Copyright 2012 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
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LinkedIn: http://www.linkedin.com/loiscreamer
For more information on Lois’ business check out http://www.bookmorebusiness.com as well as http://www.bookmorebusiness.tv!
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