Proven Strategies for Getting Paid to Speak in Public.
1. Speak for no cost.
Before you can become a pro at anything, you must first become an amateur. “Speak a lot for free,” says Gene Marks, President of The Marks Group PC. Contact your local rotary and Lion’s clubs, as well as tiny chambers of business and networking organizations. You’ll be able to fine-tune your content and gain a lot of practice this way. Plus, if you improve, you’ll be able to utilize these venues as references when pitching for paying employment. “
It may appear difficult to find, but there are always activities going on in almost any city on any given day.”There is a tremendous distinction between speaking and paid speaking,” says Scott Stratten, one of the most sought-after keynote speakers and President of UnMarketing Inc. For free talks, there are a limitless number of spaces; for paid talks, not so much. “
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2. Hone your abilities.
Speaking for free gets you started, but if you want to advance to paid speaking, you must take it seriously. “Professional speaking is a talent like acting, directing, producing, or writing,” says Michael Port, the Wall Street Journal bestselling author of Steal the Show and Co-Founder of HeroicPublicSpeaking.com. The only difference is that you must master all of those areas as a professional speaker.
“You are the screenwriter, director, actor, and producer.” You’re putting on a one-person show and performing it. It’s no longer enough to have knowledge of a subject. Audiences and conference planners alike anticipate a memorable experience.
“They don’t expect you to sing or dance, but they do expect to be delighted as you educate and inspire them,” says the speaker. Fortunately, more professional speakers are taking the art of public speaking seriously. “I’m studying, training, and rehearsing in order to get mastery.”
The example of Ramon Ray, a paid public speaker who has traveled the world for the past 20 years, speaking to groups of dozens, hundreds, and thousands of people, highlights the importance of this dedication.
“You must be a fantastic public speaker,” Ray observes. “There are a lot of speakers, but you have to be really entertaining, highly informed, connect with your audience, and just be dang good to get paid and requested to come back again and again.”
3.Create a value-added service.
Consider how you’re adding value to your audience as you refine your craft and go through your material. Phil Gerbyshak of Philgerbyshak.com, a social selling and technology trainer, suggests:
As you make the shift from free to paid speaking, think about what additional “added value” you have that you can now charge for. Maybe you have a “formula,” “system,” or “program.” Give it a name and specify who it will help. “
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4. Ensure that your technology and marketing materials are in working order.
People want to know how you speak and what you talk about before they hire you.
“Not only does having the correct web presence as a speaker help you be found when a company is searching for an expert speaker on a given subject,” says Catherine Morgan, a career transition consultant and speaker, “but once they find you, they want to see you perform your magic.” They’ve hired you to keep an audience engaged, and they want to show that you can do so.
Phil Gerbyshak agreed with Morgan and stressed how important it is to spend time on your “sizzle reel,” which is a demo video of yourself as a speaker.
“The difference between a free speaker and a paid speaker is how good they are on camera,” Gerbyshak explains. More and more people expect they can “try you before they buy you” by playing your video for themselves, for the committee who makes the hiring decision, and even in front of a sampling of your audience. I’ve been recruited just on the basis of my sizzle reel, because what you see is what you get. “
I’ve gone a step further, identifying not just some of the high-profile clients and companies for whom I’ve talked but also including photos to prove it. On my website, I have a shot of Richard Branson giving me a standing ovation, which gives a potential booker confidence in my abilities.
I also suggest using keywords related to the types of speeches you give and the people you talk to, as well as highlights or a full speaker’s kit related to the topics you cover and the talks you give.
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5. Always promote yourself.
You might receive representation if you become a great speaker with a lot of experience, but it won’t happen immediately. That is why you must go out and perform your duties. Return to groups where you previously talked for free to see if they have any other events with budgets. Keep an eye on organizations that hold meetings on a regular basis and approach them about future gatherings.
Make your brand and speaking experience recognized on social media as well. “I’m really active on social media and use a lot of video,” Ray explains. My tribe and community of people who follow the “Ramon Ray brand” and those that pay me to speak—they prowl around and surely view my videos—are my two audiences.
6. Make an offer to speak for a fee.
Be open to accepting a small cost when you shift from free to paid. “Speakers speak,” says Barry Moltz, an active small business speaker. Set your rate so that you can get hired at least two to three times each month, no matter where you are in your paid speaking career. This career necessitates a lot of live audience practice. There is no other option! “
Catherine Morgan is in agreement. She says that she always gets career transition customers from her speeches because she asks people to fill out a form if they want to get her newsletter and a free 25-minute phone consultation to talk about their job search.
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She also recommends “selling stuff in the rear of the room” if it’s allowed. One option to get compensated for the work is if you have a book or a program you can provide. As part of your pay, you can also request that the organization send you an email. “
7, Set your expectations for when things will happen.
Knowing how long it takes to arrange engagements is crucial as you pursue a paid speaking career. “It takes time,” Stratten explains. Some committees take a year to choose a speaker, while others only take a week. Also, unless you’re thrown into the spotlight, it takes time to gain stage momentum and credibility. I make $20,000 every year, but I’ve done over 350 of them to get to this point. The first 30 were provided free of charge, the next 40 for $2,500, and so on.
8. Be skilled at negotiating.
Getting paid what you’re worth as a speaker could be even more difficult than becoming a professional speaker. This means you’ll need to know how to negotiate and be willing to be innovative, as cash isn’t the only kind of payment of value.
“Be imaginative with your charge, especially when you’re starting out,” suggests Phil Gerbyshak. Before turning down a no-fee gig, find out what else they [your clients] have of worth or what else they have in their budget. If you require a sizzle reel, a conference that will provide you with raw film of you performing on their main stage may be well worth waiving your cost for. A no-fee gig may have funds for training but not for speakers, or they may be able to purchase books for the entire audience or something else of value.”
Also, keep in mind that they could be able to connect you with sponsors who might be interested in sponsoring your lecture if you mention them in one of your trademark tales. When you’re first starting out, you might need to assist the event organizer in coming up with inventive ways to raise funds. However, don’t be scared to say no to a job if it doesn’t fulfill your expectations. “
Negotiation will continue to be necessary as your experience grows. “You’re trained to ask for a discount on the first day of meeting planner school,” Stratten explains. It’s just a part of the job. Don’t be fooled by the “we’re a non-profit” statement; just because they’re non-profit doesn’t imply they’re broke. I usually tell them, “I’m glad you’re non-profit, but I’m not.”