One of the most important tools speakers use is their FEE SCHEDULE. Here are ten tips to help you increase your attractiveness and income, while communicating exactly what you offer and clarify your fees for your programs, products, and services.
1. Change the title. Previously referred as a FEE SCHEDULE. These two words have gathered a quiet negative energy over the years. In order to make your fees more attractive, change the name. This energizes your attractiveness and shows how you are different. Here are a few noun substitutes to spark your brainstorming. Schedule: Menu, catalog, list. Example Fee Menu, Fee Catalog, Fee List. Fee: Compensation, cost, rate. Examples: Compensation Menu, compensation catalog, compensation list, cost menu, cost catalog, cost list, rate menu, rate catalog, rate list.
2. Include your photo at the top of your schedule
3. At the top also include an expiration line: Example: "These fees are good for programs booked before _____date (or expire on ____)." Expire your schedule frequently to allow for increases. Ninety days is the normal expiration period.
4. We have found that selling time is the easiest way for independent professionals to offer their services. People understand this way of thinking because many jobs pay by the hour. You don't want to get involved with tracking minutes and seconds. You can do this by quoting your hourly rate in this manner: Up to 1 hour $____. Up to 2 hours $____. Up to 3 hours (or 1/2 day) $____. Up to 6 hours (or full day) $____.
5. Be sure to list all your time or product packages. List any additional or possible programs for the same events. Examples: Managers Meetings, Spouse Program, additional breakouts, vendor education for trade shows at the event. List any document customization fees and recording rights.
6. If you work with meeting planners and bureaus, enlist their experience and suggestions. Let them review and provide you with feedback on your schedule. They know the market and continually compare speakers' schedules.
7. Create a PDF file for e-mailing your schedule. Or create a complete marketing package that includes your fee schedule and turn into a pdf file.
8. When presenting your services to a meeting planner, visualize that person looking at a giant chart on the wall which lists all the different times and programs planned at their event, but that are not yet scheduled. Ask the meeting planner if he or she has any unfilled time slots available on the day you are scheduled. Then suggest a second program for managers or the sales team. This helps them because they have to book less speakers, cuts their planning time considerably, and usually saves money on travel expenses and hotel rooms.
9. Meeting planners discourage back-of-the-room sales because they do not want you to use "paid" time to push those materials. Instead, sell them separately through their educational materials budget. Add your educational materials to your schedule (books, workbooks, audio programs, subscriptions) with any quantity discounts (10-15%). Include special "program only" package opportunities as well. Place these in the center of your schedule. List shipping separately in a footnote.
10. Speakers are now asking for a flat fee for their travel expenses. This provides flexibility for the speaker and saves the meeting planner time.
Catherine Franz, a Certified Professional Marketing & Writing Coach, specializes in product development, Internet writing and marketing, nonfiction, training. Newsletters and articles available at: http://www.abundancecenter.com blog: http://abundance.blogs.com
Do you work for one of those organisations whose "training"... Read More
We all know that to be a careful driver on... Read More
Why use the web for promoting your speaking engagements?Most people... Read More
Microphones are designed to help your voice, not replace it.... Read More
"Educate, Energize, Entertain, and provide an experience for your audience"1.... Read More
Every speech has an audience and every audience is different.... Read More
Making a speech seems simple. You speak, others listen. However... Read More
The ability to speak well can enhance your career, clinch... Read More
In a conference setting, nothing annoys audiences more than talks... Read More
Business communications researchers have studied the phenomenon of stage fright... Read More
I recently posted an article providing tips on public speaking... Read More
I don't know why it is, but no matter how... Read More
Franklin Delano Roosevelt had some good advice for the public... Read More
When we talk about public speaking, we usually think about... Read More
A well-built media kit is vital for effective marketing. Without... Read More
Knocking knees, butterflies (who came up with that word?) in... Read More
Humans are born storytellers, but our education system doesn't help... Read More
Ever notice how smoothly some speakers or writers move you... Read More
Starting a car is easy. Put the key in, turn... Read More
When choosing keywords, you'll want to stay away from using... Read More
1. No clear purpose for the presentation. What is the... Read More
For many, speaking or training is a full time business.... Read More
... --- ... SOS This is the traditional seafaring emergency... Read More
FearOf what am I afraid, you ask. Of myself, I... Read More
What are the 5 best ways of getting known in... Read More
Speaking in public can be a powerful way to build... Read More
On a recent Sunday evening, I watched a friend 'graduate'... Read More
In the thousands of speeches I've heard very few presenters... Read More
7 Tips that calm and center you before your presentation:1.... Read More
Have you ever worked for weeks or even months, often... Read More
Have you ever watched a speaker and said, "Wow, I... Read More
There is plenty of dubious material which suggests you can... Read More
Stretch to relax. Rise on your toes and reach for... Read More
Want to gain added exposure at a trade show? Consider... Read More
Some people enjoy drawing attention to themselves by trying to... Read More
Toastmasters.... Toastmasters....What is Toastmasters?Is it a bunch of guys in... Read More
1.Preparation The most important step in public speaking is... Read More
The first time I had to speak in front of... Read More
What Do I Talk About?Start by asking yourself three questions:1.... Read More
The ability to speak well can enhance your career, clinch... Read More
1. No clear purpose for the presentation. What is the... Read More
This is one of the hardest things speakers have to... Read More
Knocking knees, butterflies (who came up with that word?) in... Read More
Along with the opening two minutes of a speech, the... Read More
Prayer or Meditation: If you're a believer you can pray... Read More
Did you know that great speakers are often nervous with... Read More
What are the 5 best ways of getting known in... Read More
You're waiting your turn to make a speech, when suddenly... Read More
When we talk about public speaking, we usually think about... Read More
Every speech has an audience and every audience is different.... Read More
1. Learn the speech by heart or read it from... Read More
Stretch to relax. Rise on your toes and reach for... Read More
Your mouth is dry, heart palpitating, and knees knocking. You... Read More
Last night the phone rang; my wife said, "I hope... Read More
I am terrified of heights. The thought of skydiving, for... Read More
Have you ever watched a speaker and said, "Wow, I... Read More
Have you ever had to give a speech?Do you remember... Read More
You have probably had the experience of listening to a... Read More
No matter how good you are as a presenter, there... Read More
Avoid the painWhich would you prefer - root canal dental... Read More
During the coffee break of one conference I attended, whispers... Read More
Two of the top fears of most people are dying... Read More
You know the feeling. Looking out at a sea of... Read More
I was a celebrity lecture agent in the college and... Read More
Why use the web for promoting your speaking engagements?Most people... Read More
This Article Is For Those Who Understand How Persuasive Communication,... Read More
Public Speaking |